With a knack for being able to see the “big picture,” Jane is regarded as an excellent strategist, constantly reassessing the market and identifying new customer segments.
Her colleague John, on the other hand, prefers to focus on short-term goals and work one-on-one with his salespeople, even joining them in the trenches when times get tough.
Frank, another sales manager, sees his role as an advocate, communicating his team’s concerns to senior management and translating corporate directives for them.
Which of these three is likely to be the more successful sales manager?
Surprisingly, the successful manager does not fit any one of these profiles alone. In fact, an effective sales manager might be described as a mix of all three… a rare individual indeed!
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