I’ve recently been catching up on the medical TV show, House. He’s a brilliant doctor who’s interested in diagnosing the diseases but not interested in his patients. He’s arrogant, condescending and a royal PITA*. He’s also one of the top doctors in the U.S. So his behavior is tolerated and even encouraged by his boss when a really tough case comes along.
Don’t we know sales reps like that? They bring in the big deals, save the company’s quarter on more than one occasion and earn more money than their boss. But they’re also rogues who don’t play by the rules, couldn’t be bothered to keep the SFA system up to date and generally ignore the rules without consequences. Their boss has a love/hate relationship with them, with love being highest at the end of the quarter.
What does your company do? Do they tolerate these reps? Embrace them? Fire them? Try to find more of them?
What would you do if you were their boss?
* PITA - Pain in the A**
All About Referral Selling 
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