I had a fantastic weekend caddying for an LPGA player in the Symetra Tour’s Credit Union Classic in Syracuse, NY. I’ll write about this in a future post. You won’t believe what happened.
Why do good people leave your company?
One study revealed 89% of managers believe employees jump to another company for more money.
Saratoga Institute’s 2003 survey of 20K workers from 18 industries, in addition to dozens of other research studies concludes 88% of the time, employees leave for reasons other than money: job, manager, culture, etc.
Case in point.
Yesterday while going to replenish my inventory of mock meat for my vegetarian diet, I ran into Mo, the car salesperson in the Wegmans parking lot.
I asked her how it was going. A few weeks ago, she left the car biz because she worked for a helicopter manager. You’ve heard of helicopter parents? Mothers and fathers that hover over their kids watching their every move.
Mo was being smothered.
Mo didn’t leave for –mo- money. She’s one of the 89%.
Let’s take a closer look at last weeks resignation letter from the VP of Sales.
Here’s a few reasons why the VP decided to jump ship:
1. Unrealistic Goals Set By Management
VP’s management created sales goals based on an arbitrary study by a so called industry guru. In addition, management didn’t listen to the VP’s idea of what the real number should be.
The sales dude on the street is the closest to the action. Listen when they speak.
2. Too Many Items On the To Do List
VP was given a biz dashboard that measured 16 variables. This craziness was slowing him down as well as affecting his family life.
Pick two or three things to measure and do them very well.
3. You’re Not Listening To The Customer
It’s not about the product. In fact, for the most part, it’s never about the product!
VP provided a list of the problems facing their customer. The development department preferred to come up with something that was cool and bleeding edge.
To win market share, listen to your customer and provide solutions to solve them. Period.
The common thread in the resignation letter was management’s refusal to listen to the VP of Sales. Why? Because they think they know better. When in fact, they haven’t a clue.
I call these executives, empty suits. They walk around thinking they have all the answers. When in fact, they’re leading by position vs. asking the team for help.
Guess what? When empty suit makes a decision and it doesn’t work out, who do you think they blame? The VP of Sales.
This is called a No Win situation. Reason why VP of Sales said “Check please!” He’s outta there.
Describe a time when your leadership team thought they knew what was best for you, yet didn’t have a clue on how to really solve the problem?