Many successful salespeople end up moving into a sales management role. This can happen at the request of upper management or simply because you feel it's the next step on your career path. And sales management can indeed be an excellent choice -- it ranks high on US News & World Report's Best Careers lists year after year. But before you make your choice official, you should consider a few detail [...]

Even if one gets used to the rejection over time, the stiff competition from rivals, adverse market conditions, and the need to keep meeting or exceeding sales targets can affect the performance of a sales person. Even top achievers are not immune to this. At such times the antidote is the motivation from the sales manager. Applied in the right amounts and at appropriate times, motivation can lift the sagging spirits of the sales force. Their body language changes, they start performing better, and their results improve.