The first of the year always brings changes in company hierarchies. Dina Gerdeman discusses sad scenarios that often play out. Top-performing salespeople get promoted to become sales managers, but don’t actually know how to manage. Unable to disconnect from the thrill of selling, the result brings productivity issues, disgruntled salespeople head for the door and the new managers themselves burn out.
The guidance here can help new managers, as well as those who now work for them. – Kirk Augustine
Source: HBR Working Knowledge, April 2019. Link. Frank V. Cespedes, Harvard Business School of Administration outlines four key steps toward setting sales managers up for success. They are strategies that could be applied in a variety of business departments.
Also see: Related articles on making work, work
- The myth of laziness, The Medium, April 9, 2019. Link.
- You’re making it harder than it has to be, The Medium, May 2, 2018. Link.
sometimes it’s as simple as just keeping it simple.” – Kris Gage