A sales manager can sell but can he manage?

[birianni]

Target achievers are promoted to managers, is hitting target the only skill you need to be a good manager? :shock:

[cloudwatcher]

:?
Hi Birianni,
You are right, in so much that target achievers are often considered for promotion first, and often rightly so.
It is true however that the best sales people do not always make the best managers, it's important for employers to ensure that a number of critical criteria are considered before an appointment is made.
Newly promoted sales people often resort to fear management, mainly because this is how they were managed, good structured training can allieviate this, provide ofcourse the recipient is open to new ideas.
The key to good management is empathy, understanding your employees,
and the realization that everyone needs to be treated differently.
Some need to be nurtured , some need to be pushed.
If you need to get a point across don't just criticise, build the sales person up by contratulating them on their good points first then bring in the area of concern and ofcourse finish on a high point

cheers
CW

[birianni]

thankyou cloudwatcher, I couldn.t have said it better myself :lol:
Too many managers believe that fear and intimidation are the way to results, in fact this creates an environment where people will only ever do what they have to, and will rarely go the extra mile for their managers and this unfortunately affects the companies results :cry: