Dontt jeopardize sales when personalities clash

f-\uesrroru: IN necRnos to personal\{i,y .confl icts with..an account. at wh-i point do you walk away and let someone else in your organization try?

Great question. Let me answer in two ways.

First, from a purely theoretical perspective, a professional salesperson should be able to build relationships with anyone, regardless of the personalities involved. So, from a theoretical point of view, the answer would be "never." It is the responsibility of the salesperson to figure out how to sell to every account, and every person within the account.

There are some selling situations where this "theoretical" position becomes part of the practical expectations for a salesperson. Large geographical territories, for example, don't allow for the option of letting someone else try.

Having said that, let's recognize that there are very few salespeople in the world who are analytical enough, creative enough, motivated enough, and flexible enough to figure out how to sell to every account.

So, we're back to your question. I don't think there has ever been any research on this, so my answer comes from my personal experience.

A large part of the answer depends on the company's position in the marketplace, their strategies, and the availability of a capable "someone else." For example, if you have a hot new product with a limited window of opportunity, that would shorten the amount of time that a company could wait for a sales person to successfully penetrate an account.

In a mature market. where competitors are jostling for business from one another, that could lengthen the time a company could wait.

The same is true for a capable option. If you have no capable person prepared to take over the account, the time frame expands. If you have a good person chomping at the bit, that influences your calculations in the opposite direction.

With all that said, my gut feeling is a year or two. It's going to take at least a good year to exhaust all the possible strategies for penetrating the account. And there is no use changing the account until the current salesperson has given it his/her best shot. So, at least a year, maybe two. If there is no progress at that point. nor any sign of imminent changes, it's time to make a change.

- Dave Kahle has trained tens of thousands of distributor and B-2-B salespeople and sales managers to be more ffic' tive in the 2lst Century economy. He's authored nine books, including his latest, How to Sell Anything to Anyone Anytime. Reach him at (800) 331 .1287 or via www.dav e kahlecom.

FSG-certified Decking

Heppner Hardwoods now carries Cumaru decking from FSC-certified forests in Peru.

Sizes include 4/4x6" and 514x6" in lensths from 7' to l6'. Accessories can be custom manufaitured.

I HEPPNER HARDwooDS.CoM

(800\ 524-7983

LED Deck Lighting

New LED, low-voltage lighting from TimberTech brightens outdoor living areas.

The under-rail LED lights can be installed inside the top rail, between the balusters. Available colors are architectural bronze and coastal white.

In-Deck LED lights can be seamlessly installed in decking planks, and come in architectural bronze.

I TIMBERTECH.COM

(800) 307-7780

A brand new &V#TEHPROOF ALTERHATIVffi to wooden Deck Joists, UNMAtChCd iN FLEXIBILITX NUffiAffiI$"NTY ANC STRENGTHI r Winner of Architect magazine's 2009 R+D Award, DryJoistEZ is a structural deck drainage system that provides the structure of the deck, a waterproof solution and a finished ceiling with a traditional bead board appearance. all in one step! Pedect for balconies and decks for both residential and comrrercial aoDlications.

. Limited Lifetime Warranty & Leak-Proof Guarantee o A Sustainable Solution: Made of 5092o Recycled Aluminum; Qualifies for LEED credits

Metal-like Post Gaps

CertainTeed's new solar post caps lor 4"x4" and 5"x5" posts feature a metallic finish with a corrosion-resistant PVC base that looks like metal.

I CERTAINTEED.COM

(800) 233-8990

Expanding Selection of PVG Mouldings

Versatex has added six new profiles to its line of made-in-the U.S. cellular PVC mouldings.

Included are three windowtrim profiles (1-lI4"x4-3I4" window sill, l-516"x1-318" sill nose, l-314"x2-318" heavy sill nose), a 2"x318" garage door stop, and a l-l l8"xl5 132" beadboard capall in 16-ft. lengths-as well as a l-l I 4" x3" J-channel brickmould, in 18-ft. lengths.

All mouldings in the now 26profile collection resist moisture and insect damage, and match the color and gloss of other Versatex architectural elements.

T VERSATEX.COM

(724\ 85',7-lrrr

Hidden Fasteners for PVG Decking & Trim

Kleer Lumber now offers hidden fasteners for its cellular PVC trim and decking products.

The new line includes Cortex screws and plugs for trim and decking, plus KleenKlip stainless steel concealed fasteners for Kleer's grooved decking products.

When used together, builders can create a finished deck with no

Bio-Based Exterior Trims

TruExterior trim from Boral USA is manufactured from a blend of bio-based polymers and fly-ash.

The products can be used for applications such as fascia boards. soffits. frieze and rake boards. garage door openings. window surrounds, and door trims.

I BORALTRUEXTERIOR.COM

(6',78\ 639-7004 exposed fasteners.

Cortex fasteners are packaged in 50, 250 and 750 linear ft. boxes, and the two larger containers come with a free Cortex setting tool.

T KLEERLUMBER.COM

(866i, s53-3170