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.
Of course, many great salespeople can and do become great managers. But this is not always the case. Too often, when a super-salesperson gets promoted to manager, one or more of the following happens:
