Jamie has been hired to manage a team of five salespeople. However, her role is not limited to sales management. She is also expected to sell as she has both an individual contributor sales quota and a team quota.

Given the structure of Jamie’s role, her sales team is concerned about competing with her for leads. They don’t know if she is friend or foe. They are also concerned about being able to have time with her because she has a personal quota to achieve.

Quite frankly, Jamie is struggling with this issue too. She is wondering if she should be spending her time helping her salespeople or bringing in deals.

How would you structure this role so that both Jamie and her team thrive – or is the selling, sales manager function flawed?