Company president John manages sales. Never having sold himself, he knows he does a poor job. He welcomes the other responsibilities that distract him from sales management obligations.
With only four salespeople, he doesn’t feel justified in hiring a full-time sales manager. Instead, he offered Alisa, a high-performing rep, a selling sales management position. She had often expressed interest in managing salespeople one day.
John changed her comp plan, reduced her client load, and distributed her accounts among the other reps. Alisa agreed to work with her own accounts in the morning and in the late afternoon. From about 10 a.m. to 3 p.m., she would spend time with the salespeople.
Two reps, Guy and Rebecca, ...