The Changing Face of Sales Leadership-

Another great post by Jonathan Farrington describing what company leaders should be thinking about as they assess their sales organizations and specifically, their sales leadership compentencies  (http://tiny.cc/BbQgB).  There are some thoughtful quotes including: 

There is a difference between leadership and management. Leadership is of the spirit, management is of the mind. Managers are necessary, but leaders are essential. We must find managers who are not only skilled organisers, but inspired and inspiring leaders.” – Field Marshall Slim

And…

Sales managers with an intimate feel for the selling process succeed because their staff regard them as part of the sales team but coaching the team is as important as playing in it. In other words, sales managers must be prepared to provide training, feedback and support to every individual within the team.”

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