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Principals with sales background need upskilling

06 March 2014 Staff Reporter

Principals who come from a sales background are more likely to leave other areas of the business trailing behind, according to a network that is implementing an in-depth training program to bring them up to par.

According to CEO of hockingstuart Nigel O’Neil, one-day workshops aren’t enough to upskill inefficient managers who have come from a sales background.

“Most principals are former sales agents and they generally do that without any formal education on how to run a business successfully or how to manage and grow a team," he said.

“They’ve been working as an individual for most of their career, so we identified the gap between the sales agent skill set and the skills required to successfully lead a business as a whole.”


The ‘leadership development program’ is a three-year course that aims to not only transition sales agents to principal roles, but to also keep the standard of operations high.

“The program we developed is a six-step program, with the first step about them taking responsibility for their business. It might sound a bit strange, but principals often blame others if the business is not going the way they want it to go. They need to take ownership of it and make it work," explained Mr O'Neil.

The entire program hopes to give principals a broader look at the business as a whole without neglecting any sections.

Principals with sales background need upskilling
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