FranchiseSalesQB

Franchise Sales QB

Valued Contributor

Senior Citizen With Piss Poor Attitude Sales Team

More BS to add to my post " WTF Have I Gotten Myself Into". I've come up with a sales & marketing plan that the president bought into but we haven't turned on all the resources to get more wins. My boss calls almost everyday saying "we need sales everyday" well, my sales team is made up of senior citizens who refuse to do anything I suggest or anything outside their "comfort zone" and my boss is ok with this because her response is "they're all we have". Their attitude and effort suck and won't put in more of an effort because they think it's all about relationship building and it takes time which is true in a way but they've all been here over a yr some 2 so that excuse doesn't fly with me. If this is ultimately put on my shoulders of them being successful I will lose it. I just was on a web event called, How To Build A Modern Sales Development Team and they ain't it, these guys are in their 60's and should go be greeters at Walmart. Thoughts savages?

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16 comments

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HVACexpert

Politicker

6

sales engineer

It’s not an age issue it’s an attitude issue. I have met plenty of really good older sales individuals, and really bad younger sales people. So the issue is, who hired these people originally? And who has continued to allow them to be complacent? It would be the owner right? So it’s her you have to convince to make moves, and it’s her who has to show resolve in dealing with these people. Doesn’t sound like tat is happening though.

Also, is she allowing you to look for sales people? Go hire someone who will immediately dive into the culture, and CRM use. Then when they do well in sales go to the owner and go ‘I want more of that person.’

CuriousFox

WR Officer

5

🦊

Thank you. 👏

FranchiseSalesQB

Politicker

0

Franchise Sales QB

I can always win with a team of anyone if they bring Attitude & Effort (which isn't there either). They were hired by the same person who allows 0 results. I'll add until a few weeks ago the sales dept had NO commission or bonus structure (which blew my mind). And yes, we're looking for another person that I will be involved in hiring and all I can do at this point is show them how it can be done.

CPTAmerica

Opinionated

6

President/CRO

I'd suggest you disconnect your connection of age to poor performance/bad attitudes. That can be self fulfilling and could do you great harm in the future. Sounds like the problem is mindset. I've seen that issue with reps at all ages. I've similarly seen older reps kill it. What are they there for? What are THEIR goals in life? Help them see that success here gets them where they're trying to go.

coletrain

Politicker

2

Account Executive

There is a point to relationship building, I do believe that.

However when the "best employee" is "all you have" and not winning, something isn't adding up. You've stated he doesn't use the CRM in another post, how do you even know he is doing anything?

Your boss, as much as you say she is bought in, frankly is not. She *said* she is in but clearly is unwilling to do what must be done.

From taking all of your posts on this, a choice remains before you: continue the push for internal change aka clean house or bail. I now lean towards this:follow that guy that left on your second day, my guess is he saw what you also did.

FranchiseSalesQB

Politicker

4

Franchise Sales QB

great feedback, I've actually started putting out feelers. And I will bring up to her about the "they're all we have" thing because if she's ok with the under performance and lack of attitude and effort then she needs to be ok with no daily sales.

coletrain

Politicker

1

Account Executive

Exactly, others make this clear but I’ll mention it too: it’s attitude not age that is a driving factor.

Kosta_Konfucius

Politicker

2

Sales Rep

Mandatory nap time to help with motivation

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

You had me at the title, lost me with the age argument.

I'm not yet in my 60s, but I know many reps who are, and who are amazing - embracing new technology, new ideas, etc.

That said, some seasoned reps get exhausted by ever-changing plans that don't stick. I know I operate better when I understand the core logic behind a plan. Even a blunt assessment of "we need to get some sales on the board immediately because the board is seeing no movement and is putting pressure on the executive team, which will ultimately lead to some very painful changes, so let's try things my way which will at the very least show we're progressing and keep the wolves at bay".

FranchiseSalesQB

Politicker

0

Franchise Sales QB

I should of painted a better picture with the age thing, being old school sales people they have all the answers and "this new guy" can't teach me anything so, the attitude isn't there nor will they put more effort because their minds "we're not a call center" is the answer I get when suggesting do more activities.

Sunbunny31

Politicker

0

Sr Sales Executive 🐰

I kind of figured that was the real source of the angst.

I'm at the point where most of my managers are younger than I am. And I realized the first time it happened, any issues as a result are on me. I can bring my best experience, but I have to be willing to adjust, take some direction, and not be a PIA to work with. I also knew that my execs wouldn't put up with poor results IF they resulted from me not performing and not being coachable or trainable. The problem for you is the lack of consequences contributing to the inability to change.

punishedlad

Tycoon

1

Business Development Team Lead

"they're all we have"

Then fire them! Holy shit!

With the amount of layoffs out there, there's a ton of hungry (younger) sales folk on the job market who would be motivated to come in a crush.

They might even be open to taking your leadership/direction seriously!

LeadMachine

Opinionated

0

Sr. BDR

I love it. The Holy Shit moment.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

From what you described, I think it’s time to clean house.

That said, it may not be feasible to do so right away. So I would bring in one or two new, younger, more aggressive sales people who will do things your way and get them to scare the older people into action.

Of course relationships selling takes a while. That is my industry. My sales cycle can be up to three or four years. That said, there’s always some low hanging fruit to pursue over the next few months. You just have to be aggressive and go after it.

Maximas

Tycoon

0

Senior Sales Executive

I hate to say this ,but if they won't stick to the right workflow and guidance from you being their manager,maybe you would consider putting em on PIP till things get right.

CRAG112

Valued Contributor

0

Account Executive

If you build it, they will come.

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