DESPERATION CAN BE A REAL CONCERN TO MANAGEMENT

So let’s talk about desperation in salespeople.  No matter what level of desperation the salesperson is suffering, it’s still desperation and desperation creates other on-going issues and problems, that if not addressed can have dire consequences both for the salesperson and employer alike.  So let’s investigate this further.

According to the dictionary, the word “Desperate” means “having lost hope” or “suffering extreme need or anxiety.”  Taking each of the words stated above, desperation takes on a new meaning:

1) If someone has “lost hope” they have generally lost the will to do most things.  In this instance that could mean they have lost the will to anything.  They may just go into remote control mode and stay there.  Now, that’s a worry.

2) I they are suffering “extreme need” then they could be capable of resorting to a variety of extreme measures to keep their figures up.  That could mean a compromise of ethics and integrity.  In so many cases I have experienced desperate getting the sale at any cost.

3) If “anxiety” is allowed to take a grip any number of “downward spiral type issues could follow.  Depression is one that can cause one to camouflage their anxiety making it hard for the average manager to spot.

Each of the three above is at the extreme, but it is well worth noting them all at this point.

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