Does this mean that every sales manager is either a Field General or an Administrator? Of course not! The Field General and Administrator examples are provided to demonstrate the opposite ends of the sales management style spectrum. Most sales managers fall somewhere in between these two style extremes. However, the Field General and Administrator examples help make the point that it is important for a sales manager to understand their own attributes, and to know how their attributes complement or conflict with the attributes of each member of their sales team.
If a sales team consists of a mix of independent, self-motivated salespeople and highly manageable, externally motivated salespeople, the sales manager needs to make a choice. They can choose to minimize their interactions with the salespeople who have attributes that are uncomfortable for the sales manager to deal with, and look to replace these salespeople over time. Or, they can work individually with each salesperson to identify a level of interaction and support that is reasonably comfortable and productive for both parties.