Sales Manager vs. Sales Person

Sales Manager/Sales Person

Let’s revisit the concept of a dual role sales manager/sales person because I keep bumping into it. I touched on the topic a few years ago in this post (Good Salespeople Make Terrible Sales Managers). Today, I’m just giving you a grid to consider what you’re asking for. 

Management ThoughtsSales Thoughts
I'm building a teamLet me do my thing
I need to know the details of my people's workI don't have much interest in the details, I want results
It's best if I'm respectedIt's best if I'm liked
I use confrontation as a tool for developmentI try to avoid confrontation to get to results
I make decisions based on what's best for the teamI make decisions based on what's in my own best interest
I delegate, to build competenceI do it myself, to get it done
I plan, in writingI know what I need to do
I study my employees, because they are my major accountsI study my prospects, because they are my major accounts
I want long term recognition and job satisfactionI want recognition and a bonus check as soon as possible
Policies and procedures are interpreted for good of the teamPolicies and procedures are interpreted for my own good

 

Think of it like this: design your job roles in a way your people can live with, in a way that fits. You’re looking to get the maximum results from the minimum effort in the shortest time and matching responsibilities to behaviors is a big part of that.

Good stuff.