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Sales Leadership
Sales Management Challenge: How Do You Manage a Salesperson Who Ignores Chain of Command?
Sep 17, 2013 | Lee Salz lock
Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a challenging sales management situation. Read about it, then click below to view the responses that other sales managers have submitted and weigh in on how you would handle the situation.
 

 
The Situation:
When you joined the company as Vice President of Sales, you set an expectation with your salespeople that you are a "chain of command” operator. In other words, any and all sales needs are to be channeled through your office. Whether the salesperson needs pricing, customer service help, etc., everything is to come through you first.
 
Then there is Austin. He does things his way. When he wants pricing, he goes to the CFO. When he has a client issue, he goes to the Vice President of Customer Service. He’s even gone to the CEO to brainstorm on deals. 
 
How do you know that Austin is doing these things? You get calls and emails from your fellow executives. Sometimes, their way of handling Austin’s needs are not philosophically aligned with yours.
 
On several occasions, you’ve addressed the "chain of command” issue with Austin. As you have the conversation with him, he appears to understand, but he continues to ignore your requests. That said, Austin is one of the top salespeople so you don’t want to run him out of the company. At the same time, other sales team members have seen Austin’s behavior and feel he is getting special treatment.
 
The Challenge:
How do you get Austin to operate in alignment with your management direction - or can you?
 
The Solutions:
Take the Sales Management Challenge. Click below to view the solutions proposed by other sales managers and contribute your own.
 

Other Sales Management Challenges
 
View more sales articles from CPSA’s Knowledge Centre.
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