It's not often that sales executives are caught off guard when they discover salespeople are being dishonest. Experts say that typically, the behavior is ingrained in the corporate culture, starting at the top and permeating throughout the sales organization as accepted-and even expected. But even the most vigilant manager may hire a bad egg now and then. Here's what to look for if you suspect a salesperson is being untruthful:

1. You're getting calls from customers

It's no surprise that usually the first person to recognize they're being duped is the customer. Clients are managers' best resource when it comes to checking up on salespeople, and if they've experienced bad service they won't hesitate to speak up.

2. Repeat business is down

You can only lie to a person once-after that trust is gone. If loyalty is something salespeople struggle to attain, it probably means that they don't do much to deserve it. In relationship selling you can't lie-if you mess up you'll never hear from the client again.

3. Your salespeople are motivated by fear

It's not uncommon for sales organizations to have a do-or-die mentality. If executives subscribe to Darwinist philosophies, it's quite likely their salespeople are doing absolutely anything to close deals in order to earn their compensation and keep their jobs. Some experts say there are a few big U.S. companies that tell their salespeople that if they don't make quota they'll be fired. That doesn't encourage salespeople to focus on customer service, because they're too worried about survival.

4. Recognition and rewards are based solely on numbers

If the people heralded as sales superstars on your team are the reps closing the most sales, they probably aren't the ones giving the best service. Recognizing financial gain over how it's achieved isn't a sound strategy for producing an ethical sales team.

5. You lie, too

Salespeople are a product of their environment. If executives and managers practice unethical business strategies, it stands to reason that the sales force will too. Executives have to make it clear to employees that the company is ethical and honest in everything it does. If it's an enforced part of the mission, salespeople will adhere to it.

From Kuwait , Kuwait
You know, there are a lot of companies that act this way and they apply the fear strategy on their employees.

In course of our operations when treating some mal-functioning sales at some of our clients' companies we had to advise Managers to rectify their personal acts towards sales people in order to make them feel affiliated and this changed the results upwards.

The main issue here is Management consultation, a Manager is responsible to consult the attitude of his sales force compared to their results. A sales representative needs to feel affiliated at the begining of his career, then feel growing within his firm, feel stability and security. And here when I say Security I mean Job-Security and Financial-Security.

If an Employee feels that he is not secured he/she will start looking for an alternative to his job. In this case the firm looses time, efforts, money and maybe some company's secrets.

It is a fact that employees are what their company is, and that issue should be highly understandable by Managers and directors.

Regards

Nabeel

http://www.memco-kwt.com

From Kuwait , Kuwait
Looking for sale executives and field sales executives urgently in the field of automobile sale .
responsible for selling fiat and tata cars in hyderabad and secunderabad.
for any queries you may call atul sharma 9000241240

From India , Mumbai

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