From the Ask Tom mailbag:

Question:

I am currently a sales representative with a prospective position as a sales manager over the next few months. I would be managing a sales force of approximately 10 people with 2-3 products using a fairly new selling process. It is tailored to think about WHY a customer makes a buying decision versus delivering a scripted message. This sales model incorporates detail aids (printed material) along with the use of television ads in the future. I have to begin to think about WHY I am ready for a district sales management position. What do you feel are truly the most effective skills that I need to think about as a new sales manager?

Response:

Being a Sales Manager requires a totally different skill set than being an effective sales rep. Many good sales reps have ruined their sales careers by being promoted to Sales Manager. Let me run my short list by you and then we will open it up for suggestions.

• Hiring
• Firing
• Establishing accountabilities (targets)
• Training
• Evaluating performance
• Coaching performance
• Building a team
• Running effective meetings
• Reviewing and adjusting the sales model

We will spend the next couple of days looking at these skills in more detail. Meanwhile, I know several readers have made that transition and will have some helpful recommendations. Please leave comments. -TF