All Star Sales T eams Issues of protection, insulation, security, and ego are all the wrong reasons for moving into a management role, but too often they are the motivating factors. Few are so inexperienced in the ways of organiza- tional life as to verbalize these drivers. They will be sure to impress upon the selector their skills and abilities. They will emphasize what a good job they will do. But rarely will these candidates, after the proper manage- ment probing, surface the sustainable reasons for accepting the challenges of management. The Right Whence A candidate for the role of sales manager should demonstrate an en- thusiasm and sense of urgency when it comes to analyzing, planning, and executing sales goals. At the very least, they want to be actively involved in the process. And they have ideas--ideas ready for discussion. Potential sales managers are people who enjoy developing others, not in a paternalistic manner, but inclusively. They are eager to spend the time and energy it takes to work collectively on a common mission.