This is the question I was asked nowadays by an HR person whom I respect a lot after he had some interaction with some of his sales persons.
And my answer was: it is perfectly normal. Teams consisting of people who long lost (if ever had) the glue in their look at work may deliver whatever results now and for some reason company may feel still good and comfortable. However, in today’s competitive markets (not speaking about monopolies whether local or transient – such as pharmaceuticals) this may just be the beginning of a troubling journey. Just a couple of reasons below:
- Relationship with clients is suffering. Sales people are the first (and sometimes only) interface with clients, more exactly with the revenue of the company both today and tomorrow. If sales people are not visibly in love with company and products, clients are unlikely to be too.
- Contagiousness. Unless there is a clear and consistent effort to resuscitate or to isolate and remove the condition, it is highly likely that the unwanted psyche will spread quickly to other “innocents” within the team.
- Blindness (or deafness). As sales people are the eyes and the years of the company, having some of them displaying a blasé attitude will make the company grope in the market like cataract patients at dusk.
For many, seeing disengaged people at work is discouraging; I was myself in such situation and I know how it feels. Speaking with most business people around will rather confirm that this is the norm. However, I was lucky to see the other side of the coin. There are teams where all people have a spark in their eyes most of the time. This is a beautiful destination for a passionate journey to join.
Nicolae Iordache Iordache
Nicolae Iordache Iordache has 15 years of professional activity in the NGO sector and pharmaceutical business. Graduated as medical doctor, he holds an MBA joined degree from Case Western University, Cleveland, Ohio and CEU School of Business, Budapest, Hungary. He has more than 11 years of experience in pharmaceutical industry ranging from medical representative to senior level. His main interest is field force effectiveness and he has been consulting for pharmaceutical companies holding either global or regional leadership, both R&D and generics. Nicolae Iordache Iordache was involved in consulting projects in 14 countries, especially in CEE and Mediterranean region. Within some of the consulting projects he has trained and developed FLSMs and FFMs in skill and capability development. Iordache is a former Country Manager of Richter Gedeon in Romania and was responsible for all sales and marketing activities for the imported portfolio of the company. In this function he served as advisor, keynote speaker and chairman in several occasions at pharmaceutical industry events. Nicolae Iordache Iordache has established, and is Managing Director of, Iordacheiordache T&D, a company specializing in human performance and productivity especially in sales organizations with the aim to support highly motivated sales executives to lead effective sales teams.
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Lumina din interiorul nostru, este lumina din ochii nostri!
Multumec Nicu !