If you are a sales manager, you know that the sales manager's job is one of the most difficult in the company. To non-managers, your job appears to bestow prestige and power. You know the reality: you have great responsibility, some authority, and frighteningly little control.

Upper management sets the goals for your department and expects you to deliver. You may have little or no voice in determining those goals, or little choice in accepting them. However challenging, or even unrealistic those goals may be, they now belong to you.

You must now rely on your employees to achieve the goals you once achieved for yourself. Your job is not to sell; it is to direct, motivate, and teach others to do the selling for you.

Over time, you may grow more comfortable in your job and with your role on the team. But...

• Do you feel you are as good a sales manager as you were a salesperson?
• Do you still struggle with the everday tasks of managing the business and the challenges of leading a team?
• Are you still trying to transfer the people skills you mastered in the field to management of other salespeople?
• Have you exhausted your supply of motivational and disciplinary sales productions "strategies"?
• Are you still searching for the formula for finding and hiring the perfect salesperson?
• Do you ever wonder how successful your team might be if you got help on these issues?