What creates a culture that makes bad management the norm? Believe it or not, this could be a side effect of not having a proper sales incentive program in place.

1. Save your company from
BAD
MANAGERS

2. Hi everyone!
This is John
He’s a sales associate at
Whatever Company

3. And he
plans
to quit
his job

4. WHAT HAPPENED?

5. Is he unhappy with his
pay or benefits?
(no)

6. Does he have to stay late
most days?
(no, no)

7. Too many
responsibilities?
(no, no, no)

8. Is he having trouble with
his manager?
(yes)

9. From time to time, you can see John at the
water cooler complaining to a coworker that
his manager “just doesn't get it”

10. "I could do his job," says John, and starts
counting all of his boss’s management
shortcomings.

11. what’s wrong with this
situation?

12. Is he jealous of his
manager’s career
trajectory?

13. Does he simply like to
gossip?

14. This situation is quite typical, and there is a
much better way to explain a hidden or an
open conflict between sales employees and
their managers.

15. The Peter Principle
A concept in management
developed by Laurence J. Peter,
which observes that people in a
hierarchy tend to rise to their
"level of incompetence."
Employees are promoted based
on their previous achievements
until they reach a level at which
they are no longer competent, as
skills in one position quite often
do not translate to another.Success
Advancement
Success
Advancement
Failure

16. “Automatically” promoted sales managers
might lack such vital characteristics as
interpersonal skills and stress management, or
even continue to compete with subordinates.

17. And they are called
BAD MANAGERS

18. “The title of a manager is too
often doled out as a reward for
tenure and connections, for a
solid performance that
demonstrates no particular
ability to deal with people, or as
the sole path of progress in [an
organization] that does not know
how to create highly valued non-
managerial positions. (Wagner,
Rodd and James K. Harter. “12:
The Elements of Great
Managing”. 2006.)

19. How do these managers hurt
your business?
• Poor leadership
• Lost productivity
• Increased employee turnover

20. “A bad manager can take a
good team and destroy it,
causing the best employees
to flee and the remainder to
lose all motivation”

21. Sooner or later, this will lead
to significant FINANCIAL
LOSSES

22. So how do we fight this "bad
manager" epidemic?
Consider a “two-track” concept:
1) Reward highly productive
sales employees with
incentives
2) Promote employees that
have excellent interpersonal
skills and are capable of
excelling in management
roles

23. To create a culture with these
two tracks, it is essential to have
a clear incentive program
strategy.
1) Get your company leadership
involved;
2) Get creative with incentive
program elements, such as
competitions, PTO, and
sweepstakes;
3) Partner up with an incentive
company, if necessary.

24. To sum up:
Not every successful salesperson
has the skills necessary to be a
manager. However, you still can
retain their talent and keep them
engaged. A well-defined, creative
sales incentive program will help
to keep you on the right track,
and finding the right strategic
partner to help you define a
program could be an essential
step in establishing the right
culture.

25. Don’t let bad managers undermine
the success of your company!
Visit our website for more valuable
content on employee engagement
and motivation programs:
https://online-rewards.com/

26. .
Cincinnati
Operations
441 Vine Street, Suite 501
Cincinnati, OH 45202
ph 888.826.0783
fx 214.242.4448
Dallas
100 North Central Expressway
Suite 1120
Richardson, TX 75080
ph (888) 826-0783
fx (214) 242-4448
WE ARE ONLINE REWARDS
building positive cultures