Leadership

Author: Carol Roby

Are sales organizations more susceptible to the Peter Principle?

By Carol Roby
May 24, 2017 Category: Leadership

The Peter Principle dates to 1969 and describes the folly of promoting someone based on past performance instead of the abilities needed for the new position. Its usually a shorthand for promoting people to the point of their incompetency. As an experienced sales person, Ive seen that what often makes a great sales person is not what makes a great sales manager. High performers focus on themselves, constantly adapting their strategies to reach their goals. The ability to self motivate helps sales people navigate the volatility in wins and losses yet remain focused and energized. High performing sales people often have characteristics such as confidence, resilience, independence, focus and optimism. Sales people who succeed have honed their specific skill set. A manager, on the other hand, is responsible for their team. They need to motivate and develop their team. Unless properly trained to manage diverse personalities, many sales managers coach and motivate their sales people in the

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