Transitioning from a top salesperson to an effective sales leader is more than just a promotion—it's a significant step up that demands new skills and perspectives. And it’s risky. Elevating top sales performers into sales leadership roles doesn’t naturally make them effective sales coaches. They may not possess the skills or desire to transition into leadership roles, potentially leading to misalignment and dissatisfaction.

A company that can’t sell can’t survive. I think we’ve all realized that in a market economy, sales are self-evidently good, like oxygen. So, it is hardly surprising for many years we have sent salespeople to a multitude of training programs in an effort to teach them how to sell more stuff.