Friday, October 21, 2011

I had the recent privilege of being with a good friend and major-market buyer in her office for the better part of a morning.

It happened to be at a time when she was negotiating a pretty large buy for an important, regular client.

I was amazed, listening to the discussion (she put them on speaker), of the various reps calling in making their pitch to get on the business and I couldn’t believe what I heard.

“I’m short this month and really need the commission. Do you think you can put me on?”
“We’re only getting a four share of this business and I’ve known you forever”
“My GSM is beating me up on this ... I sure hope I can get it.”

I was shocked at how selfish and without concern for the buyer or the client when these reps called making their final pitches.  It was only about THEM. 

I hope to hell my reps aren’t doing that and I hope yours aren’t either.  It’s wrong on so many levels.