Making a transition from sales representative to sales manager isn’t an easy one. Top producers must shift from individual interest to team interest, and although you may be personally motivated to achieve, you must come to terms with the fact that not all sales representatives have the same abilities.

A sales manager must be able to make the transition from peer to leader. As a sales representative you may know what to do to be successful, but as a manager, you may not be able to translate specific objectives to the team. Thus, the challenge ensues. The ego-driven, high-producing salesperson must now humble himself and be a willing participant to training. Whether you’re a new manager to an organization or you’re making the transition from sales representative to sales manager, there are certain disciplines that must be observed.