Many organizations are struggling with sluggish sales and often the culprit is the head of sales, many of whom are being given the opportunities as a result to "explore new alternatives" so to speak.
Is this the right approach when you cannot pin flat or declining sales on anything specific? What about the synergy of the sales team?
One part of the success cited by firms that have turned the corner, and had the patience to keep doing the "Blocking and tackling" of sales, and resisted the urge to fire the top sales guy is that they've discovered that the sales division had stable, mature management in place.
If a new sales division manager had been brought in, he or she would have shaken up the sales team, instituted new programs, and generally disrupted what was really a decent group. The division’s sales were probably several million dollars higher thanks to stable leadership. Sometimes management needs to be changed, no doubt about it. Before firing someone, though, make sure it’s poor performance that is the problem, rather than common economic patterns.
What's your perspective? Do companies "pull the trigger" prematurely, and inso doing, set the stage for instability that makes things worse?
Is this the right approach when you cannot pin flat or declining sales on anything specific? What about the synergy of the sales team?
One part of the success cited by firms that have turned the corner, and had the patience to keep doing the "Blocking and tackling" of sales, and resisted the urge to fire the top sales guy is that they've discovered that the sales division had stable, mature management in place.
If a new sales division manager had been brought in, he or she would have shaken up the sales team, instituted new programs, and generally disrupted what was really a decent group. The division’s sales were probably several million dollars higher thanks to stable leadership. Sometimes management needs to be changed, no doubt about it. Before firing someone, though, make sure it’s poor performance that is the problem, rather than common economic patterns.
What's your perspective? Do companies "pull the trigger" prematurely, and inso doing, set the stage for instability that makes things worse?
