Sales or Sales Mgr? The Eternal Question…

Really great interview here, with author Michael Watkins on his new book, Your Next Move. It really summarizes in a nutshell, the classic dilemma for most Salespeople, about whether to go into Mgmt…or not. From my experience, due to the direct impact that a great Salesperson can have on an organization, the choice here is perhaps more acutely defined, than in other parts of a given company.

In watching the video interview with BusinessWeek, Mr Watkins in my mind, essentially distills many of the great insights of Peter Drucker, Michael Porter, and others, very succinctly. Having been both in Sales and in Sales Mgmt during my career, he frames the debate exceedingly well, with great insight.

See the video/book excerpt > here.


~ by MindOnMediaSales on September 25, 2009.

2 Responses to “Sales or Sales Mgr? The Eternal Question…”

  1. Thank you. I appreciate appearing in the same sentence as Drucker et. al.


    • Thank you for your great work, Michael. And, in looking back at this post, I now realize that I only mentioned some of the great minds on the ‘Mgmt’ side of Sales, and not also those on the Sales ‘Theory’ side. Those greats include Neil Rackham/SPIN, Dale Carnegie and Zig Ziglar, and maybe Tom Hopkins, too. My apologies to all for being remiss here.

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