The Ideal Sales Manager
It has long been noted that good salespeople do not automatically make good sales managers. Most sales managers do have a sales background. Some don’t.
Last week, we looked at the characteristics that make up the ideal salesperson. This week, we’ll build the ideal sales manager.
A couple years ago, I was in Vancouver sitting with my friend Andre when he asked me to define the difference between a sales manager and a sales coach. I had never before thought about that question. After a few minutes, I told him that I believed the chief difference is that a manager asks a sales rep, “What did you sell today?” whereas a coach asks, “What did you learn today?”
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.