I am sure that most salespeople in our industry attend the regular weekly or monthly meeting. The sales manager asks you to contribute ideas of what you are doing to help the "Team". What works, what does not work, what secrets do you have, etc. The problem with this is simple, we work in a 100% commission sales position and the other salespeople in this room are in fact the "Competition", as much if not more than they are the "Team". They could just as well work with another lender or real estate company, they just happen to work for the same one as you.
Now, having said this, we do not want to see these other salespeople or the company as a whole fail; but, we also do not want to see them succeed at the expense of our business. So, what do we do? Do we tell them NOTHING, or at least nothing useful? Do we tell them SOME of our practices, but leave the best ones for ourselves? Do we tell them EVERYTHING, but hope they do not utilize the information as effectively as we do? Here lies the rub.
At the end of the day, we wish that everyone could be reaonably successful and that they can provide for their families. But, the other members of our "Team", certainly are not offering to make our mortgage payments or pay for our daycare... the same as salespeople of a competing company (the real competition), if they take some of our business away.
What do you do?
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