It’s tempting to promote your best salespeople into sales leadership roles. But it can be a mistake. Top sales leadership skills can be quite different from the competencies of top salespeople. So, promoting top sales reps into management can be double jeopardy: Not only do you install an ineffective sales manager who lowers overall sales […]
About Alan Benson
Alan Benson is Assistant Professor in the Work & Organizations Group at the University of Minnesota's Carlson School of Management, and a member of the Graduate Faculty of Minnesota's Department of Applied Economics and the Minnesota Population Center (MPC). He received his PhD from the Institute for Work and Employment Research at the MIT Sloan School of Management. His research is on work and employment issues, and especially on the economics of human resources. His teaching includes compensation and benefits for Master's of HR students, negotiations for MBA students, and labor economics for PhD students. He is also instructor for a Coursera course on compensation and benefits. He has run professional seminars in negotiations, compensation, and people analytics.