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This is so true, especially number seven. The irony is: those that this would help won't get it because they're blind. How do you share this with your manager without p*ssing him off?

Kelley Robertson

I would also add that there are several reasons for these blindspots. One of the most common is promoting a top performing sales rep into a management position but failing to provide sales management training.

Let's face it; there is a huge difference between being able to sell and being able to lead, guide and coach a sales team.

Progressive companies understand this and take action to ensure that their key leaders are properly trained.

Avril Shelton/Sales Journal

This rings true! We should always be open about ways to improve, but first being open to the idea that we need to always be improving and paying attention to the openness of growth. How else can we better ourselves?
Thanks for sharing these points. I will share this with the readers at SalesJournal.com

Norm Ford


I had a great Sales Manager at Rank Xerox in Australia.
They had a campaign of mechandise as prizes in a sales competition.
But he sent the prize list and weekly results home for the wife to see. Clever, you now had 2 sales managers, she's be saying "you're smarter than Joe, I want one of those microwaves."
"So who are you calling on to-day? And what are you going to sell him?"
You couldn't escape the boss(s)!

Sandy Lewis

I would absolutely add one more: "I don't need training because I wouldn't be a manager if I didn't know how to do this stuff." It's the gift of the sales manager fairy godmother: you go to bed a successful sales rep and magically wake up knowing how to develop other people. No one questions the fact it's very rare in sports to see a successful player-coach, and yet in sales it's supposed to be the norm. I don't think so.

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