This sad scenario plays out at many firms: Top-performing salespeople get promoted to become sales managers, but don’t actually know how to manage. The result is a disaster—productivity takes a dive, disgruntled salespeople start heading for the door, and the new managers themselves burn out.
Why are so many salespeople so terrible at managing?
It’s because even after they put on their manager hats, they continue to suffer from the “super salesperson syndrome,” unable to disconnect from the thrill of selling. They hover over their salespeople and micromanage every deal to make sure it closes, says Harvard Business School’s Frank V. Cespedes, the MBA Class of 1973 Senior Lecturer of Business Administration.
Source - Read More at: www.forbes.com