I've seen it all before.
Just look at the Sunday newspapers. It's littered with ads
for 'good salesmen' and 'closers'.
Just read those carefully and what it really means is this.
salesman wanted to make me rich'
really works because you only get two types of salesmen and these are
the bad ones and the good one.
Most of the people that
show up can't sell.
They are the bad ones.
You might think that this is the worst thing that happened to
you. But this is not so.
thing that happened to you is that you found a good salesman and this
When he starts to realize that
he is the best salesman you have then he will start pressuring you
for a bigger and bigger cut. And if you let him go you may lose
a significant portion of your sales. I've seen that significant
number be as high as 50%!
Or, he may simply find your
competitor that will be happy to contract with him to sell the same
product or service you have and give him a higher commission.
In which case he will leave with your customer base and there's
nothing you can do about it.
Here is a
situation I was called on to save.
He was a manufacturer of
industrial clothes hangers made out of steel and then chromed.
You've seen them at the department stores with clothes hanging from them.
I got a phone call and the
caller was desperately asking me to help this manufacturer. I
went there and saw his big building with steel rods all over the
floor as well as semi finished product laying about. There were
no people in the factory. I then walked into the second floor
offices and walked into the owner's office.
There he was, sitting behind
his desk, pale as can be just staring at the wall in front of
him. I thought he was having a heart attack.
I introduced myself and told
him that his friend had called me and ask I come over to see if I
could help. I asked him what had happened.
He told me that he had hired a
lady about three years ago that was a good salesperson. She had
gone out and gotten him all kinds of business. He was very
happy. But last month the lady simply didn't show up for
work. She had simply quit by not showing up.
But what he noticed in this
month was that his customers were not re-ordering. He had lost
his best customers that accounted for more than half his production
and now the overhead was creating huge losses. He had
tried calling those customers and got all kinds of excuses about why
they were no longer buying from him. He quickly ran out of cash
and couldn't make payroll so his production people left.
happened is that his good salesperson had taken the accounts and
found a competitor that was more than happy to produce to order.
She had loyalty to her family first and to her employer last.
It was too late for the
business owner. He was out of cash and out of sales by the time
I got there. I left thinking that all this could have been
averted had he called me to help him create a
MARKETING PROCESS THAT HE OWNED AND NOT ONE THAT HIS SALESPERSON OWNED.
But of course, business owners
that are doing well haven't a clue how vulnerable they are.