O'Reilly logo

The Sales Leader's Problem Solver by Suzanne M. Paling

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 10The Selling Sales Manager

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, ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required