I’ve seen senior sales managers who, during a hiring interview, get quite excited about a sales candidate when that candidate says that he will be bringing a book of business with him, or all his customers, etc.
I can almost hear the mental cash registers ringing in all those sales that will result from this new-found source of sales leads. Once the ringing dies down, the reality often sets in.
Reality #1 is that most customers’ allegiances are to the company, not the salesperson. Confident though the salesperson may be about his hold over his clients, the fact is that most people bought the company’s product or service, and not the salesperson. The salesperson was simply the medium through which the transaction occurred and, pleasant as the salesperson might be, he’s not the primary reason why the sale was made. The prospect needed or wanted what the salesperson was selling.
Reality #2 is that the ethics stink. The salesperson’s ethics that is. Even if the salesperson could bring all or most of his clients with him, how would you feel if he took all or most of your clients when he moved along at a later date?
Is that the kind of company you are? Is this the kind of salesperson you want representing you. Questionable ethics in such a visible area may be an indication of questionable ethics in other areas. Beware.
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Brian Jeffrey is the creator of the Sales Temperament Assessment. For over 20 years, companies have used this tool to assess thousands of salespeople and make even better hiring decisions. Brian has spent over four decades in sales as a salesperson, sales manager, consultant, sales trainer, professional speaker, and writer. Brian is the author of over 100 articles on sales and sales management. |
