Best Practice Report

Competency Map: First-Line Sales Manager

May 21st, 2024
With contributors:
Eric Zines , Mike Pregler , Justin Ferguson , Kate Pierpont


Mapping competencies for a B2B first-line sales manager (FLSM) requires addressing the manager’s responsibilities as a leader, manager, coach, and recruiter. By segmenting required competencies into core disciplines and defining a set of competencies, organizations can arm themselves with the information they need to develop ongoing learning that both supports smooth rep-to-manager transitions and defines “what good looks like” for newly hired FLSMs. 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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