On Hollywood Wayz, the Emmy Award-winning creator of one of the most iconic examples of how to live and die in LA, the hit HBO series Entourage, Doug Ellin and rapper and actress BRE-Z ( All American, Empire) take you on a guided tour of Los Angeles exploring where to eat, where to meet, how to see and be seen and how to make it or how to break in the land of glitz and glamour in the pursuit of the ultimate Hollywood dream of fame and fortune. With other other reps Jane will achieve a better ROI on her time by investing in those reps that put out a consistent high level of effort and are self-motivated.LiveXLive's PodcastOne & Emmy Award-Winning Creator Doug Ellin Partner to Launch HOLLYWOOD WAYZ podcast/vodcast with actress/rapper BRE-Z He knows he will have a new manager in time and will put most of his effort into outlasting Jane. Jane can continue to invest in Ray’s development but will get limited returns for the time she invests. Jane should give Ray positive reinforcement only when he demonstrates that he is driving new business and initiatives. He may think he knows best and he will appease Jane by picking a few accounts.
It is not necessarily sustained when you are not with your rep.Īnother way for Jane to approach Ray is to encourage him to focus on developing new business. The first thing we need to remember as managers is that it is not our job to motivate our reps. Ray is an example of a rep that has all the talent but lacks consistent effort to be a top performer. How much time and effort should Jane invest in Ray?.How should Jane motivate Ray to put in the extra effort required to be a top rep?.she feels that his sales productivity could be two or three times higher if he’d just put in a little extra effort. Jane is frustrated with Ray’s lack of initiative and drive. Still, when reviewing Ray’s business plan, he had not included any new target customers or innovative approaches to driving the business further.
He even received a positive year-end review. She gives him positive feedback on his skills, customer service, and business plans. Jane has invested a lot of energy trying to motivate Ray.
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Yet, Jane wonders whether he works full days when she is not with him. The day is well planned and Ray has a good rapport with his customers. When Jane works with Ray, he picks her up at 8:30 and drops her off around 4:30. Ray knows his stuff, he knows his customers and he knows how to get others in the office to do his work. He has been on 2 personal improvement programs (PIP) and has won several sales contests in the last few years. Ray has been with the company for over 20 years and has worked with 10 DM’ s. She wants her team to develop new business opportunities for lagging product lines.Īs she reviews her team, the one rep keeps coming up. Her key area of focus is on finding innovative ways to grow the business. Jane’s goal this year is to reach the top 10% of the country and she is focused. Jane took over an underperforming region last year and has helped lead the team to be in the top 25% of districts in the country. However, she is frustrated with one of her most tenured sales reps – a talented slacker. Jane wants to get the year off to a great start. This year the bonus plans have a super bonus portion which accelerates when a rep is 5% over quota. It pays its reps a combination of salary and bonus for achievement of targets. IBZ is a mid-sized technology company that has had some tough years but has turned the corner. Each month Jane is put to the test with different sales reps she must coach to success. Jane is performance-driven, a very good coach and a people person. In fact, there are many Jane’s in all companies. Jane is an experienced and successful district sales manager who could work in any industry and for any company. Jane, high-performing sales leader a wants to get the year off to a great start.
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