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Use Incentives and Save Your Company from Bad Managers

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What creates a culture that makes bad management the norm? Believe it or not, this could be a side effect of not having a proper sales incentive program in place.

Use Incentives and Save Your Company from Bad Managers

  1. 1. Save your company from BAD MANAGERS
  2. 2. Hi everyone! This is John He’s a sales associate at Whatever Company
  3. 3. And he plans to quit his job
  4. 4. WHAT HAPPENED?
  5. 5. Is he unhappy with his pay or benefits? (no)
  6. 6. Does he have to stay late most days? (no, no)
  7. 7. Too many responsibilities? (no, no, no)
  8. 8. Is he having trouble with his manager? (yes)
  9. 9. From time to time, you can see John at the water cooler complaining to a coworker that his manager “just doesn't get it”
  10. 10. "I could do his job," says John, and starts counting all of his boss’s management shortcomings.
  11. 11. what’s wrong with this situation?
  12. 12. Is he jealous of his manager’s career trajectory?
  13. 13. Does he simply like to gossip?
  14. 14. This situation is quite typical, and there is a much better way to explain a hidden or an open conflict between sales employees and their managers.
  15. 15. The Peter Principle A concept in management developed by Laurence J. Peter, which observes that people in a hierarchy tend to rise to their "level of incompetence." Employees are promoted based on their previous achievements until they reach a level at which they are no longer competent, as skills in one position quite often do not translate to another.Success Advancement Success Advancement Failure
  16. 16. “Automatically” promoted sales managers might lack such vital characteristics as interpersonal skills and stress management, or even continue to compete with subordinates.
  17. 17. And they are called BAD MANAGERS
  18. 18. “The title of a manager is too often doled out as a reward for tenure and connections, for a solid performance that demonstrates no particular ability to deal with people, or as the sole path of progress in [an organization] that does not know how to create highly valued non- managerial positions. (Wagner, Rodd and James K. Harter. “12: The Elements of Great Managing”. 2006.)
  19. 19. How do these managers hurt your business? • Poor leadership • Lost productivity • Increased employee turnover
  20. 20. “A bad manager can take a good team and destroy it, causing the best employees to flee and the remainder to lose all motivation”
  21. 21. Sooner or later, this will lead to significant FINANCIAL LOSSES
  22. 22. So how do we fight this "bad manager" epidemic? Consider a “two-track” concept: 1) Reward highly productive sales employees with incentives 2) Promote employees that have excellent interpersonal skills and are capable of excelling in management roles
  23. 23. To create a culture with these two tracks, it is essential to have a clear incentive program strategy. 1) Get your company leadership involved; 2) Get creative with incentive program elements, such as competitions, PTO, and sweepstakes; 3) Partner up with an incentive company, if necessary.
  24. 24. To sum up: Not every successful salesperson has the skills necessary to be a manager. However, you still can retain their talent and keep them engaged. A well-defined, creative sales incentive program will help to keep you on the right track, and finding the right strategic partner to help you define a program could be an essential step in establishing the right culture.
  25. 25. Don’t let bad managers undermine the success of your company! Visit our website for more valuable content on employee engagement and motivation programs: https://online-rewards.com/
  26. 26. . Cincinnati Operations 441 Vine Street, Suite 501 Cincinnati, OH 45202 ph 888.826.0783 fx 214.242.4448 Dallas 100 North Central Expressway Suite 1120 Richardson, TX 75080 ph (888) 826-0783 fx (214) 242-4448 WE ARE ONLINE REWARDS building positive cultures

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