Your Rep’s Goals Matter!

Credit: Chris Burton

Years ago I ruined a relationship. I ran off a salesman and wrecked one of the best friendships I had ever enjoyed. I was arrogant, naïve and immature. That's a toxic and dangerous combination.

The lost relationship was my best friend. The guy was a college pal, a workmate and best man in my wedding. We spent every weekend together for more than 10 years.

I got into sales. I convinced this guy to do the same. He joined me a year or so into my printing career. Later he would follow me to a new company. We worked together, shared success and lived it up on weekends and holidays.

As time went on my numbers grew. His did too but not as much. For the first time there was a difference in our lives and lifestyle. I was promoted and became my pal's senior manager.

I tried to help him but mostly I applied pressure. He was contributing quality work, but I thought he could do better. I stayed after him to do things "my way." He needed to be more like me...and why wouldn't he want that? Why wouldn't anyone want to be Bill Gillespie? After all, I was a sales genius.

One day we were sitting on a beach. A yacht cruised by. Arrogantly, I said, "if you would do what I say you could have one of those." That admonishment broke the camel's back.

He exclaimed, "that's not what I want. It's what you want. Certainly, you'll wind up with one. I want a screened porch on the back of my house. I'm saving money for that. I like my life."

He was right, and I was wrong. His life and career were working for him. He was successful by every measure.

Unfortunately, I wasn't smart enough to learn the lesson. I kept the pressure on and eventually ran him off. I lost a valuable salesman and more importantly a great friend.

I share this as a reminder to company owners and sales leaders. Regardless of quotas, people work for their own reasons. They want to please you, but their own goals will come first. This will always be true.

It's critical that you get in touch with what motivates your employees. Show how their goals and your goals for them are in sync. Teach how making the most of their opportunity gets them where they want to go while building a stronger company. Make it your mission to help them accomplish theirs.

I have always regretted my lost friendship. It was 100% my fault. I arrogantly assumed the company goal (my goal) was enough.

That's never true. Help them reach theirs and yours will happen on it's own.