Untrained sales managers focus on what they know best, selling. They spend their time working on the largest deals… or jump in to take over customer meetings… (in both cases stifling the learning curves of their reps).
Untrained sales managers don’t define standards of performance… so they don’t coach to standards… which leaves the sales reps to sink or swim on their own… and leaves the manager without any objective means for evaluating performance… which means your managers hang on to poor performing sales reps too long…
Acceptance of one salesperson’s mediocrity brings the entire sales team down.
