Imagine, there you are, on the phones cold calling, closing sales, out in the field presenting, making things happen, doing your best to meet and exceed your sales quota. You’re focused, diligent, hard working and managing a system to produce as many sales as possible. You’ve even hired a sales coach to challenge you to be the best you can be, supporting you in developing and furthering your skills and holding you accountable for your goals.
And why not, you know there’s a payoff for all of your selling efforts.
Then comes the internal changes within the company. Ownership changed hands and with that, new layers of management were created. You now answer to a VP of sales rather than the owner of the company. It feels strange, different, uncomfortable. You liked how things were.
But you’re a fighter, a trooper and you shall survive this transition as this too shall pass.
and with your commitment to the company and to your own success, you persevere.
Weeks go by and you’re scheduling meetings with your VP and the new owner. They want to know what you’ve been doing. Are you earning your keep? After all you’re numbers have skyrocketed every year, exceeding your sales goals. But they didn’t witness your growth year after year. They didn’t see where you started, the work you put for the in the beginning, the triumphs and tragedies of sales lost or gone awry. They’re questioning you now!
And then comes the comment that would make any salesperson stop cold in their tracks. Frozen. Almost doing a double take just to confirm they heard what they thought they heard.
From your managers mouth comes the words, “You’re making too much money.”
Can you believe this? A manager saying to a salesperson, “you’re making too much money?” The audacity of this manager! How can this be? How can this manager be so clueless and disconnected from reality? Doesn’t he know it’s his salespeople that are paying his salary and keeping this business profitable? Doesn’t he know that sales is the heartbeat of any company and nothing happens until a sale is made?
And to think that these managers are still not extinct in an age where things like Sales 2.0 and other innovations around the technology of leadership and coaching are becoming more prevalent by the day.
I feel for this salesperson and for any salesperson who has to suffer in the hands of these tyrants. For those salespeople do not despair. There are plenty of jobs out there. you don’t have to tolerate this from anyone. Make yourself happy. Get with a company who appreciates the value you bring and then you shall rise like the phoenix from the ashes. Remember, if you’re a good salesperson you’ll always have a job. I know this to be true, as I’ve supported many clients through career transitions and as a result two things have always happened.
1. they have always found a better job.
2. when they left their old job, they never, ever looked back in regret.
Be true to yourself and allow yourself to be open to the possibilities that are best aligned with what is right for you and your career rather than being held back and restrained by the mediocrity that mis-management breeds from antiquated managers who desperately need to evolve.