A sales manager can save a deal by stepping in. But if the manager always supplies the answer, the rep never learns to find it independently.
A salesperson struggles with a deal. The manager steps in. A difficult customer pushes back. The manager takes over. A rep struggles with an objection. The manager provides the answer.…
A call review should develop judgement, not just check compliance. During call reviews, I sometimes see managers focus first on whether the salesperson followed the expected structure. Structure matters. It…
