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With Manny in LA LA Land the Sales Force Can Produce

  
  
  
  

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

I posted this article earlier in the week before Manny Complainez was traded to the LA Dodgers. Mike Carroll posted this article earlier today.  The King of Self-Centeredness was granted his wish and sent off, leaving his teammates relieved, happy, and excited about their team's future.

When your prima dona sales reps resign, your remaining salespeople feel the same way as Manny's teammates. Let's go sell because there's nothing distracting us now.  Let's set some records because there's nobody bringing us down.  Let's make some money because there's nobody trying to hog all the attention. Let's have some fun because now this is a fun place to work.

Bye Manny.

Hello Harmony.

I'm looking forward to seeing the Red Sox climb out of the dark hole they've been in the last several weeks.

While this is an obvious issue for leadership, it's also somewhat of a recruiting issue.  It's leadership's responsibility to make the decisions to get rid of the Manny's that cause the problems that prevent everyone from producing to their potential.  It's part of a company's overall recruiting strategy to have a termination policy.  What's yours? 

(c) Copyright 2008 Dave Kurlan             



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Posted by Dave Kurlan on Fri, Aug 01, 2008 @ 02:56 PM

COMMENTS

Dave, just yesterday I visited with the president of a company who wanted me to hire a sales manager for his organization to replace the one that had quit. As I was leaving the building one of the sale people came up to me and told me how happy he was the previous sales manager had left. As he put it, “Our previous sales manager was so full of himself, he was never available, didn’t spend time with us in the field to coach or mentor, debrief calls or do any planning. He went on the say how the manager would spend his time in the office reviewing reports and then do nothing but criticize the sales force. The sale person went on to say he was a top producer, always exceeded his business objectives and did not need someone coach him was just tell him to do better. In closing the salesperson told me the X sales manger went to the competition and by doing so had given the company he had a left a competitive advantage just by not being there anymore.  
 
We had evaluated the sales force and by using the OMG process. We know we will hire a sales manager with skills and strengths the sales team will need to support their growth and the growth of the company. 
 

posted on Friday, August 01, 2008 at 4:06 PM by Al Turrisi

Comments have been closed for this article.