Cover of A Few Good Men (Special Edition)The last few companies I've worked with I've noticed that you have one superstar sales rep leading the way and management latches on to them as this shining example of all that is good and perfect in the world. "Be just like them" we are told time and time again. "Oh, you have a problem, well our superstar doesn't seem to have that problem, what's wrong with you" we are told time and time again. Problem is, in all the cases I'm familiar with, these superstars lie, cheat and use high pressure sale tactics to beat people into making them the top sales rep. I think the term, "don't ask, don't tell" was started by the upper management of those companies. As Jack Nicholson in a "Few Good Men" had to say, "You don't want the truth". For example, a lot of companies want you to submit a sales projection so they can have accurate figures. Well you give them accurate figures and the sales managers give it back to you and tell you to have the numbers start with you making your quota. So what happens, all upper management sees in fantasy, not the truth. So the moral of the story is there are no morals if you are the top salesperson in the company. You are golden and you can do whatever you want, just keep doing what you're doing.
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