Thread regarding Cengage layoffs

INDOMITABLE RVP’s & DISASTROUS DM’s

Any word when the illustrious and virtuous RVP’s get the axe along with their loyal and enigmatic DM’s? ;)

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Post ID: @OP+11Mk4loA

7 replies (most recent on top)

Let's face it, all the real talent left that company eons ago.

What's left are the dregs, the also-rans, the newbs and the clueless. And yes, this observation applies from the C-Suite to the groundlings.

Cengage hasn't been competitive in years.

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Post ID: @1nvl+11Mk4loA

@11Mk4loA-1ogv I don’t disagree with you. It is clear and always has been. However I have seen my manager go to bat countless times for our team and the individuals on it. Not just at times of layoff. The fact is, they are clearly the ones charged with holding the peace and keeping the reps focused and motivated while decisions and directives come down from above. Try to imagine yourselves in that position for a moment.

It is also clear the trolls throwing mud are also the same people that blame others for their own lack of real success. I truly pity them and their miserable lives.

For those sticking it out, I commend you. I have a family and mouths to feed. I don’t care if I’m selling CU or rubber vomit as long as it puts food on the table and a roof over the heads of my family. I don’t drink the kool aid, I think for myself and work for whatever the bonus goal is. I’m here to get paid and I don’t hold my manager accountable for those on the team incapable of thinking for themselves.

At the end of the day, if I get cut, I will take my severance and move on. I have the skills and track record to do so. That’s life. No one ever said it was fair and the fault will not be that of my manager. Those wanting to blame their manager need to grow up.

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Post ID: @1rlu+11Mk4loA

Yes ... The DMs and RVPs have absolutely no power or influence. Empty suits. Paper soldiers.

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Post ID: @1lhr+11Mk4loA

Such lofty and mannered lectures beneath this post.
Thank you for the precise and magnanimous rationing of correct-think.

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Post ID: @1vxx+11Mk4loA

@11Mk4loA-1pwb The RVP's and DM's have no say in what cuts go on–so there's no fighting for anything. They are somewhat caught in the middle but if they didn't see this coming, then they have no business being in management. All the DM's and RVP's can do right now is remain professional and keep their teams focused, motivated, and staying with the day to day. Once they layoffs are complete, they just get assigned a new team and move forward. There is no fight to keep – it's a numbers game, geography, and where they rank with salaries/tenure. It's a complex layoff so no one will care how many years of making goal someone has made, how many children they have, what medical bills someone has...it's terrible all around but just want to share that middle management has no say with layoffs.

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Post ID: @1ogv+11Mk4loA

@11Mk4loA-1pwb There are some decent and human ground-level leaders, to be sure. There are also some very, very bad apples in that bunch. Let us be clear on what is meant by that observation.

A good DM will advise and lead their sales reps using common sense as a guide. The very best DMs help reps distinguish the corporate b.s. from the valid initiatives and projects. The very best DMs (and I had a few at Cengage) will say "look guys, this report is largely a waste of time and not at all helpful to us, but this is coming from on-high so please give me XYZ - but don't spend more than 10-15 minutes on this, okay?" A good DM will help place corporate initiatives in context for reps. CU is an excellent example. CU is and was, quite obviously, a bad idea - and yet it was the big whoop-de-doo up and down the corporation. To ignore CU in pursuit of traditional sales was to put one's butt on the line - but to concentrate on CU was to sell yourself into a losing sales year. So - what to do? The best DMs would lead you on the "what to do?" question. Pursue CU where it makes sense (in schools and for adoptions where sell-through is terrible) and spend the bulk of your time doing the traditional pub rep job.

Had more DM's done more guidance such as described above, perhaps Cengage would have lost less cash over the last twelve months or so.

As for the RM's, they are completely redundant. 100% of them. One of the first things KS did when taking over sales-side was to try and replicate what had been the Pearson sales team model by adding no less than two new "layers" of middle-management into the mix. Where at Thomson there were only two levels between individual sales reps and Sales Leadership, Cengage now had a total of FIVE layers between indi sales reps and Sales Leadership. Ridiculous! All that accomplished was to add cost and weight to what had been a pretty nimble and responsive sales organization.

The smartest thing Hansen could to right now would be to strip those extra layers of mid-levels out of the equation.

As for DMs, it is very much an individual equation and yes - there are some REAL duds in that mix!

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Post ID: @1isp+11Mk4loA

You mean the people constantly fighting for their teams? You know nothing. You’re up at night thinking about yourself. Those RVPs and DMs you refer to are the ones caught in the middle, looking for any possible way to keep their Reps from being impacted. You could make it easy on everyone and remove yourself from your position, assuming you’re not just another troll.

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Post ID: @1pwb+11Mk4loA

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