{"id":1216,"date":"2007-10-03T07:57:31","date_gmt":"2007-10-03T12:57:31","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/tales-from-the-sales-manager-crypt\/"},"modified":"2007-10-03T07:57:31","modified_gmt":"2007-10-03T12:57:31","slug":"tales-from-the-sales-manager-crypt","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/tales-from-the-sales-manager-crypt\/","title":{"rendered":"Tales From The Sales Manager Crypt"},"content":{"rendered":"<p>We have encountered many moronic sales management moves that lead to a dysfunctional sales team.&nbsp; Needless to say, this ManageSmarter.com article &#8211; <a href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/publications\/e3i65850c12aa1685963e4f06d71fe08d06\" target=\"_blank\">How to Ruin a Sales Force<\/a> &#8211; caught my attention.&nbsp; The bulleted article is well worth the quick read, but let me call out a couple points I particularly appreciated:<\/p>\n<blockquote>\n<p><b>Corrupted jobs.<\/b> Decontaminate jobs that are degraded with non-selling tasks such as &#8220;fetch and get&#8221; after-the-sale customer service duties. <\/p>\n<\/blockquote>\n<p>We&#8217;re living this one today.&nbsp; We have a new salesperson at one of our logistics&nbsp;customers who is actually doing deliveries himself.&nbsp; The reason is that the operations dept. is not reliable to complete the deliveries.&nbsp; Unbelievable.<\/p>\n<p>And a common issue we see when working with new customers:<\/p>\n<blockquote>\n<p><b>Complex incentive plans. <\/b>Reduce complexity by reducing the number of measures to no more than three.<\/p>\n<\/blockquote>\n<p>We have seen plans spread out over 3 Excel spreadsheets.&nbsp; Math and I have a strained relationship so I was astounded at the commission plan.&nbsp; I had no clue regarding targets, goals or rewards.&nbsp; Simple really is better here.<\/p>\n<p>Finally, a plug for what we do:<\/p>\n<p><b>Random recruitment practices.<\/b> Maintain your hiring standards with a nationally managed recruitment model. <\/p>\n<p><a href=\"http:\/\/www.selectmetrix.com\/Recruiting_Main.html\" target=\"_blank\">That&#8217;s what we do for our customers.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>We have encountered many moronic sales management moves that lead to a dysfunctional sales team.&nbsp; Needless to say, this ManageSmarter.com article &#8211; How to Ruin a Sales Force &#8211; caught my attention.&nbsp; The bulleted article is well worth the quick read, but let me call out a couple points I particularly appreciated: Corrupted jobs. Decontaminate jobs that are degraded with non-selling tasks such as &#8220;fetch and get&#8221; after-the-sale customer service duties. We&#8217;re living this one today.&nbsp; We have a new salesperson at one of our logistics&nbsp;customers who is actually doing deliveries himself.&nbsp; The reason is that the operations dept. is not reliable to complete the deliveries.&nbsp; Unbelievable. And a common&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/10\/tales-from-the-sales-manager-crypt\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4],"tags":[],"class_list":["post-1216","post","type-post","status-publish","format-standard","hentry","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-jC","jetpack-related-posts":[{"id":1629,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/garden-leave-clauses\/","url_meta":{"origin":1216,"position":0},"title":"Garden-Leave Clauses","author":"Derrick Moe","date":"June 24, 2008","format":false,"excerpt":"Proprietary information is a nuclear topic when dealing with salespeople who are leaving a company.\u00a0 Product info, service plans, actual costs vs. pricing are all hot topics.\u00a0 But for sales, the one thing that keeps managers up at night is the security of the customer list. We see many companies\u2026","rel":"","context":"In &quot;Generations&quot;","block_context":{"text":"Generations","link":"http:\/\/selectmetrix.com\/blogs\/category\/generations\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1462,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/03\/6-sales-myths\/","url_meta":{"origin":1216,"position":1},"title":"6 Sales Myths","author":"Derrick Moe","date":"March 11, 2008","format":false,"excerpt":"This article is from ManageSmarter.com and it debunks 6 very common sales myths.\u00a0 My absolute favorite from the short article: Myth: If sales understood the product better, sales would increase. Reality: Actually, if everyone in the company\u2014e.g., marketing, product developers, IT, and fulfillment, to name a few\u2014understood sales better, sales\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":636,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/how-to-recover-from-a-big-mistake\/","url_meta":{"origin":1216,"position":2},"title":"How To Recover From A Big Mistake","author":"Derrick Moe","date":"February 6, 2007","format":false,"excerpt":"Yahoo Hot Jobs offers Bounce Back After A Big Mistake. The article provides 6 steps for recovering from a significant error. This topic is of great importance in hiring strong salespeople. Sales requires people who have a unique ability to handle rejection and move on without flinching. Similarly, strong salespeople\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2092,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/08\/should-you-involve-customers-in-hiring\/","url_meta":{"origin":1216,"position":3},"title":"Should You Involve Customers In Hiring?","author":"Derrick Moe","date":"August 12, 2009","format":false,"excerpt":"Quite the question, don\u2019t you think?\u00a0 That is the title of this article from Selling Power.\u00a0 I have to confess I was perplexed by the entire thought \u2013 how would you as the hiring manager benefit from having your customer help you hire the salesperson?\u00a0 I see nothing but pitfalls\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1324,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/velvet-hammer-management\/","url_meta":{"origin":1216,"position":4},"title":"Velvet Hammer Management","author":"Derrick Moe","date":"December 7, 2007","format":false,"excerpt":"I've recently been looking at creativity in selling since it seems to be a topic of discussion with greater frequency.\u00a0 The younger generations are flattening the long-standing hierarchal structures that have been a hallmark of corporate structure.\u00a0 Part of this change has to be attributed to the creative freedom wielded\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1877,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/profitable-pockets\/","url_meta":{"origin":1216,"position":5},"title":"Profitable Pockets","author":"Derrick Moe","date":"January 30, 2009","format":false,"excerpt":"I'm wrapping up my trip this week in Philadelphia and I am finding a consistent theme - company revenues are down but there are specific niches, or pockets that each company has maintained.\u00a0 Some have even grown in these areas.\u00a0 Businesses will survive this economy by leveraging their strong markets\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1216","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1216"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1216\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1216"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1216"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1216"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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