They put him on a PIP twice in two years

Published: Wed, 03/27/24

March 27, 2024

TOGETHER WITH

Welcome back to The Quota, the newsletter that would take a thousand monkeys writing on a thousand typewriters a thousand years to come up with. In this week’s issue, we’ll look at what sales reps can learn from P.T. Barnum, share a Sales Fail about getting sick while out with a prospect, and give some advice to a rep who’s on a PIP for the second time in two years. Let’s go.

NUMBER OF THE WEEK

It takes 10 months or more for a new sales rep to be fully productive.

Source: Spotio

SALES ROUNDUP

Here’s what’s happening in the sales world this week:

Bentley motors, the luxury vehicle brand known for making its way into numerous rap videos, has seen sales fall over the last year, and its CEO says it’s because the rich want to avoid flaunting their income (this is news to us). Bentley Chief Adrian Hallmark blamed the decline in sales on the “emotional sensitivity” of its customers. Suuuure, bud. You can read more about it here.
A crooked UK car salesman who failed to deliver cars to customers during lockdown, scamming victims out of thousands of pounds has been jailed. Simon Retallick of Fulthorpe Road in Norton, Stockton, was sentenced to four years in prison at Teesside Crown Court after being charged with multiple counts of fraud and perverting the course of justice. You can read more about Simon’s terrible behavior here.

FEATURE

Image: Rosemarie Mosteller/shutterstock.com

P.T. Barnum: A Master Showman's Lessons for Salespeople

P.T. Barnum, a name synonymous with entertainment and entrepreneurial flair, revolutionized how products and ideas are sold. Barnum's life, from his early days as a small-business owner to his tenure as a world-renowned showman and circus founder, is filled with a treasure trove of lessons for salespeople in any era.

1. Understanding Your Audience

Barnum's knack for gauging public interest was unparalleled. He recognized that entertainment and curiosity were universal desires. By promoting hoaxes like the Fiji mermaid and talents like General Tom Thumb, Barnum tapped into the public's craving for the extraordinary.

Lesson: Know what your audience wants, and deliver it with flair. Whether you're selling a product, a service, or an idea, understanding and appealing to your customer's interests is key.

2. The Power of Promotion

Barnum's promotion strategies were ahead of his time. His ability to create buzz around his attractions, like the American tour of Jenny Lind, known as the "Swedish Nightingale," showcases the importance of marketing. He made Lind a household name before she even set foot in America, ensuring packed venues. When Lind landed in America, 40,000 people greeted her at the boat dock and another 20,000 waited at her hotel in hopes to see the woman they had so far only heard about from Barnum’s promotional efforts.

Lesson: Effective promotion can make or break your sales. Investing in marketing that highlights the unique aspects of what you're selling can create anticipation and demand.

3. Embracing Controversy and Criticism

Barnum was no stranger to controversy, often using it to his advantage. Critics might have scorned his methods and called him the "Prince of Humbugs," but Barnum understood that controversy could fuel interest.

Lesson: Don't shy away from controversy or criticism. Instead, learn how to use it (selectively) to engage and intrigue your audience. A well-navigated controversy can keep you in the public eye and spark conversations that lead back to what you're selling.

4. Innovation and Adaptation

Throughout his career, Barnum evolved his offerings to keep up with public interest. From museums to circuses and even lecture tours, he was always on the lookout for the next big thing.

Lesson: Stay adaptable and innovative. The market is constantly changing, and what works today may not work tomorrow. Keep innovating and adapting your sales strategies (and, perhaps, the product you sell) to stay ahead.

5. Perseverance Through Failure

Barnum faced significant financial challenges and failures, including bankruptcy. His critics publicly celebrated his business failures in newspapers. However, he always found a way to bounce back, demonstrating his undying resilience.

Lesson: Don't fear failure; learn from it. Resilience is crucial in sales. You will face rejections and setbacks, but it's your ability to persevere that will ultimately define your success.

P.T. Barnum's life offers invaluable lessons for salespeople. His understanding of human nature, mastery of promotion, and resilience in the face of adversity are as relevant today as they were in the 19th century. By applying these timeless principles, salespeople can navigate the ever-changing landscape of consumer desires and market demands, ensuring their success in any era.

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MEME OF THE WEEK

Source: Instagram -- Sales Humor

QUIZ

What is the average income for a Medical Device Sales Rep?

A. $171k
B. $124k
C. $88k
D. $164k

SALES FAILS

Each week, we bring you the most cringe-worthy sales moments from across the web. To submit your sales fail story for consideration, click here. (Don't worry, you'll remain completely anonymous).

The most embarrassing thing that’s ever happened to me in sales happened in 2006, when I was in the mortgage industry. I worked for a broker and we were churning out a ton of loans.

I was working on a refinance for a couple that lived in a somewhat rural area about an hour away from our office. They had gathered up all of their paperwork, but they didn’t have a fax machine, so I offered to go out there and pick it up while having them sign some documents.

I hadn’t been feeling well that morning, and on the drive over, I started sweating and was feeling tightness in my stomach. But I figured I’d just get there and get in and get out. Well, when I arrived, these people were incredibly nice and I could tell they didn’t have guests very frequently because the wife had put out snacks on nice plates and different drinks so I would be more comfortable.

I sat there talking with them for a while, but my stomach was getting worse and worse, and finally I couldn't take it anymore and asked if I could use their bathroom. They said yes, of course, no problem.

I kid you not, I was in their bathroom for close to an hour getting sick. Every now and then, the woman would come to the door and ask if I needed anything and was I sure. It was absolutely brutal. But I explained that I must have had a stomach bug, and the deal still closed as planned. To this day, it was the most miserable few hours of my life. I’ll never forget it.

Anonymous Location withheld

GRAPH OF THE WEEK

Source: LinkedIn Poll -- March 2024

WORTH A PEEK

Why do people have so little respect for sales, despite the fact that the profession literally keeps almost everybody else employed? This was the topic of discussion in a recent Reddit thread, and some of the answers are worth checking out. You can read the thread here.

ASK THE QUOTA

Want to submit a question and be featured in our advice column? Click here. (Don't worry, you'll remain completely anonymous).

Dear Quota Team

I've been selling at the same company for the last 3 years. Last year, I missed my quota two months in a row and my sales manager put me on a PIP. I really buckled down and through what I think was a combination of luck and hard work I was able to improve my numbers and keep my job.

Well, last week my manager put me on a PIP AGAIN. The last few months have been a struggle not just for me, but for a lot of reps in our company. I sell software and from what I understand the whole industry has been struggling recently.

Frankly, I feel disrespected that my manager is putting me through this again. I have a feeling that he's just doing this to light a fire under my ass. I don't know if I want to deal with all the stress of this all over again. What's the endgame? Best case scenario, I get off the PIP, but continue working here with a feeling that any day my manager will do this to me again. What should I do?

Stressed in California

Dear Stressed,

There's really only two options here. You buckle down and tough it out to keep your job, or you start looking for a new job immediately.

Last time you were on a PIP, you persevered. If you did it once, you should have the confidence to know that you can do it again, even if the market conditions aren't optimal.

However, it doesn't sound like your manager has much faith in you, and the tactics he's using to motivate you are causing you a lot of anxiety. If you don't see yourself being happy working for this company (and this manager) for the next few years, it might be time to start looking for a new job. Just be prepared to explain why you left and don't expect to get a glowing recommendation from your current boss. Good luck!

Quiz Answer: D. The average income for a Medical Device Sales Rep is $164k — (you can read the source article here)

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How did you like today's story?

Today's email was written by Ken Kupchik, Erica Furgiuele, Steve Rado, and Emily Hill.

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