One of the main questions I get from sales people is what to do when trapped under ineffective, negative, de-motivating or otherwise, bad sales management. Being a sales director myself, I hesitate to align myself with unfounded complaints about sales management. However, being, first and foremost, a sales person myself, I must address this issue.
Let’s face it; there are some, unethical, under-trained sales people out there that often make things harder for all of us. However, if you know me, I never blame the sales person or the sales team. As far as I am concerned, if you are in a position of leadership of a sales team, then almost anything that happens is the responsibility of the sales management.
I believe even the individual failure or success of the sales person is ultimately the responsibility of the sales manager.
Yet, the sad fact is that often people in positions of sales leadership are those with little or no practical experience or understanding in the field for which they manage. If you happen to be one of those unfortunate sales people (who keep writing me) under the control of a slipshod, inexperienced, micro-managing, penny-pinching, self-serving sales manager, then the following three ideas will help you better manage your sales manager.