How to mitigate the Peter Principle's effects in your sales team
Published on Oct 16, 2018
If you have a system of promoting your best salespeople to management positions, you need to watch this short video...
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PRESENTATION OUTLINE
How to mitigate the Peter Principle's effects in your sales team
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"In a hierarchy every employee tends to rise to his level of incompetence."
Dr Laurence J. Peter
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i.e. If you perform well in your job, you will likely be promoted to the next level of your organization's hierarchy...
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...and you will continue to rise up the ladder until you reach the point where you can no longer perform well.
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If you have a system of promoting your best salespeople to management positions, you need to know that...
FACT:
Sales performance is negatively correlated with performance as a sales manager.
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You don't want to lose your best sales rep, only to gain a mediocre sales manager!
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In extreme cases, the Peter Principle may result in company-wide mediocrity.
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60 percent of companies rate the quality of their leadership as less than high.
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Here are our 6 Tips on how to antidote the Peter Principle:
#Tip 1:
Promote salespeople who are collaborators and team oriented, not ‘solo’ operators.
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#Tip2:
Give them the resources and development needed to be excellent in management.
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#Tip 3:
Find alternative ways to reward top performing salespeople instead of a promotion to management.
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#Tip 4:
Identify what unique skills are required by each position before you promote an existing employee.
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#Tip 5:
Test your employees’ leadership abilities in a temporary role.
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