Understanding Who Is on the Current Team
Managing Former Peers
The first issue for many new managers is managing those who just days ago were at the same level as them. Several issues crop up when a person is promoted to manage people who were formerly peers. They commonly fall into the following three categories:
Managing friends
Managing nonallies
Managing experienced salespeople
Before delving into the challenges, let’s first take a look at some of the positives. The new sales manager already knows many of the sales representatives’ strengths and weaknesses. This is a tremendous asset when it comes to delegation. This also gives the new manager early insights when preparing a plan for the training and development of team members.
In addition, ...
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