In Their Own Words: The Front Line Sales Manager

A Paradigm Shift for Salesforce Management

The front-line sales manager - field general focuses on one critical element of firm functioning - the field salesforce. We zero in on one role in particular: the front-line sales manager (FLSM). That person is directly responsible for leading, directing, and managing a group of sellers. If FLSMs are successful, the firm achieves its sales-revenue goals; assuming costs are under control, it earns profits. Profits allow the firm to survive, grow, and enhance shareholder value. Conversely, if FLSMs fail, nobody gets a paycheck!

The front-line sales manager - field general celebrates the importance of FLSMs to the firm’s current and future health. More importantly, the book offers a roadmap for firms and their sales leaders to provide FLSMs with the will and the skill to get behind a customer-centric strategy, and embrace the multitude of organizational changes to make that happen. Furthermore, this book plows new ground in demonstrating and exploring one of the most under-researched, yet overly important, roles in business - not only in the salesforce, but in the entire firm.

©2019 Wessex Press, Inc. (P)2021 Noel Capon