It’s easy to laugh at a cartoon like this one, but we all have fallen victim to manage like this. The “more, more, more” plan destroys morale more than any increase in sales can justify, so how do you increase sales without the beat down? For small businesses, the real culprit is time shortage. Business owners don’t really have time to manage the sales function because they are managing too many other priorities. This leads to short-cutting sales management and boosting sales by cracking the whip. This short-term boost is expensive. You may get a sales increase but you will also enjoy the benefits of employee dissatisfaction, increased turnover, higher recruiting costs, and loss of reputation. Frankly, you are better off doing nothing vs. constantly push the sales staff for harder work. Your sales force will fully cooperate with a work smarter plan but expect a quiet revolt when you push for more, more, more. Download the Roadmap to Sales Success from this site for a framework and starting points to make meaningful, long-term changes to the sales process.
Recent Posts
Bad Voicemails – Installment 9
Oh, your CEO wanted you to call, that is certainly a reason for me to call back, right? Listen to the latest installment of our “Bad Voicemails” series. Read more →
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems exist, DISC is special because it allows you to quickly categorize someone AND predict their behavior. This ability to predict the person’s motivation and future behavior makes DISC... Read more →