Think for a moment about the amount of training and development that your organization provides sales people. Now think about how much is provided to the sales leadership team. My guess is you will find about a 10:1 ratio of time in favor of sales people—a sad reflection of how organizations treat their sales leadership.
Sales people are not more critical than sales leaders and they certainly don’t have greater developmental needs. Actually, I could argue, with supporting research that there is a bigger performance gap to close teaching sales managers how to coach versus teaching sales people how to sell.