To Build a Great Sales Team, You Need a Great Manager

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Jul 23, 2012

If you had to decide between having a team of excellent salespeople with an average manager, or having a team of average salespeople with an excellent manager, which would you choose?


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Think Twice Before Promoting Your Best Salesperson

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Fri, Jul 06, 2012

Do the best salespeople make the best sales managers? Almost unanimously, when we ask sales leaders this question, the answer is "no." Yet paradoxically, and too often, sales leaders look for candidates among the sales ranks and select the best salesperson for the manager job. They assume that because an individual was successful in sales, that individual will be successful in management too.


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