Saturday Morning Sales

Kevin Latchford


The Bad Boss - May 19, 2018

The past few posts have been focused on the employee, the sales rep. Being in my position, as a sales manager and consultant, I often deal with the employees from a review, mentor, training perspective. However, there are also times when the sales manager is the issue, the bad boss.


Sales people come and go. That is the nature of the role and the game we play. How they come and go, however, can be a telling sign of the boss, the sales manager. In a smaller company the sales team members tend to be few. If you have turnover every 2, 3, or 4 years, and the reps perform at or above expectations, you likely have a very solid sales manager. It doesn’t mean a bad rep doesn’t slip through the cracks every now and then, but generally speaking you’re doing something right. If you go through sales reps every 6 months or 1 year, you may need to look at the sales manager.


There are a ton of great companies out there that treat employees beyond fair. They are enjoyable to work for and with great benefits. There are perks for the employee and their families. The company reputation is solid in the marketplace among customers and competitors. But, that bad boss, the underwhelming sales manager can make even the best company not feel so great for those sales reps.


It is important that sales managers be properly trained in managing people, not just great sales reps themselves. Sales managers need to lead by example with the ability to explain their process, not just show up with a closed deal and tell everyone how great they are. Sales managers need to be supportive while professional, friendly yet stern at times, and most importantly, sales managers need to make their reps feel like they are a part of the team. Sure, the reps have their part too as in hitting their numbers, but a good sales manager will make the rep feel appreciated. Don’t be a bad boss.

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