I just re-read a very good article by Janice Mars of SalesLatitude and thought it was worth sharing.
The point of the article is that sales managers are inundated with salespeople and their questions and frequently get in a rut. They accept the role of reacting to salespeople and their questions all day long. They become the bottleneck, as Janice states. It is a dysfunctional dynamic.
I submit that there is a more dangerous problem that erupts. The sales manager’s favorite salespeople are the ones that don’t need much interaction ─ because they make it easy on the sales manager.
Beware, sales managers! […]Read more »