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 [分享]Top 5 Dirty Tricks Sales Managers Play FROM LINKEDIN |
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kingguid
[博客]
[个人文集]
头衔: 海归中校
声望: 教授
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加入时间: 2005/04/17
文章: 1398
来自: Australia,北京,西安
海归分: 57868
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作者：kingguid 在 海归商务 发贴, 来自【海归网】 http://www.haiguinet.com
Top 5 Dirty Tricks Sales Managers Play
-------------------------------------------By Geoffrey James
August 4th, 2009 @ 5:30 am
Most sales managers aren’t evil. They’re just trying to help you make their company more successful. Unfortunately, some sales managers believe that the most effective way to achieve this goal isn’t building and training a sales team that can deliver consistently. Instead, they think it’s smarter to manipulate sales reps by playing head-games and taking short-cuts.
Dirty Trick #5: The Horserace
• Description: They hire more sales reps for a region than revenue from that region can support so the reps will all compete for the same business.
• Why Managers Do It: They figure if they’ve got enough horses in the race, they’re more likely to have a winner.
Dirty Trick #4: Teacher’s Pet
• Description: They save all the best leads for the top rep and send the questionable ones to the other reps, just in case they might get lucky.
• Why Managers Do It: They figure they’re more likely to make the big numbers because the top people can be counted on to bring in the business.
Dirty Trick #3: Horizon Shoot
• Description: They set ambitious targets intended to impress top management when they know that the reps cannot really achieve them.
• Why Managers Do It: They’re being pressured by top management to unrealistically increase sales. Rather than doing his job and pointing out that top management is “smokin’ weed,” the managers decide to play along, hoping for an end-of-quarter miracle.
Dirty Trick #2: Bait and Switch
• Description: They change the compensation plan to drastically or retroactively reduce the compensation that’s actually paid.
• Why Managers Do It: Simple greed. They don’t want to pay commissions because they don’t respect the sales function.
Dirty Trick #1: The Bully Pulpit
• Description: They demean you as a professional and as a contributor when you don’t perform they way they’d like.
• Why Managers Do It: They believe you’ll be motivated to work harder, simply to avoid another unpleasant critique.
作者：kingguid 在 海归商务 发贴, 来自【海归网】 http://www.haiguinet.com
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 [分享]Top 5 Dirty Tricks Sales Managers Play FROM LINKEDIN -- kingguid - (2114 Byte) 2009-8-11 周二, 16:11 (1787 reads)
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