Winston Churchill described the valiant efforts of the RAF thus in the summer of 1941. After all they had successfully fought of an onslaught from the German Luftwaffe that would have by all accounts spelled out their doom. Why were they winners?
Well the experts have debated the superiority of the ME109 compared to the Spitfire and the Hurricane but in reality the Germans were also ahead in experience and numbers as well. So we arrive at the statements of Mr. Churchill who placed credit for the victory firmly on the shoulders of the few - the pilots who defended the free world. Coincidentally these pilots had a very unique profile:-drinkers, crazy, daredevils. loud, boisterous and foolhardy and yet nobody resented this specialized skill set because their efforts meant victory!
Similarly the profile for the most productive and effective salesperson may not align with others in your organization but will you resent them. It is rumoured that RAF pilots never paid for a beer because the people of Britain recognized and respected their role.Does your company understand and respect the unique role your sales people play?Do you have a way of identifying those pilot like sales people during your recruiting process?
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Good point, Frank. How many RAF missions happened between 3-5 AM? How cold was it 1,000's of feet in the air in an un-heated plane? Their profile made them take a challenge that other citizens couldn't imagine. Isn't that akin to good salespeople who are often first in and/or last out? Non-salespeople wouldn't consider taking a straight comission job. Is it glamourous to travel 100's of thousands of miles a year? Miss meals with your family?
Unique people in unique roles deserve unique respect and treatment?
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