Many CEOs have taken a great salesperson and turned them into a mediocre (or worse) sales manager. The folly of this is almost a proverb, yet many leaders keep hoping their superstar in the field will be able to share his or her “secret sauce” with their entire sales force. Taking a lesson from another arena, history suggests that great performers in an area are often not the best managers (to wit: most of the greatest sports coaches were not standout players).
Why does this happen? Sales coach Colleen Stanley shares several reasons for this phenomenon in a brief blog posting. This article may help you turn around a struggling sales manager, or avoid picking the wrong one in the first place. Check out “The Five Reasons Sales Managers Fail”