A common IT sector motivation technique - what are your thoughts?? 

I was talking to a long-term contact yesterday, whom I first met as a bright-eyed rising star in the technology sales sector for which I recruited. My contact has done exceptionally well over these past years, due to his talent, hard work and most importantly, his character. A true leader and team-player, generous with his time and his congratulations, standing by and supporting others in his tribulations. Yet today, his voice was troubled and his usual realistic, positive outlook was dimmed.

It seems my contact has taken a sales and operational leadership role where the future is good, but the challenge of turning the tide of desolation and lack of sales is immense. He’s inherited a pipeline of 0.03%, a target of 130% of an enormous number which hasn’t been achieved for the last goodness knows when, there’s no pipeline, no marketing budget, and a disheartened and dispirited sales team. 

In less than a year he has rebuilt, engaged and enthused his sales team, through his own marketing via a well-known professional social media networking platform has initiated a marketing funnel and a realistic achievement of delivering 90% of his Q2 target with a sales forecast for Q3 standing at 80% of target.

However, the higher ups have decided that Q2 should be bolstered by the whole lot, and Q2 closed at 110%. Leaving Q3 looking to be a significantly lower achievement than forecast. When he pointed out that his preference was to deliver a 90% achievement in Q2 and work to exceed the forecast 80% in Q3 he was told he wasn’t “thinking about the business”.

The result? He’s demoralised and seriously questioning whether he can achieve the seemingly impossible, even if he wanted to.

Time will tell if he decides to work through and achieve the impossible sales and operational turnaround, and if he’s given enough support and time to do so. If not, it won’t be for lack of his commitment and effort.