The transition

My friend Candy who was a sales manager when I knew her is now an Assistant Director of Sales.

In her previous role as sales manager, her main activities were directed toward developing accounts and sales volume. Now the game has changed and she must develop sales people who will generate increasingly profitable sales revenue. She is responsible for achieving sales volume objectives with and through her team.

Effective salespeople can become ineffective sales leaders because of their inability to distinguish between doing and managing.

A word of advise for you my friend: whatever got you into sales leadership is no longer good enough to keep you there. You must develop your team into productive salespeople, just as you formerly developed your sales prospects into profitable accounts.