Dear Rohini,
Though I tried analysing the situation in my last post, I had not offered you the solution. The solution could be as below:
a) Please lie low for a few weeks or months. Whatever may be the provocation from the sales manager, do not react. Take it in your stride.
b) Do the strength and weakness analysis of the sales manager. Identify which weaknesses are detrimental to the company.
c) Identify whether there is anyone against the sales manager within his department. Is it possible to instigate this person against the sales manager? What I am suggesting is morally objectionable. Nevertheless, if it is in the interest of the company, nothing wrong to be manipulative.
d) In the meanwhile, understand how the sales department functions. How do they bring the revenue? If possible accompany the salespersons to the field to understand the working of the salespersons. In many companies, this is an acceptable practice. Not just sales, but the HR professionals are expected to know production, operations, warehousing and so on.
e) Identify scope to reduce the cost either in your department or in some other department. This will catch the attention of the top boss of your company.
Final comments: - One just cannot have generous or noble intentions to develop the organisation. While executing those honest intentions, one may face resistance. This is what could be happening in your case. In such a case, you may have
to take up the cudgels. The cudgels could be political also.
Thanks,
Dinesh Divekar