Most managers make the mistake of thinking that they are the most important chess piece. But no General has ever gotten anything done without having soldiers on the ground. Thinking that you are above your team is one of the stupidest mistakes you can ever make. It’s a mistake that might cost you your business.
The wrong way to do it
A team of ten salesmen, one of them is promoted to manager. This manager wants to prove himself to the owners and his way of proving himself is increase the sales. Of course, this guy goes for the shortest route possible, meaning instead of improving the quality of the sales he decides he wants to improve the quantity.
He starts pushing his team to be more aggressive with their clients, not to take “no” for an answer. He notifies his team that he already spoke to and met some of their clients. This pisses off the entire team, five of them quit on the spot.
I don’t know about you but I think it’s going to be very difficult increase volume of sales with only 40% of your team.
doing it the right way
For a business owner, the most important thing is profit, and profit can be achieved in two ways. One way is increase in volume of sales, another is increase in quality of sales. While increasing volume of sales might require aggression, Increase the quality of sales requires finesse.
Instead of pushing a client to make a decision on the spot you’re brainstorming with him to find the best solution. by doing that you gain his Trust his loyalty. I for one don’t see the point in having thousands of clients who are only with you because they need you right now and will bail soon as they get a better offer.
I would rather “save game” with the amount of clients already have knowing that when I get new ones they will be added to my cash flow instead of just filling up holes of clients already left.
The new manager had a good plan but he executed it poorly. As a cog in the system he didn’t distinguish between the number of sales and the total profit. I’ll say it again, the business owner doesn’t care if he has a hundred clients or 10,000. He cares about how much money is flowing into his business. If he can achieve his goal with less clients he will gladly do that. Less client means less people to satisfy.
The bottom line will always be the money.
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