Great salespeople do not always make great sales managers. When this happens, the new manager often can’t let go of his old role, manages by results only or avoids administrative responsibilities altogether. “We seek candidates from the sales ranks who have demonstrated success in managing through exposure who have demonstrated success in managing through exposure to leadership opportunities,” said Chris Hartman, vice president, Central Zone, Boston Scientific’s Cardiology, Rhythm and Vascular Group. Sometimes, just talking to the person about what the manager role entails and what it takes to succeed in the job are enough to encourage an unsuitable candidate to withdraw from consideration on their own. 

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