They have learned to get around rules. The sales manager is too lazy to do it. The sales manager has a fear of not performing well in front of sales staff. Think about this. You just spent major time and money to find a salesperson.
Good ones are hard to come by.
Let him see the top brass in action. Well, no matter what I say, it will involve a shift in corporate culture. And some sales managers will claim they're doing some of what I'm suggesting. For the salesperson to succeed beyond his or her needs, you must do some of everything I'm outlining below. Most companies provide initial minimal training of the essential product knowledge and basic sales skills.