Three Groups Affecting the Sales Manager's Role

Today the expectations of individuals in sales manager jobs are different from what they were in the past. Three groups of people are the cause of these new expectations of sales managers: top management, customers, and the resources the sales managers supervise.

Top Management's Expectations

Today, almost everyone thinks about business growth. Everyone from government leaders to shareholders, from senior executives to frontline employees is concerned about how companies are going to grow topline revenue. Downsizing, cost cutting, failed mergers or acquisitions, and industry deregulation are examples of factors that contributed to the uncertainty about future business growth in the early 1990s. ...

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