Managing A Prima Donna Salesperson
Article | Kevin F. Davis
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Description
Most sales managers I know have a love/hate relationship with the prima donnas on their sales teams. They love the star player’s passion and hard work; they hate the self-centered behaviors that demoralize or discourage the rest of the team.
That leaves sales managers with a dilemma: If they come down hard on a prima donna, that salesperson may just take his/her talents elsewhere. Not good. But a sales manager can’t afford to ignore the situation, either, because prima donnas are often engaged in behaviors detrimental to the team. A simple truth in sales management is that what you don’t confront, you condone.
What can you do then?
That leaves sales managers with a dilemma: If they come down hard on a prima donna, that salesperson may just take his/her talents elsewhere. Not good. But a sales manager can’t afford to ignore the situation, either, because prima donnas are often engaged in behaviors detrimental to the team. A simple truth in sales management is that what you don’t confront, you condone.
What can you do then?
Kevin F. Davis is the president of TopLine Leadership, Inc., and author of The Sales Manager's Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top. In his new book, Kevin describes practical strategies, skills, and tools that you can apply immediately to move your sales team ahead of the pack.
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