Post by account_disabled on Dec 20, 2023 10:08:29 GMT 1
“I fired my salesperson, he was going to earn more than me”? For non-sales professionals, I'm not making this up. In 25 years, I have only once heard a CEO explain to me that he was never as happy as when one of his salespeople earned more than him. And I've seen salespeople get fired when they were the best in their company, but cost too much... How many salespeople do not receive their bonus because they sold but not properly (like this salesman 3-4 years ago who did not get his bonus even though he was the best but he didn't had not reached its visit quota)? As a manager, I rarely gave importance to this criterion (the number of visits), at least as long as the results were there. On the other hand, when the salesperson is not performing, we review everything to see how to help him, working on the weak points to reduce them, but especially on the strong points so that they can really make the difference.
How many goals are set despite common sense? In the past, in a market in structural recession, all my clients Email Data asked their salespeople for 2-digit progressions. The market inevitably declined every year, but all the salespeople of all my clients had to achieve double-digit growth. Listening to my clients, adding up their respective objectives, we would have thought we were in a market with 15% annual growth. How to keep your teams motivated with such a gap in relation to market reality? Moreover, management is certainly not limited to the business manager, but again, it is a profession that does not make many people dream of in France. Beyond the image deficit that sales have in France, management still functions very much at the head of the customer.
This is one of the reviews that I find most often on Glassdoor (I know that you can find anything and everything there and that you don't have to be an employee of a company to post a review, but this criticism comes up very frequently. The management and the way in which many salespeople are managed does not promote the attractiveness of the profession either. Customers don't like salespeople either. Many customers are afraid of salespeople. Certainly there are, as in all professions, bad apples, but this is not the case for most of those I have worked with and still meet today. Not all salespeople are hunters. A salesperson also lives by repurchasing (therefore needing to keep and build loyalty with his customers). Repurchasing is not possible in all sectors, but in this case, the salesperson needs recommendations to develop his business.
How many goals are set despite common sense? In the past, in a market in structural recession, all my clients Email Data asked their salespeople for 2-digit progressions. The market inevitably declined every year, but all the salespeople of all my clients had to achieve double-digit growth. Listening to my clients, adding up their respective objectives, we would have thought we were in a market with 15% annual growth. How to keep your teams motivated with such a gap in relation to market reality? Moreover, management is certainly not limited to the business manager, but again, it is a profession that does not make many people dream of in France. Beyond the image deficit that sales have in France, management still functions very much at the head of the customer.
This is one of the reviews that I find most often on Glassdoor (I know that you can find anything and everything there and that you don't have to be an employee of a company to post a review, but this criticism comes up very frequently. The management and the way in which many salespeople are managed does not promote the attractiveness of the profession either. Customers don't like salespeople either. Many customers are afraid of salespeople. Certainly there are, as in all professions, bad apples, but this is not the case for most of those I have worked with and still meet today. Not all salespeople are hunters. A salesperson also lives by repurchasing (therefore needing to keep and build loyalty with his customers). Repurchasing is not possible in all sectors, but in this case, the salesperson needs recommendations to develop his business.