The TransitionFrom Sellingto Managing
Most field sales managers have been salespeople far longer than they have been managers; consequently, the transition from salesperson to manager can be extremely difficult. In fact, many who try never really make the grade. Since this problem occurs so frequently in sales organizations, perhaps it would be well to begin by considering some of the problems involved in making a successful adjustment to the responsibilities of a manager.
As a sales manager, your duties will vary widely from one company to another. Some field sales managers are actually only super-sales reps who handle the more important accounts; some supervise only one or two reps and devote the remainder of their time to direct sales efforts; ...