Sales reps are often in a selling mode without a clear understanding of what works. So, when they run across something that does, managers are not able to effectively capitalize on that newfound discovery.

The dilemma occurs because there are still lots of assumptions and variables in the world of sales.
Entire departments are expected to rely on these assumptions to push themselves beyond existing expectations. Managers tend to ask, "How do we rise above employee and customer expectations?" when they should be asking, "How do we replicate what works?"