A Publication of WTVP

You were the top salesperson for years. Then one day you accepted management’s offer to become a sales manager, and that’s when the nightmare began. That was the point at which you discovered the manager’s reality: the sales manager’s position is one of the most difficult positions in the company to fill—caught between playing nursemaid to your people and bringing the numbers in for top management.

This article is the first in a series devoted to discussing, if not solving, real problems managers and owners face every day trying to improve their businesses. I want to help you upgrade your sales force. If these ideas don’t challenge your current hiring tactics, then I’m not doing my job. Follow these to the letter, and you’ll produce a champion sales team.