Publications
Publications
- July 2017
- Quotable
The Four Stages to Becoming an Excellent Front-Line Sales Manager
By: Frank V. Cespedes
Abstract
Sales occupations account for more than 10% of the total U.S. labor force, and that official estimate is almost certainly low: In an increasingly service economy, many people who do business development for a living are not listed as “sales” for reporting purposes. This article discusses a common situation in many organizations and careers—moving from individual contributor to front-line sales manager. It outlines a developmental framework relevant to becoming a sales manager and the issues inherent in each transition highlighted by that framework.
Keywords
Citation
Cespedes, Frank V. "The Four Stages to Becoming an Excellent Front-Line Sales Manager." Quotable (July 2017).