Throughout the past few years I’ve
written a variety of posts pertaining to hiring & firing of both sales
people and clients. Yes, it is a touchy subject, and yes it oftentimes does not
end pleasantly. But, every so often, as in personal relationships, two people
or two companies can end up being better off once the breakup takes place. In
fact, the breakup may strengthen the relationship.
I was reminded of this recently when I
was asked to assist with the parting of ways between a sales professional and
his employer. Gabe, the sales professional, is a truly personable individual.
The “really good guy” in the group. He is pleasant and easy to talk to. He
tries hard to make people comfortable in the business setting and on the
telephone. Unfortunately, sometimes one just has a black cloud over their head
for a while. Sales became more and more of an obstacle course. As one obstacle
would be pushed aside by a closed deal, it then seemed as though ten more
obstacles appeared.
For Gabe’s employer, patience in sales
performance became an obstacle for them too. I counseled the company for some
time on how to work on change plans and growth plans from the sales team side
of the business. Unfortunately, the topic of Gabe began to dominate planning
meetings. It was never an exciting topic because he was hitting home runs,
rather it was a disappointing topic due to poor sales performance. All the
while everyone complimented his personality and desire to remain steadfast in
selling for the company.
Eventually a decision had to be made,
one that meant Gabe needed to leave the company, and he could do so of his own
choice or be terminated. Not surprisingly, because Gabe was not bread with a
sense of entitlement, he chose to resign. He recognized the struggles he’d had
for many months, and although not one to quit, Gabe also was a realist. He knew
that by staying it was nothing more than a matter of time before he would be
terminated. He had missed quota too many months to make up ground.
Gabe took the high road. He was
overwhelmingly complimentary of the company. Without hesitation he contacted
his clients and prospective clients. Without going into detail he shared with
them that he was parting ways, but that the decision was more than amicable, and
one that would allow him to pursue new opportunities. He made introductions to
other team members, and he then followed up on his own time, to make sure these
clients and prospective clients were being taken care of.
There are many who would part ways with
their employer and never speak again. Instead, Gabe has stayed in contact. He
has made an introduction to a new prospective client and he’s referred a sales
candidate to the company. If he has hard feelings, you’d never know. Not
everyone is cut from the same cloth as Gabe. My hope behind this week’s post is
simple, learn from Gabe on how to be humble, you may find that you’ll be better
friends after the breakup. And, you never know when your paths may cross again.