Kill the sales hero – praise the sales team instead
When a sales deal gets closed it is always the salesman who gets the applause and the commission. Especially when he has closed a big deal he becomes the sales hero of the company.
A sales team achievement
In reality in most cases sales deals are team work, especially with larger deals.
Not only the salesman has worked to obtain the win, but the sales secretary, the sales engineer, the pre-sales engineer, the marketing team.
All have brought their contribution to the deal.
Even a seemingly unimportant telephone call or statement from one of the team members can have induced the shift towards the decision in favor of the company.
As an example: the receptionist picking up the telephone faster and dispatching the incoming telephone efficiently to the appropriate person, can be one of the decisive reasons if the competitor isn’t picking up the phone.
Probably it is hard to pinpoint exactly what has made the decision makers to change their mind or to elect the solution. In most cases it is the total of all efforts of the entire team that has made it possible to close the sale.
The best salesman of the year is not alone
Still in many companies the best salesman of the month, quarter or year gets his picture in the entrance hall after getting his award during a company event.
It is the cult of the person and personality.
Maybe the community just needs heroes and wants to worship heroes. This need for stardom is achieved by defining the sales hero.
However all the other employees involved might just get frustrated and lacking motivating by not getting the attention, reward and status. Even if the sales hero during his speech thanks his collaborators or sales team, as it is he who walks away with the bonus and the status.
In reality there is no sales hero as he works in a team and needs the team.
Instead the sales team should be praized and cheered.
Did you ever got salesman of the year?
Are you still proud of this achievement?
