My rep missed his quarterly target and was looking stressed.
I asked him to coffee to chat.
In our coffee chat, he immediately started to apologize profusely..
I paused him.
I had noticed a change in his behavior over the last several weeks.
He didn’t look himself.
He acted and looked off.
I simply asked him: “Is everything ok?”
He was fast to respond that he was fine.
I asked him quietly again: “Nick, how are you REALLY DOING?”
He was quick to brush it off.
Said he had been stressed for missing his number and he thought I’d fire him.
I put his mind at ease about his job security.
BUT I could tell there was something else on his mind.
I could see it in his eyes.
I gently pushed again and he resisted still saying he was fine.
We wrapped up our chat but I still didn’t feel everything was ok.
I headed back to my office.
A few hours later, he came and knocked on my office door.
He came in, sat down, and started crying.
He confessed that he had a substance abuse issue.
That he had relapsed.
That he needed help and didn’t know where to go.
I hugged him and told him I’d help him.
We got him resources to get help and he took a leave of absence.
The truth is this:
Many people are fighting a internal battle that we know nothing about.
Before you jump down a rep’s throat for missing their number..
Seek to understand.
Provide support and help.
There are rarely sales or business problems.
Just personal problems that impact sales and business.
Do you agree?
P.S. He recovered well and all was ok!
P.P.S. This was inspired by this article here especially point 1! https://salesforce.smh.re/Zb2