All Star Sales T eams If established accounts are allowed to remain with the sales manager the situation can build intramural resentment. Sales staff may feel they are denied an established base of income or the lack of opportunity to mine and develop these accounts properly. Keeping the more difficult accounts may cause the sales manager to spend too much time managing the rela- tionship to the detriment of their other responsibilities. Instead of binding the unit, the sales manager with a divided role can create distractions and counterproductive behaviors. Information Overload Organizations expect managers to stay on top of prevailing conditions, to both correct problems and analyze trends. Additionally they are to as- sist in the forecasting of events that may affect product merchandising, staffing, pricing, and marketing. This can appear to be an overwhelming challenge to someone who has had to previously manage only one person (themselves). Even more intimidating is the host of reports and informa- tion being supplied from numerous staff entities whose existence seems