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Is your Sales team customer focused or calendar focused?
Let me admit that this is a touchy topic, which is widely prevalent but rarely discussed. When I interact with the sales teams of various companies across industry sectors, most of them seem to focus on their month’s target, track the actuals till date and plan for the ‘required run rate’.
Where is the customer focus in this behaviour? It seems to be calendar focused instead. When they contact their customers towards the month end, they often offer discounts on bulk purchase of fast moving items, in order to achieve their targets. Does it help the end consumer with high availability of the entire assortment and fresh products?
Let’s not put the entire responsibility on sales teams for this behaviour. It’s only an Undesirable Effect of something deeper at the root. Management policies and measurements actually drive such behaviour.
Company management teams should re-examine such erroneous policies and measurements to bring the entire business focus back on consumers and customers.