Success leaves clues
As technology becomes more and more prevalent in our society, financial institutions have gone through an interesting phenomenon. They used to see the client all of the time because they HAD to come into the branch to accomplish everything.
It seems that some questions are difficult to ask. They must be because we see people taking forever to develop that habit of asking their clients more detailed problem questions.
We often find ourselves coaching managers and helping them clarify what their true role is in sales management. Sometimes they look puzzled when we say: "Your job is not really managing sales or even growing sales." The sales manager's highest value comes from developing people.