Dear Sales Coach- Overworked at Oracle
I have a new sales manager. He has a huge job ahead of himself as the last manager was in dual positions and really did not focus much effort on this geographic territory. Well, the new sales manager is constantly talking about the “big job ahead” and how he needs help etc.
He will mention he needs help with this, that and the other and I (and others) end up volunteering to do the work. Now, this is work above and beyond my job- typically something an assistant might do, and it is not stupid work, we do need the research/information that he requests, but frankly I am wrung out helping him plus doing my job. I know he is very charismatic and I got “hooked” into this; but I don’t want to alienate him, after all he is my manager, but at the end of the day I have a quota to hit and work of my own. What can I do?
Signed:
Overworked at Oracle
Dear Overworked,
I am glad that you are able to see this circumstance earlier rather than later, as you are measured on your quota first and foremost and this circumstance can have a negative impact. Here is the question I see rising from your letter- “How can I learn to say no?”
You’re on a slippery slope- as if you are good at what you do, your reward will be to do more. The more we do, the better our peers perceive us. But this is a treadmill that will not end.
So let’s get you back to a healthy balance- he is your manager, and if you fail (quota) he won’t be happy and it certainly impacts him. So ask yourself- what are you willing to commit? You will need to know when you can be a “Good Soldier” and take on a request for the “team”. But also learn the fine art of saying “No” so you’re not the constant “go to” person for these requests.
Instead of a “yes” every time, learn some quick one liners to help ward off a request for work:
“I wish I could help you, ABC client is trickier than I thought and demands more of my focus, I’ll try to think of someone who might be able to assist.”
“Let me get back to you” in the interim they might find someone else……
“I’ve got to check my schedule, ABC client need s demo next week, and I am juggling resources.”
These delay tactics can be used if you are filled up. However the problem still exists- lack of sales support for your group. If you should ever be privy to a round table discussion or an employee survey in regards to improvement, an assistant for this manager would be a good suggestion.
Good Luck!
Sales Coach
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