Good article here from ManageSmarter.com titled Can Training Fix Manager Transition Troubles? The primary topic is transitioning sales managers from sales rep roles. This is now small task and we have seen many crash and burn. The author provides some insightful commentary into this common problem.
This section truly stands out. The topic is that there are some fatal assumptions new sales managers often make that derail their success.
The “fatal assumptions” identified were: 1. My individual contributor success will translate into management success; 2. It’s out of my control—someone else can and should fix this; 3. Being the expert is the most important factor for my credibility; 4. It’s the rational and logical approach or solution that counts; 5. The people I manage are just like me (in their thinking, approach, expectations, goals, and priorities); 6. Competent people do not need help.
Numbers 5 and 6 leap off the screen. These two items are extremely common based on our experience. Strangely, many sales managers believe these statements are valid. Coaching other salespeople is a difficult task and one that many sales managers avoid to their own detriment.