The primary reasons that sales managers fail is that they don’t know
how to manage their people, and they don’t manage a highly effective
selling processes. Just as an engineering manager needs to be a pretty
competent engineer, so does a sales manager need to be a pretty
competent salesperson. However, in both cases, their primary
responsibility is to manage the performance of their staff. And, both
must have a good understanding of modern management principles beyond a
few readings of “The One Minute Manger.â€
By contrast, most
engineering managers know that technology is evolving so quickly that
their managerial functions prevent them from keeping up with the
technology at the level of a functioning engineer. However, they know
enough about the latest technology to manage it.
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