Sales Management Lesson #35: The Chain of Command in Successful Cashflow Systems

I was on the phone to one of my clients this week.

She was reporting back on some dynamics going on in her company.

In short, the Sales Team were under the pump, getting heat from the Sales Manager to achieve Stretch Sales Targets.

They were not happy.

Instead of talking about it with the Sales Manager, they were going straight to the GM.

Sounds fair enough..

Where there’s a Crack in the Chain of Command…

Problem was, not only was the GM listening to them, she was taking sides with them and consciously or subconsciously leaking out her doubts, thoughts, concerns about the Sales Manager to the Sales Team instead of talking directly to the Sales Manager.