Don't set yourself up for failure in your new management job

08/23/2011 |

Salespeople are often moved up to management not because they have the qualities of a great manager, but because they were good at sales. That, writes Sales Horizons co-founder Janet Spirer, puts them at risk of falling into three common, but easily avoidable, self-imposed pitfalls: trying to make everyone sell the way they did, overwhelming salespeople with unnecessary information and micromanaging.

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