Teach your Salespeople to Solve Their Own Problems

Untrained sales managers become high-paid, administrative assistants to the salespeople.

Untrained sales managers think that if they solve the problems salespeople bring to them, the reps will automatically sell more. Not true.

Sales managers need to expect salespeople to solve their own problems. When a salesperson comes to the manager with “a monkey on his back” it is the manager’s duty to:

1) Ask the rep how the problem should be solved

2) See that the rep leaves with the monkey

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.