I have enjoyed the role of building and managing sales folks for many years and this post is worth sharing. I have always believed that the most talented people – in general – are a little off-center.
My Dad used to tell me most of the world is mediocre. Boy, do I understand what that means now. So, be a little crazy and enjoy the fruits that come from challenging the world.
“Being a quota-crushing sales pro is abnormal and dysfunctional. Normal and functional is by default defined as average. Most systems are built to favor the average, not the extraordinary. That is why your best pros rebel and chafe at your systems. If you want your quota-crushing pros to perform, you have to manage them differently. That’s okay, their numbers should merit the investment.”
Brick
If you do nothing else before you leave, frame this and present it to your successor. For if he, or she doesn’t understand or adhere to this philosophy, they are doomed to fail.
Amen
Best regards,
Jon Brickman 202-302-1770