It does not get much more dysfunctional than this!

Recently I  started working with a company who has inside sales managers acting as "player/coaches" in each region. They have hired us to fix the growing dysfunction and resulting lack of sales on the team. What we discovered when visiting with the team on site last month was a lack of trust and outright hostility towards these  managers.

Why?

Because it was revealed that the managers were taking business from the reps, closing it themselves and taking the commission!

When we questioned these managers, asking them how they would feel should the situation be reversed, they replied  "we would quit!"

Now THAT is a dysfunctional sales management situation!

The reality is this;  given the choice a “player/coach” sales manager will ALWAYS  chose to play. They will always pick sales above management and their team will always see them as competition.  Because early stage companies are often run on a smaller, leaner staff, it may be the case that the sales manager is direct selling now. If that’s the case, the first goal for the manager should be to replace him or herself.

Sales teams require focused, full-time management and reps need a manager that does not compete. Sure, the sales manager will still sell – but only as part of the team, in conjunction with the sales rep.

The idea that a sales manager might be selling in a territory with the best leads or accounts, or is stepping in to close deals and getting a commission, will cause the team to become combative or defensive (as we witnessed this week) . That negativity on the team will negatively affect your customers and your profits.

Dedicated to increasing your sales,

Colleen