On the previous post I shared how Fred*, my sales manager from one company left us to work for a competitor, and about the same time yet another company, bigger and better than either of the other two, was trying to recruit me to work for them.
I had to make a decision. To say I was floundering where I was would be an understatement. My morale was low. When I was hired at the original company (Company A) they had promised to help me get my securities license, which at the time was an attractive offer. However, when I would bring it up they would move the goalposts. "Sure, we'll help you when you sell more life insurance." This was a slap in the face to me since I had been a decent producer.
The other company (Company C) that was wooing me also said they not only would help me get my securities license, but that it was required. My problem was that if I left Company A I would have to suffer through several weeks, or even months of Friday meetings, good old boys and low production. I just wanted out of the place.
I was a bit surprised when Fred called me one day. He was oblivious to the fact that I was in the process of being vetted for another company and insisted that I talk with him about working with him again, but at his current company (Company B). So when I rode a few miles to his office he was all smiles to see me. With tobacco juice running down the sides of his mouth he explained that they would give me a small weekly salary for three months to "get you started". It wasn't much but it was a place holder.
"We'll have to send you to a training class out of town for a few days but you'll learn all you need," he said between spits. "Heck, you might be teaching them something."
I told him I needed to think it over, but I didn't really. I just didn't like the guy and wanted him to sweat a little bit. My strategy was to work there for a few weeks while Company C was doing their background checks and whatever else they needed to do. Then I was leave Fred and his new cohorts with my small weekly salary in hand.
After a week or so I agreed to visit his office again and get the paperwork started. Another agent, whom I will call Mark*, was there for the same purpose. Mark was an older gentleman and seemed nice enough. Fred sat us at a large round table and gave us a large stack of papers to fill out. In the middle of the pile was an agreement for us to pay for the training he had mentioned earlier. "What the hell is this?" Mark asked.
Fred mumbled something about us having to pay $250 for the training and the company would deduct $20 from our paycheck each week until we paid it off. Mark was obviously pissed off. "You didn't mention this! This is very unprofessional of you!" I nodded in agreement. "Any other surprises, Fred?" Mark asked.
Sure enough there was another form for us to pay $50 for a box of supplies. Now it was my turn to give Fred the business. "What kind of place is this? I've never paid for supplies in my entire selling career!"
What did Mark and I do? I'll answer in the final part of this series. Stay tuned!
*Names have been changed to protect the guilty.
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
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