Know the signs that could hurt your performance
When you hear someone say Gia, what immediately comes to your mind?
Is it Gia Carangi, the famous fashion model from the 1970s and early 1980s?
Is it Gia Carides, an Australian actress, known for her portrayals in Strictly Ballroom and Brilliant Lies?
Is it the Gemological Institute of America (GIA)?
Is it the Gaming Intelligence Agency (GIA)?
If someone describes your sales department being plagued with Gia, run, don’t walk, as quickly as you can before your sales career ends up in the dumpster.
What does the acronym GIA mean?
I — Incompetence
A — Arrogance
So, is GIA hurting your sales department?
Let’s take a look –
Greed — is greed harming your abilities to meet or exceed your sales quota because your sales manager is hogging most of the good accounts? Does your sales manager have an insatiable appetite for taking most of the good inbound leads and leaving you with mostly table scraps? Is your sales manager so selfish with his time, that he offers you little or no coaching to help you?
Incompetence — is your marketing department doing a lousy job providing you with excellent qualified leads or prospects? Is your marketing department doing a terrible job gathering intelligence on your competitors? Is your marketing department unable to give a good snapshot of the best opportunities you should be targeting? Is your marketing department so incompetent that they couldn’t find high-quality trade shows for you to attend if you pinned them on a map?
Arrogance — is your sales manager or the owner so arrogant that they don’t want to consider your ideas or suggestions? Is upper management so arrogant that they ignore your proposal for getting a better compensation package? Is your company so proud that they don’t gather feedback or suggestions from their customers?
You might be able to handle one of the three predicaments above and survive. For example, while your sales manager may be stingy, if your marketing department is doing an excellent job, you may have enough leads and prospects to earn a good income. But if you have to deal with all three problems, it’s time to find a new job.
So, is your sales department suffering from GIA?
Only you will know for sure.
This post was originally published on my blog, www.dononselling.com
Don Lee is the author of — Jumpstart your Sales Career, Help for New Salespeople.