This chapter explores the pivotal role of the first-line sales manager. A good sales manager selects, builds, leads, manages, and rewards the team. The manager succeeds when all of his or her people succeed.

The chapter is designed to help you:

First Line Sales Manager     Best Practices Advisory Treat the first-line sales manager as a pivotal person in the selling organization. Recognize that the sales manager's role is different from that of the salesperson. Develop sales manager success profiles and select the right people. Provide excellent sales management training. Consider using "360° evaluations" when assessing the sales management team.

• Learn how to excel at selecting, building, leading, managing, and rewarding the team. These activities are explored in the context of a case study that uses concrete examples of successful management practices
• Understand and identify the characteristics of good sales managers
• Put into place a five-part program for establishing and sustaining a strong first-line sales management team
• Gain practical advice on how to make a number of important sales management decisions, including how to determine the right management span of control, select the best sales management candidates (internal and/or external), implement an opinion survey that asks salespeople to evaluate their mangers, and appropriately reward the sales management team