1

Poor Habits From Bad Management

To give you background before the question, my company has recently acquired a new client, and therefore hired more sales staff. Some of these new reps are experienced, and some are in their first week of sales ever. Despite this, the inexperienced reps are outperforming the experienced ones.

While trying to navigate what was causing this, one experienced rep said to an inexperienced one "It is good you are doing well otherwise they would've fired you. They will likely fire me soon if I don't start selling."

This was obviously a huge red flag, as this almost caused the inexperieced, yet so far highest performing, rep to start packing her things! Obviously there were discussions that took place but my question is this:

Do sales reps carry the baggage of poor management to other organizations?

Obviously to maintain a career is sale yes you do need to sell. However, for a brand new rep with a brand new product who is doing well, termination should be far from her mind as she is trying to learn sales. I faced poor management when learning sales, having my manager say things to me like "If you don't start selling you will have to return to working in warehouses again," which was horrible for my mental health!

Is this baggage perhaps what is causing the results we are seeing from our staff? And more importantly, how do we help sales reps unlearn these toxic ideologies that not only hold them back in their career, but cause mental health problems?

I not only would love to hear your thoughts, but what other toxic practices have you came across in sales?

  • Sign in
    Comment
    • Profile picture of Stephanie Lippincott
      @slipps
      ( 2.7k POINTS )
      3 weeks, 6 days ago

      The day that companies teach and model people-first culture is the days loyalty and longevity at places of employment will return. People over profits. It’s just that simple. People will still leave jobs not at the rate we see today. People quit because of bad bosses, and those bosses learned that behavior. Great post @tengle

      • Profile picture of Trenton Engle
        @tengle
        ( 3.7k POINTS )
        3 weeks, 6 days ago

        I definitely agree that when you put people before profit that work culture and productivity increase highly. Your reps are your best assets

    • Profile picture of Katie Ray
      @katie_ray
      ( 1.5k POINTS )
      3 weeks, 6 days ago

      ABSOLUTELY!
      I really believe that we take good, and bad baggage from each company to another.
      I think you have to help them unlearn these ideologies by creating an environment and culture of trust, respect, and transparency.
      I think you could also lay down some super practical steps for either growth, or termination, so that they know if they are on the right path or not. You can also try to give more active acknowledgement. Figure out how your new reps, and current reps like get positive recognition and start working on that!

      • Profile picture of Trenton Engle
        @tengle
        ( 3.7k POINTS )
        3 weeks, 6 days ago

        That last portion reminded me of the book “one minute manager” which I highly recommend to anyone looking to become a leader.

    • Profile picture of Jeff Riseley
      @jeffriseley
      ( 200 POINTS )
      3 weeks, 4 days ago

      Most sales organizations breed this idea that you need to be “perfect” and if you miss your sales target this is an event that should be feared with negative consequences. This is the wrong way to build your sales culture. Success is built on the back of thousands of failures.

      When failure happens this is the opportunity slow down, reflect, learn and develop. Managing a team using fear will ensure you always have a turnover and burnout problem. Plus you’ll shutdown creativity and learning which will keep your sales process rigid and unable to adapt to changes in the market. You see this happening right now with COVID – the teams that are scared by leadership are not excelling.

      • Profile picture of Trenton Engle
        @tengle
        ( 3.7k POINTS )
        3 weeks, 4 days ago

        Thanks for the input! And also love having you as a connection for you input on sales mental health, didn’t realize you were on SH. Love it!

    • Profile picture of Devon Banks
      @devon
      ( 1.2k POINTS )
      3 weeks, 4 days ago

      I believe many people experience verbal abuse and are suffering from the effects of toxic workplaces. Sadly, many of these toxic individuals are able to continue their behaviours for so long, as they only target vulnerable individuals in the organization or then put on their “I’m a nice person” persona at all the right times. It’s a real problem and I think you are correct in saying that it gets carried from one organization to another.

New Report

Close