IF YOU TRY TO MANAGE SALESPEOPLE AS THOUGH THEY WERE OTHER EMPLOYEES, YOU WILL RUN THE RISK OF REDUCING THEIR EFFECTIVENESS AS SALESPEOPLE.
Managing a sales force isn’t like managing any other department. From the way you compensate them, manage them and inspire them, salespeople need special consideration that your other employees don’t require.
More than most employees in other parts of the organization, people who sell for a living have a high need for praise and positive reinforcement, an aversion to administrative work and other personality quirks that make managing them more of a challenge.
Download our worksheet “Evaluate Your Salespeople” to assess your salespeople and consider some of the important qualities that make managing them different.