Very short blog today.
The odd decade or two ago, as a first line sales manager, I would expect my sales people to know everything that was going to happen to a deal that was closing in the current month. As we got to the last two weeks before close-date, I would expect them to have a detailed close plan, and would chide them, sometimes not so gently, if they didn't know the process, the plan, the people, and the issues.
Fanfare! So I want to place this on record.
I apologise to all those hard working reps to whom I gave a hard time.
I was sarcastic.
I was incredulous.
Sometimes I was dismissive.
Again, I apologise.
Here we are, two weeks away from Brexit, and we don't even know if we're two weeks away from Brexit!
If the Government, in its pomp, its majesty, as the final arbiter of the rule of law, as the seat of ultimate power where rules may be changed upon a whim... If the actual freakin' United Kingdom Govt. doesn't know its own plan two weeks out, then we have to assume that with all the best wills in the world, a sales rep won't always know what his or her close plan is actually going to look like.
There are times when things f*** up, and as a sales manager, the only way to cope with this is to find something extra in the pipeline and react. Commiserate with the rep. Try and learn something from the process. But include in the lesson that sometimes, sometimes, things f*** up.
Methodical ramblings after twenty-five years in Sales, Marketing and SalesOps.