"I'm The Top Sales Person I Can Do What I Want"
By Jeff Cairo
How many companies out there have heard this before? Is your top salesperson destroying your team?… Most likely!
Most sales teams are split into three sections. The top half (made up of a few veteran salespeople and maybe a newbie who just gets it done.) The middle half (usually the consistent bunch that helps you achieve your numbers.) The bottom half (those who struggle and rarely move the needle.)
Then there is a fourth half that stands alone. It’s the one with the arrogant “I’m better than everyone else” top salesperson. The one who deep down is actually a good salesperson, and strong closer but his persona is so debilitating to the team that it actually disrupts the entire organization.
We know the type. They come and go as they please. They rarely are on time for sales meetings if they attend at all. They are disruptive, impatient and not a team player. They are narcissistic behind the scenes but completely transform once they are in front of a customer. They are selfish and won’t help anyone else on the team and act like they are the only ones. They beef with all office and administration staff. Their direct supervisor usually cleans up after them and sweeps their problems under the rug. The rest of the team is deflated because they feel management gives the “superstar” privileges like hot leads and special schedules. They wrote the book on “HIGH MAINTENANCE”
(Now don’t get me wrong top salesman are entitled to some perks)
What does management do?
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It’s really a catch 22 for most. As a manger they have to think about the big picture. If they are trying to meet their quota set by ownership then they have to really “manage” the whole team one way and baby-sit the “superstar” another way. The upper management will scratch their heads saying to themselves weekly. “What do we do with this person” “Their numbers are good” says one manager. “Their customers love them” says another. “Yea but the rest of the team hates working with him or her” says one manager finally.
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Usually the owner will hear these meetings and say “You guys figure it out, thats why I pay you.”
Whether your selling cars, insurance, houses or widgets, bottom line is you need to have sales. And how do you get sales. You need closers. The more you have on your team the better. But at what price are you willing to pay?
It is not gender specific. Male and Female Salespeople can fall into this category!
A toxic “superstar” salesman will do your company no justice no matter how long they have been there. Organizations have an internal customer (employees) and external customers (general public). If you want to scale you have to take care of your internal customer first. You have to recruit, train, and retain to keep your team strong. That will overpower just that one “superstar” salesman.
A good salesperson should be polished, customer oriented, goal oriented, and likable. They should be willing to work in a team and be willing to help the up and coming young salesperson. They should. be humble and respectful. And finally a good salesperson should realize they are only as good on their last month. If you had a bad month work hard and try again because you will be replaced someday by the next young salesperson…