Important First-line Sales Management Qualifications: What Sales Executives Think

AbstractWhat personal characteristics and performance dimensions are important in determining who is promoted to first-line sales management positions? This question concerns those who aspire to sales management positions, as well as managers who are involved in the first-line sales management process. Despite the significance of the topic, virtually no published research has examined this issue. This paper reports the results of a nationwide survey of senior-level sales executives that focused on criteria that are important in the selection of first-line managers.