I have just returned from a company-wide conference. Nothing to exciting really. The key message was that we need to grow revenue…surprise, surprise!
Anyway, the message was conveyed to all the “sales” people, that the responsibility lies directly on their shoulders and there will be accountable for not achieving their individual targets. I have two issues with this: firstly, very little authority has been given to the sales people to help them achieve their objectives. In other words, should they need to pursue any business developments initiatives, they need to be signed off from HQ, and then get budgetary approval. Of course budgets are being frozen and even reduced in many areas – a bit of a dichotomy some would say!
Secondly, none of the “leaders” of the business are getting out there bringing in business themselves. Merely passing on the buck, so that if overall company targets are not achieved, they can fall back on the fact that they “told us” it was our responsibility. Talk about abdication…
If you want results out of your people, get in front and lead. You get no respect pushing from the rear!
© management mojo 2008. All rights reserved.
