The Front Line Sales Manager

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.