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