I told a struggling VP of Sales: "You used to be Michael Jordan. Now you need to be Phil Jackson." If you remember the Chicago Bulls Dream Team, you know exactly what I mean. Here is the trap I see over and over again in sales organizations: → The best salesperson gets promoted to manager. → They thrive… until the team grows past 8 or 9 people. → Suddenly everything breaks. The reason for that is… Role confusion. Selling and leading are not the same job. You have to move from
