What is the sales management style at Top Hat and how does it impact the success of the sales team?

Question

Accepted Answer

Unfortunately it's micromanagement. It's understandable to want to track activity in the CRM but it goes beyond that at Top Hat. They also shame people publicly on team calls who are at the bottom for tracking, time working in the field, opportunity movement, etc. There are dashboards named "Don't Be On It" and the CSM team has a dashboard of shame. The company likes to talk about how focused it is on employee wellness but it doesn't seem to apply to the sales team. Even if you are traveling and working on campus for a week, they will question why you didn't get 50-100 phone calls in on top of that. One manager actually told one of their account leads they are told by senior leadership to lead with micro-management even though they don't want to. I was told travel was up to me when I interviewed and then was expected to be traveling at least every other week during the college academic year.

Answer

depends on the team leader. I was lucky to have a non micromanaging leader however expect activity to be the priority of their agendas.

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Micromanagement not matter if you need it or not (hit quota or not), especially from the Director of Sales, who had 8 different positions in the last 2 years

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Very high stress environment in my experience, high level of micromanagement and tracking of sales activity. When I was there we have crazy metrics like 60 to 80 daily dials and 100+ email. It got so bad that some of accounts black listed us and it just ruined relationships and you’d still be expected to go and sell into these schools. Some schools legit hated Top Hat because of their high sales tactics that they had warnings on their website.

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Anonymous Q&A

What is the sales management style at Top Hat and how does it impact the success of the sales team?