When things go right, people hope to claim credit for it. When they go wrong, the blame must be pointed elsewhere.
This is how it has gone with children and sales. When your child gets straight A’s, they get it from the mom. When they are cuter than cute, well that’s good genes on mom’s side. When the child is funny and popular and gifted, thank the mom’s side of the family. When the child smarts off or gets in trouble, it’s dad’s fault. Somehow. And moms will let dads know. “He gets that from your side of the family.”
This same dichotomy exists in sales. When sales volume is up, the team must have worked harder to make it happen. Our marketing did what it was supposed to do this month. Lead providers, digital solutions, and direct mail partners rejoice. It was single-handedly each of them that are responsible for the uptick. Right? Wrong. [Read more…]