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Did you know that the best worker doesn’t necessarily make the best manager? Alan Benson, Assistant Professor at the Carlson School of Management, set out to test whether this was true with salespeople. Not only is it not true, but his research revealed a negative correlation between a seller’s sales performance and their performance as a manager. So why are those sellers more likely to be promoted? To fix this problem, organizations should look at hiring criteria, compensation, and organizational structure. The effort is likely to result in a big uptick in that quality of your leadership and results.

Organizations were promoting the best salespeople, but the best salespeople were actually making some of the worst managers.”

Alan Benson | Assistant Professor, Carlson School of Management, University of Minnesota