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About Jack V. Cohen
Expertise
I welcome inquiries addressing sales, sales strategies, quota setting, time management, sales value propositions, account management, effective sales presentations, direct sales, and channel sales
Experience
I have over 25 years experience in professional sales and sales management in the Information Technology industry. I have sold products ranging from enterprise hardware and software solutions,through consumer electronics products. I have sold products directly to end-users as well as through channel partners.
I attribute my success to the fact that I have demonstrated how the products either increase revenue, decrease expenses or manage risk. By being a specialist and addressing specific business events, I have sold solutions to my client's and prospect's business pain.
Organizations
ABRA - Affinity Business Referral Association Del Mar Chapter
San Diego Regional Chamber of Commerce
San Diego CFO Roundtable
Publications
KPI Dynamics Newsletter
Education/Credentials
Stony Brook University, 1974 BA Geology
Stony Brook University, 1979 MA Liberal Studies/Natural Sciences
Awards and Honors
Presidents Clubs Xircom 198 to 2000
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You are here: Experts > Jobs/Careers > Sales > Sales & Sales Management > positions in sales division
Expert: Jack V. Cohen - 11/6/2009
Question
Company which is represented countrywide has an incumbent Sales Manager. MD has recently appointed another Sales Manager for another region of the country who is supposed to report to the current sales manager. Can this work ? Can a Manager report to another Manager ? Should job titles be changed or should reporting lines be changed ?
Thanks in advance!
Answer
Ed,
Peers reporting to peers puts both individuals and the company in a compromised position.
If both individuals have the same duties, same comp plan, the 'supervisor' now holds the power to affect the performance, evaluation and income of a peer. If the supervising sales manager has a slightly different title, say Senior Sales Manager, and a different comp plan, the situation becomes more manageable.
I would recommend that who ever manages the incumbent, also manage the new sales Manager. It eliminates any blurry reporting issues, will reduce potential animosity, and puts the management role squarely on a more senior executive's shoulders. The flatter the organization the better.
I'd be happy to discuss this further. Please feel free to direct follow up questions.
Jack
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