I recently had lunch with a friend who supervises a large sales force. Mark — we'll call him— explained that he used to love working in sales, but since he became a supervisor, he often dreaded coming to work. He felt he knew the job, but he did not have the "secret skills" needed to successfully supervise his team. He just wanted to be good at his job again, but he had no clue where to start.
I spoke with Mark on several occasions, and I noticed four key ingredients as he was asking himself, "what are the makings of a great field force supervisor?"
Now let's face it, that is a great question every sales force team leader must ask. So let's answer it right here. Ready?