Alexandre Dumas the author of the original “Three Musketeers” described how friendship among a team might fulfill wonders, even when the odds are against them. Professional friendship within an organization can do the same, if their manager encourages team activities, and rules out unfair behavior from the beginning.
However, many team managers will let selfish behavior pass, as long as it brings new business. Selfish behavior will isolate individuals and seeds mistrust among the team, which leads to an unfair competition and accelerates further unfair behavior. In this environment revenue won’t be stable, as it will propel first, before it crushes – when people decide to leave.
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When 20% of the sales professionals generate 80% of the revenue, you are left with a lot of nice people with great character, but lower numbers. Is sales success making people more aggressive, arrogant, cocky and big headed, or is it the other way around? Are nice and humble people less successful in sales, or do frequent reality checks make you mellow?
A wise man once said: „You can‘t teach happiness, nor attitude“. But you can hire happy sales professionals with great attitude, who are committed to personal- as well as team success alike.
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People are not hitting sales targets. Targets which are not achievable in the first place. Is it that sales people are weak? Or are targets and quotas set to meet official company goals, which do not reflect reality?
As a sales manager, are you giving your sales team the support they need to help them hitting targets? Or are you repeating the same corporate approved song all over? What do you really do when sales is getting tough? How do you communicate with your team, and further more, what do you do to change the situation? What do you do to encourage and keep up the level of motivation?
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