As a sales manager you need to wear a lot of hats – you are a leader, a manager, a coach, a trainer, a translator of company messages and many other things. But one role I often see overlooked is that of team captain. I believe this is one of the most difficult areas of management in sales. The ability to be the captain of a team is not found books or courses but in skilfully relating to individuals – managing relationships and interactions ‘on the field’.
In sport the team captain must not be just a competent player, they need to inspire confidence, translate the game plan into action and make changes when necessary. The must make tactical decisions, communicate effectively and handle pressure. Read more
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