The Administrator is the polar opposite of the Field General. Administrators do not always earn their management stripes through exemplary sales performance. The ones who do are usually Consultative or Relationship salespeople with a preference for Farming.
An Administrator is often seen as a “people person” who is expected to be a very “hands-on” manager. They are selected due to their capabilities in the areas of delegation, planning, mentoring, coaching, team building and administration.
As you might expect, the attribute strengths of an Administrator are opposite those of a Field General. Administrators usually score higher in Service Drive and Tolerance for Administration, and lower in Sales Drive and Competitiveness. They can work effectively with salespeople who have a lower Sales drive, are less Assertive, and are lower in Energy and Independence (i.e., externally motivated). These salespeople require frequent managerial direction and motivation in order to maximize sales performance.