Although traditional organisations may recognise the importance of the Sales Function, and seek to increase sales by paying it due attention, many organisations focus on the wrong elements of the Sales Process when managing staff. The most obvious areas for an organisation to focus on are Sales Activity and Sales Results. An excessive focus on Sales Results is akin to management by fear.
“If you don't hit your Sales targets there will be consequences!”
An unbalanced focus on Sales Activity is akin to management by pressure.
“Just get out there and sell, make appointments, get on the phone and 'cold call'”
Whether they intend to or not, Sales Managers who focus too strongly on Activity and Results create environments where there is a lack of trust and uncertainty about the future.
The tables outlines the consequences of inappropriate focus and management.
“If you don't hit your Sales targets there will be consequences!”
An unbalanced focus on Sales Activity is akin to management by pressure.
“Just get out there and sell, make appointments, get on the phone and 'cold call'”
Whether they intend to or not, Sales Managers who focus too strongly on Activity and Results create environments where there is a lack of trust and uncertainty about the future.
The tables outlines the consequences of inappropriate focus and management.
| Do your sales people feel they are being 'developed' as required or 'managed' through the use of pressure and fear? Learn more - get your White Paper athttp://www.banjargroup.com.au/sales-shift-2020.html |
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