Being a rock star sales rep doesn't necessarily mean that the transition to becoming a sales managers is going to be easy. Sales managers need training to help them transition because the skills that led to individual contributor success, sales rock star greatness aren't the same skills needed to be great in leading sales teams.
Kevin and I talked about:
Kevin is the president of TopLine Leadership, which provides customized sales training and sales management development programs. His 3rd book, “The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top” is now available in hard cover, ebook and audiobook from Amazon.com. Early in his career, he worked for a Fortune 200 company in sales management and general management responsibilities. He, therefore, understands the unique challenges faced during the transition from sales to managing salespeople and the transition from managing salespeople to managing sales managers. Kevin is also the author of two sales books, “Getting Into Your Customer’s Head and “Slow Down, Sell Faster!” He lives in the Reno-Tahoe area.