Tag Archives: Sales management

Asking Too Much (or the Wrong Things) of Employees

"The Office's" Michael Scott was a talented sales person but a comically awful manager, to his employee's eternal dismay. Are similar mis-matches of skills and responsibilities causing tension and frustration in your organization?

In the age of the Great Recession, it is common for managers and employees to be asked to “do more with less.”  When this is pushed to the extreme – i.e., employees  forced to run beyond capacity for too long with insufficient relief —  it is easy to predict the results: burned out managers, demoralized employees, declining product quality, disenchanted customers, and vanishing profits.

Situations like the above are fairly easy to discern, if difficult to correct. What about a related circumstance, though – where employees aren’t asked to do too many things, but the wrong things?  I encountered such a situation this past week.

The Discouraged Sales Manager

A good friend is a sales manager with responsibility for a team of field sales representatives.  Over the past year Continue reading