Working for a PLC during my early thirties I landed my first role in managing a sales team. I’d been with a company they acquired, had a good track record of hitting my numbers and delivering new name accounts. That seemed to qualify me as the logical candidate to take on the leadership role. Ah… that common fallacy that a good salesperson will make a good sales manager!

No interview, no assessment just a new title, a pay rise and a much, much bigger number to deliver…. oh and a team of around 20 sales people to lead. Bring it on I thought, I’m sure I’ll do a great job. Continue Reading