May 24, 2010

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 4 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 -- without concern for the buyer or the client -- these reps were in making their final pitches. It was only about THEM.

I hope to h#ll my reps aren't doing that and I hope yours aren't either. It's wrong on so many levels.