The Hero Factor by Jeffrey W. Hayzlett

Author:Jeffrey W. Hayzlett
Language: eng
Format: epub
Publisher: Entrepreneur Press
Published: 2018-12-04T16:00:00+00:00

WHEN THE NUMBERS STOP ADDING UP

Dave Sanderson was in a terrible position. That Michigan deal was one of the biggest transactions at his company. It meant a lot of money in a lousy economy. He knew soon after he said yes that if he had said no, his boss probably would have sent somebody else and Dave would have lost or at the very least had to split a seven-figure commission. I’ll say it again, because it bears repeating: None of this makes the company evil, just far from being a Hero company. They were Bottom Liners pure and simple, and now, so was Dave. He stayed because they were a means to an end. Millions of dollars are a lot to lose. Dave didn’t want to take the hit to his bottom line, either. After all, he had four kids to put through college. He just became even more about his Operational Excellence as an employee. He was already a top producer, and he dug into that role. While he never believed again that the company had his back, he still made sure he had the backs of his clients and the people who worked for him. The client at that Michigan meeting had asked for assurances that they would be supported if Dave left, because they felt they were a good fit with him, not necessarily his company. So he assured them he would stay, and he did. A little over two years later, he got promoted to a different division and responsibility but kept selling, generating tons of new business for the firm. But if his company expected that would add up to a lifetime of shared excellence, they were wrong. His relationship with them was now purely transactional.

Don’t mistake compliance or complacency for commitment or a caring culture.

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