This morning's post, "The Seven Myths of Sales Management" discussed the difficult job of being a sales manager. I thought it would be helpful to round out that discussion with this truly fabulous video where a top sales coach and author, Keith Rosen of ProfitBuilders, actually coaches a real-life beginning sales manager. Rosen explains how the sales manager job is fundamentally different from a sales job and provides a model for understanding why the sales manager can't afford to become an "answer machine."
As with this morning's post, this is a video that you'll want to share with the sales managers in your life. Unless, of course, your sales manager is like the ones in the comments area of the post "Worst Sales Manager Contest," in which case you'd probably be wasting your time.
BTW, I've interviewed Keith Rosen in the past, and he's the genuine deal. A really, really smart guy, even if he does have atrocious taste in neckties.
Full Disclosure: I write articles for the producer of this video, SellingPower magazine, which also has a distribution agreement with BNET for video content.