Jimmy Jo Bonds was hired by ABC Heating as their new Vice President of Sales, ABC Heating and Air Conditioning has seventeen branches across the Midwest. Jimmy is replacing the former VP of Sales due to stagnant sales (zero growth) that did not improve for five years running. Jimmy has quite an impressive resume as a "Product Manager".

Jimmy's primary challenge was stated very clearly by his boss the President……

"I need you to focus on Growing Market Share!"

The president went on to promise Jimmy all the support and resources he would need to get the job done. Jimmy has eighteen sales people and a National Accounts Manager reporting directly to him.

Jimmy found this new job a little more challenging than he expected. Two administrative people that reported directly to him were both resentful of their former boss being terminated and Jimmy had to let both of them go before he completed his second month on the job. This left him shorthanded and Jimmy feels like the President and his brother the other owner show no sympathy and are not providing the necessary resources to get the job done. Jimmy and the President's brother don't see eye to eye. One of the assistants Jimmy let go told him the President's brother wanted to take over sales.

To complicate matters and put more pressure on Jimmy, his National Accounts Manager has become very ill and is on sick leave for several months. Now Jimmy has to fill his role as well. The President's brother who is supposed to be Vice President of Business Development does more harm than good and he and Jimmy don't seem to get along.

Jimmy approached the President by telling him there are only so many hours in the day and that he had too much on his plate to maximize his effectiveness.

That being said, sales have grown by 6% during Jimmy's first six months on the job and Jimmy personally secured two new major accounts that will contribute at least one million dollars to next year's sales.

Jimmy thinks he is doing a great job but needs help or he fears he will lose momentum and end up losing the leverage and excitement he has created. Jimmy made the comment to one of his close friends that he is considering circling the wagons because he feels he is under attack, out of ammo and his horses have run off.

His feelings were only bolstered by the Presidents reply to his concerns when the President told him………..

"I'm not worried ---- that's why we hired you! I can't hold your hand every step of the way."

Jimmy complained to his wife Amy who happens to be a Sales Manager for a large medical device manufacturer. Her response to Jimmy was quite revealing but it left Jimmy questioning his own convictions. Amy said:

"Look honey; right now you are suffering from the frustration of a brand new challenge. Being able to effectively deal with frustration is a very important skill to develop. It can be a decisive factor between success and failure.  Frustration can have a highly damaging impact on your frame of mind. It can turn a positive person into a negative person. It can inhibit your progress and, in the most extreme cases can completely immobilize you. You can become so wound up with your frustration that you can't think or act rationally. Your frustration could escalate the situation and create a vicious circle. If you are convinced that your requests for support are not working, no matter how hard you try, you are much more likely to reduce, rather than increase, your chances of success.  Remember sweetie, you are in control."

"Start with prioritization ---- Of all the challenges you are facing ---- which ones are going to have the greatest long term impact on the company's success and growth?  Focus on those.  Which of the challenges are going to have the least long term impact? (These are balls you can afford to drop or delay)"
 
"Your Management Team ---------- You have been dealt a specific hand to play out. Although your expectations for resources and support may not be what you had hoped, deep down you knew you were walking into a mess. Get the right people on your team as soon as possible. Don't procrastinate on replacing the two people that left.  The owner, As Well As Yourself, believe in your ability to be the best person – no – the only person that is capable of accepting and meeting the challenges you are facing and will face in the future.  Does that mean you won't make some mistakes? Absolutely not. Does that mean some balls won't get dropped? Absolutely not. I drop some all the time. Accept the fact that although you are the very best person to meet these challenges, you are still a mere mortal and you do not have super human powers."

"All successful people have to deal with plenty of frustration as they progress towards their goals, this may even be one of the biggest reasons for their success. They almost certainly learn strategies and techniques to deal with their frustrations, which allowed them to overcome their problems and be more productive."

"SO…… Stop Whining and create an outline of your plan and the required resources necessary to succeed. Sit down with the President and go over your plan and seek the resources necessary demonstrating your needs with facts. This is one of your most important sales presentations. Be persistent and don't give up. Remember, he believes in you or he never would have hired you. I believe in you or I never would have married you. If you don't get everything you want, deal with it. Remember, you are only human but you are in control."

Jimmy hugged her and told her he loved her.

What Do You Think

Obviously Amy is a little prejudiced but what do you think of her advice. Maybe you can use this mini case study with your management team. The following questions are good thought provokers.

1.    Do you think the Presidents response to Jimmy is appropriate?
2.    Is Jimmy over reacting? If so, how? If not, why not?
3.    Do you agree with Amy's advice? Why?
4.    What would you do or say if you were Jimmy's boss?
5.    What about the President's brother?
6.    WHO WANTS TO HIRE AMY?

Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com.  Don't forget to check out the Lead Wolf Series that can help you put more profit into your business...

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