More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make—and Get Extraordinary Results

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MISTAKE

I’m the Manager, Right?

“

Managers believe authority and respect come

with the position. Employees, however,

will measure a manager differently.

”

“I have been a manager for 12 years now: a first-line manager for six years,

then a second-line manager for five, and a vice president for one year. It seems

as though things are different now.

I want to say it feels like there is no below-the-radar anymore. Things are

very visible. I feel like I am under a microscope—not only to the sales team, but

obviously to the rest of the management team as well.

I also feel more reactive. The senior management team has agendas—and

it needs revenue to help meet ...