Managing sales people is a lot like managing a group of Top Gun Hot Dog Fighter Pilots in that famous movie with Tom Cruise. Indeed, sales people are a different breed, especially the egomaniac hard charging type. Nevertheless if you sales department is going to cut the mustard you better learn how to deal with these types, as you are sure to get a few in every group of sale people. And remember your department's goals are to make sales and influence people right? So you have to come to terms with this sooner or later and learn how to deal with this personality type and once you do, it is not so bad.
The trick is to locate these types of folks who are also likeable and have charisma. The smoothest sales people are not necessarily what you are looking for, as some people see them as fake. What you need are folks who seem every day humble and nice folks, like wolves in sheep's clothing. Lets face it that is not a common type, but there are enough of them out there, that you can build an excellent sales team this way.
So you ask; How do you find and Manage Likeable Sales People. Well generally likeable types are easy to spot, so that is not a problem, but finding strong sales people who are genuine, wholesome and just plain good folks means you have to do your research. You must scour their previous employment to see if they are closers as well. Please consider this in 2006.