15/05/2023
"Every company has examples of people who persist in their behaviours as salespeople, and as a result, they flame out as managers. It’s all about the difference between learning to take care of yourself and learning to take care of others, from being an individual contributor in sales to being a manager who gets things done through other people. That’s a big transition that many people can’t make.”
When salespeople become managers, they often do a horrible job. Four key steps can help them—and all soon-to-be managers—make the shift, says Frank V. Cespedes.