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February 2015
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TD Magazine

Management Experience Often Is Lacking Among Promoted Sales Reps

New sales managers typically are promoted for their selling skills, yet aren't likely to receive management training.

It's a story that repeats itself over and over again in many organizations: a sales representative who excels at selling is selected for promotion to a sales manager role, despite a lack of management experience. Then, upon assuming the sales manager role and the weighty responsibility of managing and developing a representative team, she realizes there are few training o

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