In The Front-Line Sales Manager - Field General, our perspective is very straightforward. We
believe the firm succeeds or fails based on the performance of its sellers. If sellers succeed in making
their sales goals, all things equal, the firm makes profits, survives, and grows, and shareholder value
increases. Conversely, if sellers fail, the firm fails, and no one gets a paycheck Just ask former employees
at Blockbuster, Kodak, Lotus, Sun, Toys 'R' Us, or any of the other tens of thousands of business
organizations that fail annually.
The key influence on seller success in today's complex and ever-changing business environment
is the sellers' direct supervisor--the front-line sales manager. The FLSM hires and fires sellers, travels
and visits customers with sellers, and closes sales with sellers. The FLSM leads, directs, and manages
sellers; secures firm resources to assist the selling process; and is, by far, the dominant influence in
sellers' work lives. Regrettably, the sales management literature has not given FLSMs the level of attention
this role deserves. The Front-Line Sales Manager - Field General aims to redress this unfortunate
reality.