Are some sales leaders failing their colleagues?

The default position that untrained sales managers go to in a 1-2-1 when a colleague is behind target is - You need to make more sales calls.

That's it.

No evaluation of skills gaps, no coaching, no support, no advice, no meaningful guidance, no emotional intelligence, no helping the colleague rediscover their why, no plan and no idea.

More calls is just doing more of what's not been working if the salesperson themself is untrained, and only serves to compound the salesperson's misery, and the hole in the numbers.

It's effectively the blind leading the blind!

Easily fixed with support, training and coaching for both.