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  • July 2017
  • Article
  • Quotable

The Four Stages to Becoming an Excellent Front-Line Sales Manager

By: Frank V. Cespedes
  • Format:Electronic
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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

Salesforce Management

Citation

Cespedes, Frank V. "The Four Stages to Becoming an Excellent Front-Line Sales Manager." Quotable (July 2017).
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About The Author

Frank V. Cespedes

Entrepreneurial Management
→More Publications

More from the Author

    • January 2021
    • Top Sales Magazine

    Sales Hiring Is Hard To Do: (Don't Make It Harder)

    By: Frank V. Cespedes
    • Top Sales Magazine

    Get Ready to Sell

    By: Frank V. Cespedes and Bud Hyler
    • July 2020
    • Faculty Research

    Shindigz

    By: Frank Cespedes
More from the Author
  • Sales Hiring Is Hard To Do: (Don't Make It Harder) By: Frank V. Cespedes
  • Get Ready to Sell By: Frank V. Cespedes and Bud Hyler
  • Shindigz By: Frank Cespedes
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