First line sales managers (FLSMs) are critical to the sales organization’s success. Yet in many firms the FLSM role is inadequately resourced, poorly supported, even under appreciated. This presentation explores the characteristics of effective FLSMs, and in a follow-on panel discussion considers several questions central to FLSM effectiveness. These include:
- What role should FLSMs play?
- What attributes are important in new FLSMs?
- How is the FLSM role poised to change in the future?
