He was the top salesperson before being named a partner
and vice president of sales for the custom home company in
Michigan's thumb region. But being a salesperson does not
necessarily equate to becoming a great vice president of
sales. Leading a large sales organization is a completely
different skill set from being able to close sales.

He assumed the position of "boss" when he should be
become a leader. Things did not work out, but at least he
knew he needed help.

The Symptoms.
When customers called with concerns about product
delivery, the progress of their home, or financing issues the
new VP would intervene with customer service or the
financing arm, many times not informing the Salespeople
resented his interference. Customer service saw him as a
voice to air their concerns to the owners as when he took
the new position he purchased a partnership in the
company. The other partners did not like him working with
departments other than sales as they thought he should be
focused entirely on the sales process and developing
salespeople.

Before long his disposition as a cheerful salesperson had
faded into a VP that hated his job. The self-esteem he had
built as a leading salesperson had turned away complete
lack of self-worth as he found himself battling other
departments, his other partners, and his resentful
salespeople.

He was ready to quit.

The Diagnosis.
Online personality assessments were used to investigate
the talents, personality, career fit, and motivational factors of
the new, struggling VP. Based on the results it was quickly
determined that this individual is a personal skills and
interests to become a great sales vice president.

People like to work doing things they are comfortable with
and Larry was no different. His focus was limited to his
comfort zone -- the actual sales process.

The Prescription.
Larry and Max decided we would take some time together
to see how he might move from boss to leader. We began
by setting some goals and objectives.

During our bi-weekly meeting I would learn of the VP's
adventuresome side. He was an avid boater, skier, hiker,
scuba diver, and more. Their discussions would move from
an office to a patio overlooking a lake.

As things progress the VP stopped looking at his new
position as a job and saw it more as an adventure. His
coach carefully tied his strengths and adventurous spirit
toward the real on-the-job challenges that he faced.

Future Prognosis.
By the end of our meetings Larry once again was in love
with his work.

“I have the fire in my belly again,” he said. “I get up each
morning and ca not wait to get to the office!”

His enthusiasm was contagious. It infected the struggling
salespeople -- resulting in a double digit sales increase
during a down economy.

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"Dr. Max" shares his success stories by looking at the
symptoms of a business problem or opportunity, his
diagnosis of same, his prescription for success, and the
prognosis for the future. For more case studies,
click here.

©2016 Max Impact, Rochester Hills, Michigan, USA
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