Manage your sales reps to success

Business owners may be a company's best-qualified salesperson because of their knowledge, experience and reputation. But they shouldn't look to duplicate themselves when hiring sales representatives, writes John Warrillow. "Almost by definition, your salespeople are going to have less industry knowledge, so they need a different set of skills and experiences to draw from. ... Instead of hounding their reps for a sale, the best sales managers focus on the status of the funnel, making sure their sales reps have the right number of leads and meetings," he writes.

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