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Does this sound familiar? You promote your most successful salesperson to manager, but for some reason, they don’t succeed the way you imagined. To add insult to injury, sales have slumped because you just removed your best performer from the field. What happens next?
If they are a highly driven person and not accustomed to losing, they may immediately try to remedy the situation by reviving their old sales role and trying desperately to sell enough on their own to make up for the lost sales of the group. This method stings because it ignores the entire team of salespeople waiting for guidance and support to bolster their own efforts.
At this point, there are a couple of different ways it might go — none of them good — but the net result is usually lower sales, the attrition of key team members, and an ineffective sales manager who spends their days sadly dreaming of their old glory days.
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