by Jacques Werth
Sales managers fail for two primary reasons: 1) They don't know how to manage their people; and 2) They don't rigorously implement effective selling processes. Just as an engineering manager needs to be a pretty competent engineer, a sales manager need to be a pretty competent salesperson. In both cases, however, their essential responsibility is to manage staff performance. Understanding modern management principles beyond a few readings of “The One Minute Manager" is critical.
