It’s the stuff of sales manager’s nightmares – sales reps who are always late for meetings, never do research before calls, and forecast deals that will never close. All these things drive sales managers crazy, and you may have occasionally been guilty of these very mistakes.
While you may not intend to aggravate your sales manager, if you keep it up with these bad behaviors, you may find yourself searching for a new job sooner than later. If you actively want to piss off your boss, here are the best ways to make every sales manager grind their teeth in frustration.
1. Lie About Your Sales Forecast
You already know that one of your deals probably isn’t going to close this month, but you’re in denial and don’t want to admit it to your manager. You keep pushing, hoping you can change the prospect’s mind and get them to sign a deal in time, even though they say they need more time. Unfortunately, at the end of the month, the deal either pushed or was lost, and your team is short of the sales goal thanks to your mistaken forecast.
2. Ignore Sales Coaching
Every week when your sales manager offers you personalized and strategic coaching, you nod, take a few notes, and then promptly forget everything that was just said to you. You never actually implement any changes to your selling process according to your manager’s suggestions, and never read those notes. Because of this, your selling skills never improve and your manager is wasting their breath – and valuable time – trying to coach you.
3. Forget About Qualification
You know you have to qualify prospects before handing them off to an inside sales rep, but you just keep forgetting to ask the right questions during the sales process. You habitually hand over prospects that don’t have compatible technology for your company’s software, don’t have the necessary budget, or don’t have any buying power. This means you’re wasting both the ISR’s time and the prospect’s time, and seriously annoying your manager.
4. Leave Blank Fields in CRM
You had a call with a prospect, but didn’t log it; you booked a meeting, but forgot to assign it to an ISR; you lost a deal, but didn’t change the status for a week. You’re habitually negligent with your data in the CRM, because you hate using it or simply don’t care to put in the effort. This means your manager never knows what you’re working on and also makes it impossible to track any long-term patterns in your sales process.
5. Always Miss Team Meetings
You consider team meetings to be optional attendance, and you simply can’t be bothered to show up on time. You miss out on important announcements, don’t know about upcoming sales contests, and definitely don’t show any personal commitment to your team. Whether you’re a lone wolf or just lazy, your sales manager is sick of you missing out on team meetings.
6. Reply All on EVERYTHING
You can’t seem to email your manager without emailing the entire sales team as well. No matter what the subject, you have to tell everyone that a new lead responded to your email or explain what happened on your last call, no matter how trivial. Unfortunately, no one cares. This is incredibly distracting for the team, and a huge waste of everyone’s time.
7. Withhold Bad News
You told your manager a deal was going to close, but then you unexpectedly lost out to a competitor. Instead of telling your manager what happened right away, you decided to withhold the bad news until the last minute. You keep putting it off, waiting for the right time, when your sales manager really needs to know now, not later.
8. Do the Bare Minimum
When you prepare for a call, you do a casual glance at a prospect’s LinkedIn page, and that’s about it. You never put in any extra effort to research a prospect, their company, or your mutual connections before dialing. You’re missing out on opportunities to have higher quality sales discussions, all because just you don’t feel like doing research
9. Make the Same Mistakes Over and Over
You know that prospects keep dropping out after you do a demo of your product, but instead of realizing the problem is you, you blame everyone else. You just keep repeating the same mistakes again and again, losing deals that could have been won. You refuse to change, and so you never learn from your mistakes.
If you see too much of yourself in this list, you may need to make some serious changes to how you interact with your team and your boss. It’s time to step up, stop annoying your sales manager, and become a better sales rep instead.