Sales Managers or Sales Leaders?

A recent study identifies the similarities and differences between executives, superior managers, and top salespeople.

Many studies show that the characteristics of the best salespeople are often in conflict with some of the key tasks required of managers. Yet many topflight salespeople have, in fact, gone on to become superb leaders. They bring vision, momentum, and energy. Being in a "power position" often can play to their strengths—if they know how to recognize talent in oth