Overprotective parents are called “helicopter parents,” which is a great shortcut to make a really important point: 

Kids need to be allowed to learn from their mistakes. And they can’t do when a circling parent won’t let them make any in the first place. 

So, maybe we need a term like that for the overprotective sales managers holding back their reps. 

That’s one of the most common problems David Kreiger, President of SalesRoads, finds on sales teams — managers hopping on calls to save sales and, ultimately, undermining their reps learning. 

It’s a great example of a failure to harness the multiplier effect, which is a powerful concept you can use to make everyone on your team smarter and more effective.  

David came on the show today to explain:

• What the multiplier effect is and how to harness it
• Why reps need to make (and learn) from their own mistakes
• Why coaches should listen more than they talk

Check out the book that inspired David:

• “The Multiplier Effect” — Liz Wiseman

You can find this interview and many more by subscribing to The B2B Sales Show on Apple Podcasts.

If you don’t use Apple Podcasts, you can listen to every episode by clicking here.