Motivate Sales Managers are already in place. Whether in the selection process or when introduced to an inherited management team, one has to be aware of the four basic wrong reasons people choose for managing sales staff. 1. "If anyone is going to manage this unit it is going to be me. I'll be damned if I report to someone with less experience than I have. Worse, it could be that young kiss-ass, Frobish. The only way to prevent the wrong person from getting the job is to take it myself." 2. "I am the rainmaker. There was never anyone like me before and they won't see my likeness again. I can shape and mold the staff in my image. All they have to do is watch what I do. My effectiveness will rub off on those I manage. They will never be as good as me, but they'll be good enough. One rainmaker guid- ing several drizzle producers; what could be better for the com- pany? We will blow the socks off any targets we are given. It will be my legacy to the organization." 3. "Sales managers make a decent salary and get an override for the unit's sales. With a predictable base I can finally pay off those nagging credit card bills. With the override I can start to save for that new boat--the portable, collapsible one. I can take that anywhere. Boy, do I love fishing. I'll finally be able to get to those streams and lakes above Big Cross. I figure in six quarters I should be debt free and spending my weekends fishing with that new reel I saw in the catalogue and those hand-tied flies Bob talked about last week. Boy, do I love fishing." 4. "I can't wait to see Schmedley at the next industry association meeting. When I tell him I made sales manager he will bust a gut. I have to remember to let him know about my sit downs with Emerson and the other members of the executive com- mittee. I want him to walk away with an appreciation of how I am influencing the direction of the company. Well, at least how I am hearing about the direction before almost everyone else. I wonder if I can get new business cards printed in time for Amy's high school graduation. That ought to shut up my idiot brother- in-law for awhile." 117