Selling and managing are two very different skill sets. That’s why the best salesperson does not often make a good sales manager. They don’t have sales management skills. A salesperson does need to be a product expert or have a team that can back them up. Our role is to make sure each salesperson has the resources available (within the company or through vendors) to equip them with the knowledge to instill confidence in buyers. We do not become product or service experts, but we do quickly understand the value connection between what is offered and what the value is to the customer.
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