When you hear someone say Gia, what immediately comes to your mind?
Is it Gia Carangi, the famous fashion model from the 1970s and early 1980s?
Is it Gia Carides, an Australian actress, known for her portrayals in Strictly Ballroom and Brilliant Lies?
Is it the Gemological Institute of America (GIA)?
Is it the Gaming Intelligence Agency (GIA)?
What does the acronym GIA mean?
I – Incompetence
A – Arrogance
So is GIA hurting your sales department?
Let’s take a look –
Greed – is greed harming your abilities to meet or exceed your sales quota because your sales manager is hogging most of the good accounts? Does your sales manager have an insatiable appetite for taking most of the good inbound leads and leaving you with mostly table scrapes? Is your sales manager so selfish with his time, that he offers you little or no coaching to help you?
Incompetence – is your marketing department doing a lousy job providing you with good qualified leads or prospects? Is your marketing department doing a terrible job gathering intelligence on your competitors? Is your marketing department unable to provide a good snapshot of the best prospects you should be targeting? Is your marketing department so incompetent that they couldn’t find high-quality trade shows for you to attend if you pinned them on a map?
Arrogance – is your sales manager or the owner so arrogant that they don’t want to consider your ideas or suggestions? Is upper management so arrogant that they ignore your proposal for getting a better compensation package? Is your company so arrogant that they don’t gather feedback or suggestions from their customers?
You might be able to handle one of the three predicaments above and survive. For example, while your sales manager may be stingy, if your marketing department is doing an excellent job, you may have enough leads and prospects to earn a good income. But if you have to deal with all three problems, it’s time to find a new job.
So is your sale department suffering from GIA?
Please let me know.
Note: If you like this post, please read my book Advice for New Salespeople: Tips to Help your Sales Career.