Tweet

Former IBM Pro Lashes Out Over Sales Assessment

Written by: Dave Kurlan

Article Overview: A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn't know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.

Former IBM Pro Lashes Out Over Sales Assessment

A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to calling me a toad, Bob said that in the eighties he used to sell and manage at IBM and he led the top performing team. He finished by letting me know that we didn't know what we were talking about and, by the way, he would be picking me up at the airport for the kick-off of their national training initiative.

It was a quiet ride (his choice) to the site of the training, where, for the first three hours, Bob stood in the back of the room, stoic, arms folded, attempting to intimidate me through his thick, black glasses. (I don't think it's possible to accomplish the intimidation thing with me but he did try really hard!)

At the lunch break Bob approached me and said, "You know, I've learned more about sales and sales management in the last three hours than I ever learned at IBM. I've reconsidered what I said to you on the phone. Your assessment was right on. I don't have the skills or the strengths you've been talking about. At IBM, we were the market leader, people wanted to buy from us and all I had to do was leverage our position in the marketplace. I apologize for giving you a hard time. But you're still a toad."

Even today, brand leaders, price leaders, and technology leaders all have a false sense of sales and sales management competency. Are they truly succeeding because of their sales and sales management effectiveness? The true tests always come when these successful sales executives leave to take a position at a company that is under performing. Can they repeat the magic? Can they extend their track record? Can they add another success to their resume?

Most find out, and rather quickly, that it ain't so easy to join an underdog and succeed without a deep set of sales competencies, disciplines, strategies and tactics. Sadly, the executives that hire them find out too, that when they hire a sales or sales management star from a well-known company, their expectations will often fail to be met.

Related Articles
  Case History - How Not to Hire Salespeople
  When Salespeople Perform Poorly on OMG's Sales Assessment
  Recruiters Fear Sales Assessments
  Many Recruiters Fear Sales Assessments
  180 and 360 Degree Assessments for the Sales Force

Article Tags: brand leaders, eighties, false sense, hard time, intimidation, leverage, lunch break, management competency, management effectiveness, market leader, price leaders, regional manager, regional managers, sales executives, sales management, successful sales, technology leaders, toad, true tests, underdog



Related Forum Posts
Re: looking for partner - Partnerships in business can be tricky. Most partnerships fail. Here are a few points to ponder before starting a partnership: - Should have common goal and vision - Level of commitment in business - Expectations from business and each other. - Good sense of self-worth - Financial Position – Have a good experience in related business with strong financial standing I suggest you to go on Google type “Partnership Assessment form” and Partnership Assessment Tool” You find some good results. Further apart from this forum look into on social media and business sites.
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
taxes in canada - Well in Canada we only have a few provinces and the Sales tax is slightly different. Here in Ontario the Goods & Services tax has reduced to 5% from 7% in the last year due to the promises made by the government in place.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Executives and Elevators Perfecting That Pitch

Starting a Business a Brave Move or a NoBrainer

Halloween Howl Seven by Author Paige Agnew

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.