I was talking to a friend recently who is part of a company that seems to restructure about once every 6 months. And their tactics are absolute killers and shouldn’t be missed … so I’d like to share these secrets you.
Here are some TRUE accounts of killer business practice:
My friend, who works in an area of quite specialist knowledge, has now been moved in their job no less than four times over the past year. Just as they have turned sales around to well above the target level with a continued increase in projected sales … they get moved to a new territory or new customers. Usually their hard-worked territory is given to a newcomer with no experience. A true killer! What better way to demotivate. The secret is that this is done just around the times when bonuses are due so they miss out on that too. Excellent.
As with so many businesses, they spend a lot of time in meetings! Best practice, best tactics and best strategies are thrashed out amongst the team … and then they’re told the strategies for the next (usually undefined) period by mangement without reference to their discussions. Brilliant! Waste time allowing your staff to contribute to the company’s future and then ignore it all. A true stroke of genius. After all, what do they know? They only spend their time interacting with their customers and understanding their needs!
Here’s a great tip … allow your staff to greatly exceed their sales targets (by as much as 50%) and then give them a real rollocking for not visiting their customers enough!! Undoubtedly, the fact that the individual has used their wisdom and discernment to visit key customers on their patch, ensuring maximum sales (and profit?) goes against the company ideal of making money! So, forget reward and motivation, just employ another killer tactic!
Why not motivate some of your staff, who after all have worked flat out over the past year, by telling them that they have been rather negative towards the company’s ideas (are you surprised?) and therefore, they will not be getting a pay increase. True wisdom.
Why not set your team objectives, then change them after a few months … at least three times? After all, if we spend too long actually understanding our market and then moving strategically within that market we may be too successful! Surely, it’s much better to make lots of noise in all sorts of different directions (even if not to our actual customers) so we’re seen to be busy. I seem to remember not too many years ago the slogan was something like ‘Work smarter not harder‘. But hey, that was in the old days (1990s!!) so has no relevance to us today. Times have changed, situations have changed, economies have changed and are still changing. So once again, common sense prevails … or not.
What saddens me is that all of these scenarios are true and that such companies really do not give a damn about their employees. They wants profits, and often at any cost, yet they are so tied up with their systems and processes that they actually miss true quality when it is in their ranks. So even when these people achieve what the company wants, the managers miss it, or even worse, criticise and demotivate rather than encourage and build for the future. They are more concerned that all the boxes have not been ticked rather than the fact that they have been successful. Common sense (and humanity) have gone out of the window. Such companies do not deserve their staff … but they do deserve to go belly-up (which sadly never happens).
But, as we listen in on their training sessions, we hear statements like, ‘Motivate your staff’, ‘Encourage your staff’, ‘We’re all part of the same team’ and ‘Let us know how you can help and let’s all work together’. And I hear the unified response of the team as they leave the training room … “B****cks!”
So now you’ve learned these secrets, just send me your $10000 and I’ll let you download them for free!
Until next time …