DeWese--No Holding Back On Sales Slackers
Norman sleeps in and watches TV until it's time to go to the bar. It worried him that Uncle Horace or someone at the plant might disturb him so he has cleverly programmed his cell phone and home phone voice mail to answer, "Hello, this is Norman Acherwald. I'm busy meeting with a customer now, so leave a message when you hear the tone."
Norman makes my Rogues Gallery for living a lie. He confided to me, while suffering a fit of contrition, that so far this year he's actually made 11 face-to-face sales calls while reporting 328. His job hit rate with the three accounts he was given is 12 percent. The hit rate for the handful of "developing accounts" is 4 percent.
Once in a while, especially when Norm has a real bad hangover or when he's watching one of Oprah's inspirational shows, he will vow, pledge, swear to himself that he's really a great salesman and he's going to make some calls and become a winner. Then he rolls over and takes a nap.
Congratulations Norman, you are finally famous!
My next individual is Ellen Kay Pearce. For several years Ellen Kay was a fair-to-middlin' sheetfed salesperson at Golden State Litho in Merlot, CA. Year in and year out she'd sell $500,000 to $600,000. In 1997 the company had annual sales of $12.5 million generated by nine salespeople. That was the year the sales manager quit. The former sales manager had been a selling sales manager who sold nearly $2 million annually and had little time to actually manage the other salespeople.
Ellen Kay wanted the sales manager job. She had always believed that she could motivate and manage other salespeople. Ellen Kay is single, has time on her hands, and is a self-improvement freak. She has read dozens of books on sales performance. She listens to tapes and attends sales motivation seminars regularly. She has paid big money to attend "happenings" where she's walked on hot coals, eaten various insects and has been to Outward Bound four times.