It's funny isn't it? How employees so badly want loyalty to be a two-way street while employers seem to see it as a one-way street? "You will give us your loyalty but when you need some, you can forget it. We have no loyalty to you whatsoever". Ever been there? Most of us have, particularly in sales.Over time it erodes any employee-to-employer loyalty because staff realise that no matter how loyal they might be, their chances of getting any back are low to the point of invisibility.
Here's an example: I had a sales guy on my team who'd been with the company for quite a few years, selling software with average order values up at $30-$50k and sales cycles at around six months. He was a solid performer, always coming in at quota or close to it and needing little management time (ie. mine). Then all all of a sudden, zero. For several months. His response? To work even harder in the belief that he had the talent and skills necessary (which he did) and that more effort and graft on his part would, eventually, turn things around. But it didn't. My response? To repay the loyalty that he had shown in previous years and give him a lot more of my time. I worked out the problem (loss of confidence) and by adding my own skills and talents to his we started to turn things around.
Eventually, we won a big one and one that the client had told us that we'd lost. We'd carried on selling and got the client to extend his final decision. He agreed
and we showed him why we were the better choice. But this isn't my real point.
Yes, I took the decision to stand by him and work together with him to fix his issues but I'm not telling you this to get a pat on the back. During the entire time of his poor performance the company was on my back to get rid of him. I had enough clout in those days to deal with it. If I hadn't, he would have been fired. So much for loyalty.
Two more examples: a sales guy who's father died while he (the sales guy) was on holiday. The company rule book said: two days for compassionate leave in such circumstances. It took him two days just to get back to his mother. I said: take as long as you need. He came back three weeks later with a burning, ferocious loyalty.
Another:a sales lady was badly shocked when her father dropped dead in the street. Same deal: take what you need. Same outcome. People can't deal with these massive traumas in two days. Any company that says "deal with it in two days" is showing a marked lack of loyalty.
We would like to hear some of your stories on this issue...get in touch.
The Sales Controversy
www.complementary-solutions.com
info@complementary-solutions.com
@SalesControvrsy
Here's an example: I had a sales guy on my team who'd been with the company for quite a few years, selling software with average order values up at $30-$50k and sales cycles at around six months. He was a solid performer, always coming in at quota or close to it and needing little management time (ie. mine). Then all all of a sudden, zero. For several months. His response? To work even harder in the belief that he had the talent and skills necessary (which he did) and that more effort and graft on his part would, eventually, turn things around. But it didn't. My response? To repay the loyalty that he had shown in previous years and give him a lot more of my time. I worked out the problem (loss of confidence) and by adding my own skills and talents to his we started to turn things around.
Eventually, we won a big one and one that the client had told us that we'd lost. We'd carried on selling and got the client to extend his final decision. He agreed
and we showed him why we were the better choice. But this isn't my real point.
Yes, I took the decision to stand by him and work together with him to fix his issues but I'm not telling you this to get a pat on the back. During the entire time of his poor performance the company was on my back to get rid of him. I had enough clout in those days to deal with it. If I hadn't, he would have been fired. So much for loyalty.
Two more examples: a sales guy who's father died while he (the sales guy) was on holiday. The company rule book said: two days for compassionate leave in such circumstances. It took him two days just to get back to his mother. I said: take as long as you need. He came back three weeks later with a burning, ferocious loyalty.
Another:a sales lady was badly shocked when her father dropped dead in the street. Same deal: take what you need. Same outcome. People can't deal with these massive traumas in two days. Any company that says "deal with it in two days" is showing a marked lack of loyalty.
We would like to hear some of your stories on this issue...get in touch.
The Sales Controversy
www.complementary-solutions.com
info@complementary-solutions.com
@SalesControvrsy
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