I work as a Sales/Marketing Manager with a media house that has 6 radio stations, 10 channels digital tv and one online business. All these have different S/M managers and their teams. The media house is converging and our department is having difficulty putting the teams together. I support the idea as it is complete duplication of roles but my other colleague do not because we still have individual unit targets. Any idea how to overcome this challenge?
I have been involved, not as a manager, in the very same thing. In this scenario, the idea of individual unit targets is frustrating and sends the opposite message to the sales team when you're trying to combine the teams. I asked a manager once if I increased my overall billing $50,000 would you really be talking to me about individual unit targets? His answer was yes? To a salesperson that appears shortsighted. If everyone on the sales team increases annual billing $20,000-$50,000 I think the discussion of individual unit targets is moot.
