From the course: Field Sales Management
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Managing up and managing down
- One of the critical skills you have to learn is the balancing act of working with your manager, who's at a higher level, and your team that reports to you at a lower level. It's quite simply called managing up and managing down. As the field sales manager, the dynamics really seem so much different than when you were a field sales representative. Your fellow salespeople are looking to you to protect them and let them sell. The marketers, development teams, and the financial managers who were once fighting for your attention and support are now hitting you with questions that seem to start with why, or why aren't you? And those sales managers who once patted your back with congratulations now have a lot more questions about the sales team and their results. You're in a much more structured setting now with a staff that reports to you and the management above you. You need that adjustment period to realize you're not a sales representative anymore, but you're not the director, either.…
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