Poor sales performance - Is management at fault?

An associate took on a "bag of razor blades" (personnel issues, performance concerns, etc.) and, guess what, he never made plan!

It's unlikely that the issue singularly rests with the Sales Manager. It's a team number which the team needs to make. If there is a lack of performance ...

Who's to say? Shoot the coach? Get the hook for the lowest performers?

It's somewhat more complicated.

Good luck & good Selling
Pat

Originally Posted by OUTSource Sales An associate took on a "bag of razor blades" (personnel issues, performance concerns, etc.) and, guess what, he never made plan! It's unlikely that the issue singularly rests with the Sales Manager. It's a team number which the team needs to make. If there is a lack of performance ... Who's to say? Shoot the coach? Get the hook for the lowest performers? It's somewhat more complicated. Good luck & good Selling Pat

I believe many times the gorilla theory is at play!

A bunch of gorillas live in a cage, a bunch of bananas is at the top of the cage. When they climb up to get them, they’re sprayed with water. Each time they climb for the bananas they’re sprayed. When you move one out and bring a new one in, they go for the bananas, the other gorillas don’t want to get wet, so the beat the new guy up.

After a while of this continuing to occur you have all new gorillas in the cage and no one goes after the bananas… why, because that’s how it is.

This said, some times you have to shake it up. People don’t like a stagnant environment, some times because is why. Change that. Keep your environment fluid and ever chaining. Accept advice from the sales floor. Encourage advice of the sales force!

Lance

Originally Posted by Mikey As I drove home from the office today I was thinking about the role sales management plays in poor sales performance and it dawned on me that sales management practices might be THE biggest reason for poor sales performance.

It depends. When we're talking about a team, then the sales manager can bring out the best or worst in the salespeople. Now, most companies don't have sales teams. They have individua performers who are competing with each other. And lots of moron sales managers actually encourage this internal competition.

In the traditional set-up the sales manager is a role because the salespeople "manage" themselves for maximum short-term personal gain. The manager thing only works when there is a team to manage.

Referencing to David Maister's article, I can say that most sales departments are mountain lions. Short-term individual performance. You eat what you hunt, right now. Expect no help, expect no mercy.

Very very very few salespeople want to be the part of something bigger than them and building the future. They work individually on instant gratification (personal income) with no regard for the future or the company's success. That's why many salespeople are wililng to drop the price to the point where the company has zero margin, but the commission is still to be paid.

Thoughts?