Mapping Competencies: First-Line Sales Manager

August 3rd, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Mapping competencies for a first-line sales manager requires addressing the manager’s role as a leader, manager, coach, and recruiter. By segmenting required competencies into core disciplines and defining a set of competencies that’s based on the activities managers will execute in that role, organizations can arm themselves with the information they need to develop ongoing learning that supports a smooth rep-to-manager transition. In this report, we define basic, intermediate, and advanced competencies for first-line sales managers with a guide that serves as a template and starting point for developing organization-specific competency maps.

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