In my early day’s of sales management one of my colleagues made the statement, “Greed is good.” The idea being, we want the sales team to want money, which in turn will drive them toward greater profits. It sounds right when you hear it in passing…I’m convinced it’s dead wrong.
The Good to Great Paradigm
Collins, in his book Good to Great states it this way, “All companies have a culture, some companies have discipline, but few companies have a culture of discipline. When you have disciplined people, you don’t need hierarchy. When you have disciplined thought, you don’t need bureaucracy. When you have disciplined action, you don’t need excessive controls. When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great performance.” And I would add, “When you have disciplined sales leadership, you don’t need greed – in fact it’s destructive to the trusted adviser mindset.”
Money and Character
Sales performance is largely a character issue. The fear of failure, the fear of man, lack of focus, lack of discipline – lack of endurance. These all lead to a lack of sales. Money does not change character. It has been show that a pay increase sparks excitement, but only for a short period of time. Once in place, poor character returns, and the same old habits inhibit success. Over the long haul, more pay will only direct the paid performer to focus in one area or another, not actually improve their performance.
Money and Aptitude
Money may cause someone to try harder for a moment, but skills are not acquired by greater pay, nor does one suddenly become confident with the skills they have. Seeking out new skills and practice that makes perfect, takes us right back to character. People with desire to grow and learn, are people of character.
Greed, a mindset that leads to poverty
Brian Salcido, Albert Gonzales, and others who have taken the shortcut to success have done so out of greed, not character. Their skills have been acknowledged for what they are; high-tech hackers with bad character and discernment. Greed leads people to prey on other’s weaknesses rather than working to demonstrate value. Greed causes some to recruit others, drawing them into deceptive schemes to make a buck. Greed destroys trust, ruins client relations, breeds customer dissatisfaction, and avoids accountability, leadership, and teamwork. In the end, the greedy one is found out, and while perhaps hired for their demonstration of skills, is now fired for reasons of bad character.
© 2011, David Stelzl
4 thoughts on “The Greedy Salesperson”
I agree with you. I feel that if you focus on customer relations, having knowledge of, and backing up your product, and things of this nature…. the money will come. If you are worried only for money, your focus is placed in the wrong places, leading to a decline in repeat customers, referrals, etc. Good Post!
Thanks for your comments Ezra – yes, poor selling practices have made it more difficult for the rest of us.
Great article. I found this by way of being irritated by a sales person. He was clearly driven by greed. Sometimes, I wish the sales person would SHUT UP. Especially when I’ve clearly stated—-“take my money, you’ve made the sale.” Why keep trying to “get more”?. His loss, now he has nothing, no sale.
In fact we had one of these sales calls just recently…you would think they would here the words “I’ll take it” and stop selling.