{"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":"https:\/\/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=\"https:\/\/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_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_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","enabled":false},"version":2}},"categories":[4],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-jC","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1216"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1216"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1216\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1216"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1216"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/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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