Updated: Jun 3, 2020
"Roger, how do you measure your team's field sales activities?"
"Based on the number of quotes they've raised in a week."
"Is that your only matrix?"
"It's the main one."
"Do you think that drives the right behaviours and disciplines in prospect sales meetings?"
"The more quotes we raise the more chance we have of securing orders."
His guys are now doing everything they can to persuade unqualified prospects to take a quote on a complete hit and hope basis.
His CRM is packed with crap, but it makes him look good.
His sales team have become administrators.
This is so easily fixed, but Roger has an ego and knows best.
Roger has always managed this way.
He's not a bad person. He just doesn't know what he doesn't know.