Sales at any cost? The so-called "war cry" orientation in sales driven organizations are a double-edged sword?
Sales teams are often motivated by beating competition than winning the customer. Sometimes as leaders, we unknowingly breed "achieving numbers" as a culture. We fail to reinforce the rulebook as most often we assume its understood. I once told my business head "Jo bhi ho 2 Crore karna hai".
6 months later we had to terminate him as we found huge irregularities in the invoicing and false invoices against imaginary customers. My boss snapped at me by saying it was a result of my style of pressuring people to perform and only highlighting top performers. He said it was a result of winner takes all culture.
My defense was I did not ask him to cheat. But, somewhere when we highlight aggression and winning as the only badge of recognition, fair means take a back seat. After all, there are no organization awards for integrity and fair play. It is always about winners!
