stop pushing!

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.

how is this a sale?

I was listening to the radio this morning and a national hardware chain is promoting a sale to take place on the weekend.

“10% off everything” the ad screams at you. It all sounds good, especially considering I need some new garden items and know they carry good quality stuff.

Then at the end of the radio ad, in a different, slightly softer voice: “terms and conditions apply, not available at all stores, some in-store goods may be excluded”. WHAT?!?

This form of advertising is cheap, misleading and manipulative. You are undermining your integrity and ethics – I don’t care if it is legally permissible.

Why do we stand for this? This management team should be shot. If you are going to promote something, carry it through. You lose all credibility when you promote “10% off everything” and the reality is then different, hidden behind all the legal nonsense.

I bet they have honesty and integrity as one of their corporate values though!!! Disgusting really.

© management mojo 2008. All rights reserved.

client value

The more I look at what some businesses do, the more I am convinced that in general we just don’t have a clue. I cannot figure out what some businesses actually do!

Sure, the manufacturing companies are pretty straight forward, although I am baffled as to who they think their target market might be, or who would want what they are making. But at least it is tangible..

What about those of us who are more about services? Are we actually adding value to clients? If we are (which I have to assume we are or would not be in business) how do clients actually perceive us? Do they see the value clearly?

My first instincts would be that either we don’t explain, or demonstrate, our value clearly, or secondly, clients just don’t understand it. Now it is easy to blame our clients, but that’s the easy way out…

Take some personal responsibility. I would propose that we don’t explain our value well enough…there is no one to blame but ourselves.

Or is it we just don’t know? This is a more serious issue and one that touches on issues of integrity, for if we do not know the difference we make, how can we stand up and be accountable for it?

© management mojo 2008. All rights reserved.