In eleventh century England, King William was making preparations to go hunting in the forest. As he was getting ready with his attendants, six exquisitely crafted arrows were presented to him. After praising their craftsmanship, he kept four for himself and handed two to the knight of Poix. “It is only right,” he said, “that the sharpest should be given to the man who knows how to shoot the deadliest shots.”
Usually, it is a very difficult judgment call for a manager to reassign an important account from one salesperson to another. Whether the change is initiated by the manager or requested by another salesperson, there are times and circumstances where it must be done for the greater good of the company.
Today’s economic recession dictates that the best accounts (those with the ability to generate the most revenue) be assigned to the best salespeople (those with the greatest aptitude to maximize and close the deal). When faced with this circumstance, all parties involved must act with gracious magnanimity, rising above pettiness and overlooking insult.
Of course, sales is an “every man for himself” profession, and I respect salespeople who fight for what they believe in deserve respect. However, at times in order for the team to survive as a whole, everyone in the lifeboat has to row in the same direction. Because the sharpest shooter will make the biggest kill, there will be more than enough for everyone to feast upon later.
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Yes, & Well Said...
The sharpest shooter will definitely make the biggest kill, & hence the sharpest arrow must be in the hands of the sharpest shooter who can take deadly shots.
Posted by: Sales Management Strategy | May 07, 2009 at 03:42 AM