Managing a sales team is different to the usual management challenges. Good sales people are often not good employees and sometimes allowances have to be made if we are to close more sales. Every challenge is different. Sometimes we need to employ "Farmers" to develop relationships and grow the customer base. Other times we need the "Hunters" who love to close but don't have the staying power to farm. Some sales people have to be strictly controlled and others do well with no control at all. Good sales managers are aware of the difference and the need to manage these people differently.
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