When untrained sales managers don’t know how to be an effective sales manager, so they continue to do what comes naturally – they continue to sell. But this leads them to spend more time with their top salespeople, who are working on the biggest deals, which leaves the rest of the sales team out in the cold, without a leader/coach.
Effective sales management is a skill set that is altogether different from selling.
One thing I do understand, however, is that the companies that do train their sales managers will see faster ramp-up time for new-hires, increased sales productivity and morale, and more satisfied and loyal customers. In short, the entire sales team will improve results if a company will make a training investment in a their sales managers.