We’ve all done it, promoted a good salesperson, often our best, to sales manager. Dave Kahle, , has files full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results, and the sales managers are confused and frustrated with the lack of achievement of their teams.
Why is that? One of Dave’s thoughts is that when they become sales managers, they expect all of their salespeople to be just as hard driving and achievement oriented as they were. The rule is that few good salespeople make good sales managers.