New Rep

Because the economy is so kick ass right now, we decided to add a new Rep. I know, it is the logical thing to do; I am not sure why all other companies are not taking these same steps. Lets call this new Rep “Rep #2”.

I am sure I have mentioned before that management in my office tends to make the “obviously worst” decision, and lie to you about it along the way. They did it again. I asked about 7 times, “Are you planning to hire a New Rep?” They said “No” every time. Like I would not find out? It is actually comical at this point; I can always guess what the plan will be, because they are so readable (by readable I mean if you visualize the worst decision, you will be visualizing exactly what they will do). I also asked if they were going to give her parts of my territory, or categories. They said “No.”

She got the southern third of my territory, and auto. I was asked to compile a “protected” list.

I walked into the office on Rep #2’s second morning, she was so excited about a cold call she had made the day before. I, being the team player that I am, responded by saying, “Great! Who was it?” She proceeded to name one of my largest accounts; it is only 20 blocks north of her territory boundary. When I called her on it she stayed excited, and offered me the contact name, like I did not know it already.

The next morning we had a Sales Meeting. Rep #2 recounted another great cold call on an auto dealer in town. I thought, “OK, she gets it, auto is her category.” Then she said the name of the account, it was the one auto account I had included on my “protected” list.

Who knows how this will shake out. Wait, I know, visualize the worst decision. Management will not support me, Rep #2 will continue to poke around outside of her territory, and there will be a constant battle for ground. We will not work as a team. Stay tuned for updates.