The moment your best rep becomes a manager, you lose your best seller and gain an untrained coach. Only 34% of sales leaders have ever received any coaching training. We keep acting surprised by the outcome.

Think about that. Organizations take their highest performers — the people who built careers on closing — and hand them a job nobody taught them how to do. Then we wonder why 45% of reps rate the coaching they receive as below average. Why 41% say they're never or rarely coached at all.

And the managers? Ask any of them if coaching matters and you'll get an enthusiastic yes. Ask how much time they spent coaching last week and watch the eye contact disappear.