Sales Managers:There Is No Cure For Affluence! |
Let's say you have a sales crew that is used to receiving warm or hot leads from the house, and suddenly, your supply of them runs out. Now, your reps have to beat the bushes and survive by their wits, cold-calling, soliciting referrals and the like.
Or, sweeping change is underway in your industry, threatening margins and sales.
Having suffered from continuous doses of easy success and affluence, will your sellers be able to snap out of their blissful narcosis quickly enough to adapt?
It's not likely.
They're spoiled.
This happens all the time by sales managers and business brass that devise compensation systems that encourage reps to "retire on active duty," or to respond with verve only to dazzling sales contests, according to Dr. Gary S. Goodman, international consultant, top speaker, and popular commentator on radio and TV.
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