This is a short story about Dewey the Great Producer. This is a 3-Part story with 3 different endings and 3 different lessons. Each day will be a new ending and a different lesson so stay tuned!
Part #1: The Story
Dewey was a loyal and devoted company man who was a great sales producer. He worked hard, his customers loved him, and he always exceeded his sales goals … so they made him a sales leader. When they announced his promotion at the annual sales conference no one was surprised, everyone knew Dewey would be a great leader. Why? Because he was a great producer, he always hit his numbers, and everyone loved him!
6 months into his new position after the newness of the promotion wore off Dewey started to wonder if he’d made a mistake. His salespeople didn’t sell like he did, they didn’t talk to their customers the way he did, they certainly didn’t think like he did, and no matter how many times he told them what to say and how to say it … they never did it quite right!
So being a person who always grabbed the bull by the horns when it came time to get things done, he created Dewey’s 10 Golden Rules for Selling. For the next few weeks he drilled these rules into his people’s heads. And his people started changing … for a little while. 6 weeks later he saw that everyone was reverting to their old habits. So being a person who always grabbed the bull by the horns when it came time to get things done he came up with a bigger and better list, Dewey’s Mandatory 25 Golden Rules for Selling and this time he told his people that if they didn’t want to follow the rules they should probably find another place to work because things needed to change!
Well things did change … his top producer left because she felt like she couldn’t be herself, she was being forced to sell like Dewey. None of his people wanted to take him on sales calls because he stepped all over them during the sales process in an attempt to “close the deal” and walk out with the order in his hand. His boss started asking him why the success he had as an individual producer wasn’t translating into sales success for his entire team. Even his wife started telling him that he just wasn’t much fun to be around anymore and asked him to stop being so hard on the kids. Things were changing alright … just not how he had imagined when he first took his new position as a sales leader.
Ending #1: The Sad Version
Dewey was frustrated to say the least, he decided that the company was changing, so being a person who always grabbed the bull by the horns when it came to change, he decided that he needed to change companies. So when one of his competitors called and offered him a sales position making more money as a sales producer than he was making as a sales leader … he jumped on it. He missed selling, he missed “closing the deal,” AND he most certainly wasn’t going to miss being a babysitter to a bunch of salespeople who never did what he told them to do!
So he left … and the company lost a great producer, their 10 best customers, and a whole lot of revenue. To make things worse they lost him to their main competitor, the same one who stole their last top producer.
Morale of the Story #1: Great producers don’t always make great leaders, be sure you choose your next leader wisely!