In this article, Guillermo Herbozo explains why the goal of sales supervisors is often forgotten. Sales supervisors spend less than 20% of their time developing the skills of their team members. Even worse, the quality of the time invested is not ideal. Absence of a strong dedicated coach is perhaps the largest cause of failure for sales representatives. It also leads to increasingly high levels of employee turnover and soaring recruiting, on-boarding and training costs across industries. The solution is…