ABSTRACT
Some questions and thoughts about the sales management transition, which will be reviewed in this chapter.
Why Are You Now in Management? Many sales managers ascended to that position because they were good in sales. That can be a critical error, as being good in sales does not necessarily mean being good in management. Actually, it can be a recipe for a disaster. Management requires a greater array of skill sets and talents that go way beyond just being good in sales. All of those skill sets have been outlined in the book in all the preceding chapters and in the Appendix.
