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Your boss, your customer

Frank McNair forges partnerships to get ahead

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in Leaders & Managers,Management Training

Climbing the ranks of the $100 million Douglas Battery Co., Frank McNair mastered the art of management. The salespeople and distributors who reported to him knew exactly what he expected, and McNair rode to glory on their superior performance.

Today McNair runs a consulting firm in Winston-Salem, N.C. He’s the author of It’s OK to Ask ’Em to Work (Amacom, 2000).

WS: You started out in market research at R.J. Reynolds. You eventually became a top salesman at Douglas Battery and then moved into management. Did you shift from marketing to sales to advance your career?

McNair: Career planning is a matter of knowing what you’re good at. I’m a pure salesman. But beyond selling, I also wanted to manage other people to greatness.

WS: How did your sales skills make you a good manager?

McNair: You learn in sales to set goals. When you’re a manager, you need to be clear not only about your goals, but about what you expect from your em...(register to read more)

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