The more companies we work with, the more we see communication breakdowns being the root of most problems.\u00a0 Our work with our clients spans more than just recruiting.\u00a0 We assist them in onramping their new salesperson.\u00a0 This function places us in the unique position of working with both the salesperson and the sales manager.<\/p>\n
One of the more dysfunctional situations we encounter is a communication breakdown between the manager and salesperson.\u00a0 One manager complained that the salesperson wasn’t doing what he asked, but he never confronted the salesperson.\u00a0 Another time we had a salesperson who would not submit his weekly call report.\u00a0 Ever.\u00a0 Yes, he was let go (even we so-called experts miss on occasion).<\/p>\n
Those experiences led me to this Selling Power article<\/a> about compensation – a recurring theme on The Hire Sense<\/em> this week.\u00a0 The opening statistics are shocking (my emphasis):<\/p>\n According to a recent WorldatWork survey of compensation practitioners and HR managers, 76 percent of organizations report revising their sales plans every year as a matter of course. However, the same survey found that only 58 percent of organizations communicate these changes directly to the frontline sales manager<\/strong>.<\/p><\/blockquote>\n Makes me wonder with whom do<\/em> they communicate the change?\u00a0 The article continues with an excellent point:<\/p>\n Since frontline sales managers are the people doing the hiring, their ability to understand the incentive plan is really critical to making the right hire and putting together the right recruiting message, says Stoeckmann. If they fully understand the compensation and incentive program and are kept up-to-date, they can be very effective recruiters.<\/p><\/blockquote>\n As a recruiter, it is difficult for us to have a full understanding of the compensation (especially commission) plan.\u00a0 One thing sales candidates always want to know is how “real” is the plan?\u00a0 How many people make quota?\u00a0 I can’t imagine a situation where a sales manager didn’t know those details.\u00a0 That would be a tremendous red flag for a candidate.<\/p>\n","protected":false},"excerpt":{"rendered":" The more companies we work with, the more we see communication breakdowns being the root of most problems.\u00a0 Our work with our clients spans more than just recruiting.\u00a0 We assist them in onramping their new salesperson.\u00a0 This function places us in the unique position of working with both the salesperson and the sales manager. One of the more dysfunctional situations we encounter is a communication breakdown between the manager and salesperson.\u00a0 One manager complained that the salesperson wasn’t doing what he asked, but he never confronted the salesperson.\u00a0 Another time we had a salesperson who would not submit his weekly call report.\u00a0 Ever.\u00a0 Yes, he was let go (even we… 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":[14,20,16,4],"tags":[1760,1764,1762,877,121,876],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-qU","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1668"}],"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=1668"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1668\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1668"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1668"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1668"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}