I am writing this blog in a crowded Starbucks in Cairo, Egypt .. I flew in from amsterdam last night because we have our first airshow starting tomorrow with the President of Egypt, President Mubarak opening the event.
As I sit here in one of the most historical and majestic cities in the world, I reflect back to 7 years ago – when I worked for my previous employer.
Victimization is a theme I have explored in a couple of the “Ode to M.E…..” … too many people go through life blaming someone else for their problems.
Back then…. I was being paid a ridiculous amount of money, I traveled the world and was given a lot of support from my boss. I was once one of the best sales leaders in the company, but my last 6 months at that job.. my figures were average.
I had become mediocre, fat and spoiled…
I just expected to be paid a lot of money….
One day my boss told me in very clear terms – I had two choices. I could pull my head out of my ass and go back to generating business…. or I could quit and go work for someone else. Either way, he told me he expected to see immediate results.
Instead of reflecting …. although I was paid a lot of money, my figures were not nearly as good as they had been the year before; my team was not performing; I had become fat and lazy….
instead of refecting on these points, I reacted like a spoiled baby … I was a victim. Marcus is an asshole.
Over the past 6 months I have been pained with the decision of whether to terminate or demote one of our senior managers.
I was very close to this senior manager, he had worked for the company for 3+ years and as he states: “he was extremely loyal to naseba and he gave his blood and sweat for the company.”
Over the past year, this person earned at least 6,000+ euros a month in salary and override although a majority of his events did not hit their revenue target. It is safe to say naseba was extremely good to him. The company helped him develop, travel the world and make lots of money…
Regretfully, his results were not so convincing.
This manager had the most turnover of staff on his teams in the entire company.
This manager had the most people miss work on his teams in the entire company (one person missed work 8 seperate times before I found out and made sure this person was terminated)
This manager had employees on his team who did not sell under him – but when they moved to work under a different manager – suddenly the sales executives sold and two have developed into leaders within the company.
One of his extremely talented sales staff sold only once in the last 9 months.
In the real world….
Managers who fail to hit their targets by more than 50% are terminated … and I debated with Fabien and Nic for the past few months to terminate him, but they talked me out of it each time because the guy has been with the company for 3+ years.
He had become like a pet dog.
It was not his lack of personal sales that I had a problem with — but more importantly, a lack of performance from talented people on his team which concerned me the most.
Last Wednesday, after watching mediocrity long enough….instead of terminating this person, I demoted him to sales manager (but I did not lower his basic salary) I took 4 people off his teams 4 talented sales people who have not been performing up to their potential and I put them under different leadership.
Furthermore, I wasted an hour of my time to explain to this guy he had two choices: quit like a spoiled baby or make serious changes in his leadership style. And I discussed the whole concept of “loyalty” with this person…
Loyalty to ones company is not just wearing the company t-shirt on the weekend — loyalty to ones company is not just kissing the managing directors ass….
loyalty to ones company is more transparent — and it comes down to results.
However, loyalty is not the point of this blog …. victimization is …
In fact, results do not lie.
I explained to this manager that in life, unfortunately, sometimes we have to hear things we do not like … we can get defensive and be a victim OR we can reflect and change.
As to be expected, this “senior manager” … instead of reflecting on his mistakes and lack of results as a manager…instead of making the necessary changes to climb higher … he quit. He made it very clear by complaining to the Dubai office that “it was unfair..scott doesnt like me…”
One of the sales guys in Dubai asked me today “why didnt you like Jassim…?”
I wanted to scream!!!! demoting this guy has absolutely nothing to do with me liking or not liking him. Results do not lie.
Leaders of companies do not demote great managers. Leaders do not sit around and discuss … “hey look at that guy…he is doing a great job, lets demote him….”
No matter where you work or what you do … results do not lie. There is no conspiracy — no one is holding you back from succeeding.
You do a great job — you are rewarded.
If you do not get results you will not be rewarded … simple as that.
At the end of the day – this senior manager in discussion is talented. However, in order for him to get to the next level, he must first reflect on his mistakes, learn from them, make the necessary changes and climb higher. He is not a victim.