BNET has an article titled The Seven Myths of Sales Management. This is good stuff.
- Manager must put their employees first, not customers.
- "Management’s first responsibility is to manage activities." Activities (RGA or running the sales process) produce results. Just looking at the numbers doesn't tell you anything but results. Coaches don't look at the score to figure out what needs to be tweaked in the next game.
- Quota isn't a punishment, it is the numbers needed in order for the organization to achieve its goals, like paying employees, rent, lights, benefits.
- A good technician does not make a good manager. Right out of The E-Myth. Management requires a whole different skill set from the people being managed. Oh, and Leadership is a whole other ballgame.