Sales managers, stop killing sales by creating an atmosphere of learned helplessness.
Many sales managers do this and don't even realize what they have done.
The sales manager steps in and micro-manages the day-to-day processes of their sales teams to "save the day."
This tactic will backfire as the sales team is trained to sit back passively and wait for a rescue.
Instead, managers need to empower their salespeople to close deals within parameters and be responsible and accountable for their own progress.
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