{"id":10019,"date":"2009-10-09T09:30:11","date_gmt":"2009-10-09T16:30:11","guid":{"rendered":"http:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/?p=10019"},"modified":"2009-10-09T09:30:11","modified_gmt":"2009-10-09T16:30:11","slug":"the-nobel-sales-motivation-strategy","status":"publish","type":"post","link":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/10019\/the-nobel-sales-motivation-strategy\/","title":{"rendered":"The Nobel Sales Motivation Strategy"},"content":{"rendered":"

I’ve recruited and trained, directly and indirectly, over 300 loan salespeople in my career.\u00a0\u00a0 I learned, as a\u00a0new Branch Manager, that one way to enhance the overall production of the team was to practice the Nobel-Obama strategy<\/a>.\u00a0 Here’s what we did:<\/p>\n

We’d look for a promising new originator and\u00a0make<\/em> him the sales leader.\u00a0 Oftentimes, we’d pick the second-best performer, in a group of rookies, and feed him preferential leads, shower him with extra training, and “crown” him the tiger of the bunch.\u00a0 The reasoning behind that strategy was that the second-best performer would rise to the challenge and be <\/em>that superstar while encouraging the legitimate superstar to\u00a0challenge the golden boy.\u00a0<\/p>\n

It helped if the golden boy had a compelling story to tell.\u00a0 One young man emancipated himself from his parents at age 16, put himself through college, and even\u00a0slept 2-3 nights in his car while temporarily homeless.\u00a0 He had been homeless because he was waiting for his initial\u00a0commission check at his first sales job.\u00a0 He certainly had a better story to tell than the well-connected young lady who grew up in the tony suburb of Scottsdale so we crowned him the superstar.<\/p>\n

What we did was to encourage the\u00a0sales staff\u00a0to believe that hard work was the key to success rather than having an\u00a0“advantaged background”.\u00a0 We wanted the\u00a0team to believe that if the golden boy could make six figures, anybody<\/em> could.\u00a0 It didn’t always work.\u00a0 Usually, the polished young lady would defect to a competitior.\u00a0 Business got tough,\u00a0the golden boy would struggle or implode, and our competitor profited from our mistake.<\/p>\n

Some might consider what the Nobel Committee did today\u00a0brilliant.\u00a0 Crowning an international golden boy encourages other heads of states to mimic our President’s behavior.\u00a0\u00a0\u00a0 I imagine Ahmenijad might be inspired to abandon his pursuit of nuclear weapons, the new Cuban leadership might stop killing and imprisoning dissidents, and the Dalai Lama will stop telling lies about Mainland China<\/a>.\u00a0 Absent conflict or challenging times, the Nobel strategy might succeed as well as the one I used on sales rookies in the ’90s.<\/p>\n

Today, I’ve learned an easier way to attract talent.\u00a0 I look for eager, accomplished, smart <\/a>Read more<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

I’ve recruited and trained, directly and indirectly, over 300 loan salespeople in my career.\u00a0\u00a0 I learned, as a\u00a0new Branch Manager, that one way to enhance the overall production of the team was to practice the Nobel-Obama strategy.\u00a0 Here’s what we did: We’d look for a promising new originator and\u00a0make him the sales leader.\u00a0 Oftentimes, we’d […]<\/p>\n","protected":false},"author":15,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_crdt_document":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[212],"tags":[],"class_list":{"0":"post-10019","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"hentry","6":"category-flourishing","8":"no-featured-image"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack-related-posts":[{"id":17187,"url":"https:\/\/www.bloodhoundrealty.com\/BloodhoundBlog\/17187\/overnight-news-only-three-nobel-peace-prize-nominations-worst-president-ever\/","url_meta":{"origin":10019,"position":0},"title":"Overnight News: Only three Nobel Peace Prize nominations. 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