Business appears to be perfectly ready to put up with sales managers that always run bad plays. And, as if that isn’t bad enough, company can also be ready to retain field sales people who consistently don’t achieve performance targets and earnings projections.
Business doesn’t lead… business follows economic cycles. As a result, business sales coaching gets sales people-bloated during good times and proceeds sales people-lean during tough times. Why?
Because when times are great, business gets greedy and tries to grab every dollar it can by sending a lot of people after what turns out to be a lot of opportunities.
And , when the upcoming economic downturn occurs, company panics and cuts .
And then, once the inevitable restoration comes along, business becomes caught flat-footed and winds up throwing too few people at too many opportunities, developing a costly cycle that plays havoc with earnings, gains, and people’s lives.
When business loses, it fails to take responsibility for its own failures. Rather than looking inside to make necessary changes and improvements, business tends to blame outside forces such as ad agencies, competitors, the government, even customers, for its problems.
Every time a professional sports team loses a game or a year, it doesn’t waste time enjoying with the blame-game. Professional sports teams take immediate responsibility for their own failures. Nothing, not politics, money, or relationships, changes a professional sports team’s motivation to achieve defined performance. Failure to perform (Win) causes the staff to create immediate changes in management, players, coaches, training, or whatever else it takes to turn the team around.