The Sales Archaeologist

I continue to be amazed by the number of failing Sales VP's and Managers that continue to say that they get it, know what they are doing, are experienced sales pro's, have it all figured out etc...in spite of miserable results. Dave Kurlan blogged about this the other day in the article But I'm a Sales Guy! The Story of Motivation and Compensation . I have had a number of conversations since then and these guys (and gals) really are amazing.

Ben Hogan, one of the greatest golfers of all time, could have said I get it, I know what I'm doing, I'm experienced, I've been here before, etc...and if he had said that it would have been fine because the results were there!  But he didn't say that - he took advice, he was coached, he was analyzed and he practiced to the death.  As did Jack, Bobby Jones, Arnold, Tiger and any other great athlete.  So who do these guys (and gals) think they are?  And shame on any CEO or Board that believes them or turns a blind eye.  If the results are not there - THEY DON'T HAVE IT FIGURED OUT!

That said I am really tired of the know-it-alls and I made sure they received a copy of this posting.  I invite them all to comment and explain their side; maybe we are missing something?  Please explain why your company has not grown, why sales are off, why the pipeline is lousy and why you are not where you should be (and you cannot blame the economy).  Why did others in the company suggest we talk? Why did we talk?

I managed a top performing team for 8 years and although I admit I could be a little cocky, it was nothing compared to this blind arrogance.  I would accept help and knew I didn't have all the answers  (maybe that is why I was a top performer through good economies and bad, unlike these folks).

So Greg, Jim, Paul, Scott, Barry, Bill - you know who you are - the gauntlet has been thrown down. I welcome your explanation of your self estimated yet unfounded brilliance?

Ben Hogan could teach you all a thing or two, not about golf, but about selling!