Tag Archives: behavior

Does Your Best Salesrep Behave Badly?

25 Nov

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**

Is the customer always right when they're wrong?

25 Sep

Many companies have the mantra that the customer is always right. I personally don’t subscribe to that sentiment although I do believe the customer should always be treated as if they are right. But what about prospects, ie future customers?

I had a one-on-one web presentation scheduled with a prospect. I spoke to them on the phone where we confirmed the date, time and agenda. Then they accepted my Outlook meeting request.

And then never showed up! Never cancelled either, just did not show up. Is that rude? Acceptable behavior? Common but unfortunate behavior?

My admin gets the prospect on the phone and reschedules the call. Again, the prospect accepts the meeting request. Want to guess what happened next? NO SHOW! No excuse, no phone call, no flowers, nada.

Well, they’re not a prospect any longer. But what would you do next?

  • grab a drink and forget about them
  • call and berate their boss for hiring inconsiderate jerks
  • call their boss and continue selling

What would you do?

PS - thanks to techsupporthell for the picture