Don't Miss a Thing
Free Updates by Email

Enter your email address


preview  |  powered by FeedBlitz

RSS Feeds

Share |

Facebook: Seth's Facebook
Twitter: @thisissethsblog

Search

Google


WWW SETH'S BLOG

SETH'S BOOKS

Seth Godin has written 12 bestsellers that have been translated into 33 languages

The complete list of online retailers

Bonus stuff!

or click on a title below to see the list

all.marketers.tell.stories

All Marketers Tell Stories

Seth's most important book about the art of marketing

ONLINE:

IN STORES:

free.prize.inside

Free Prize Inside

The practical sequel to Purple Cow

ONLINE:

IN STORES:

linchpin

Linchpin

An instant bestseller, the book that brings all of Seth's ideas together.

ONLINE:

IN STORES:

meatball.sundae

Meatball Sundae

Why the internet works (and doesn't) for your business. And vice versa.

ONLINE:

IN STORES:

permission.marketing

Permission Marketing

The classic Named "Best Business Book" by Fortune.

ONLINE:

IN STORES:

poke.the.box

Poke The Box

The latest book, Poke The Box is a call to action about the initiative you're taking - in your job or in your life, and Seth once again breaks the traditional publishing model by releasing it through The Domino Project.

ONLINE:

IN STORES:

purple.cow

Purple Cow

The worldwide bestseller. Essential reading about remarkable products and services.

ONLINE:

IN STORES:

small.is.the.new.big

Small is the New Big

A long book filled with short pieces from Fast Company and the blog. Guaranteed to make you think.

ONLINE:

IN STORES:

survival.is.not.enough

Survival is Not Enough

Seth's worst seller and personal favorite. Change. How it works (and doesn't).

ONLINE:

IN STORES:

the.big.moo

The Big Moo

All for charity. Includes original work from Malcolm Gladwell, Tom Peters and Promise Phelon.

ONLINE:

IN STORES:

the.big.red.fez

The Big Red Fez

Top 5 Amazon ebestseller for a year. All about web sites that work.

ONLINE:

IN STORES:

the.dip

The Dip

A short book about quitting and being the best in the world. It's about life, not just marketing.

ONLINE:

IN STORES:

the.icarus.deception

The Icarus Deception

Seth's most personal book, a look at the end of the industrial economy and what happens next.

ONLINE:

IN STORES:

tribes

Tribes

"Book of the year," a perennial bestseller about leading, connecting and creating movements.

ONLINE:

IN STORES:

unleashing.the.ideavirus

Unleashing the Ideavirus

More than 3,000,000 copies downloaded, perhaps the most important book to read about creating ideas that spread.

ONLINE:

IN STORES:

v.is.for.vulnerable

V Is For Vulnerable

A short, illustrated, kids-like book that takes the last chapter of Icarus and turns it into something worth sharing.

ONLINE:

IN STORES:

we.are.all.weird

We Are All Weird

The end of mass and how you can succeed by delighting a niche.

ONLINE:

IN STORES:

whatcha.gonna.do.with.that.duck

Whatcha Gonna Do With That Duck?

The sequel to Small is the New Big. More than 600 pages of the best of Seth's blog.

ONLINE:

IN STORES:


THE DIP BLOG by Seth Godin




All Marketers Are Liars Blog




Blog powered by TypePad
Member since 08/2003

« Advice for Nathan (and anyone that wants to be a marketer) | Main | Lessons from Neil Young »

Good is not almost as good as great

SalesgoodgreatI went to trade in my car Jay Porter Prius for an updated Prius today. Well, I meant to do that, but I walked out instead.

I arrive at Westchester Toyota and pass two or three salespeople loitering outside. Inside, there were two or three more, sitting in a line of chairs, waiting for the signal from the headmistress at the counter.

My guess is that even for a thriving brand like Toyota, most of these guys weren't paid so much. They were 'good' salespeople, lifers who showed up, did what they were told and closed a sale here and there.

It soon became clear that the salesperson who was assigned to me wasn't 'great'. The dealership had messed up: He had no record of my appointment, no file, no history of why I came. But he just punted. He made no effort to engage with me or look me in the eye or empathize with my frustration at the complete waste of time my call yesterday had been. He gave up after about ten seconds, bummed out that he had lost his place in line. So I left.

Driving home, I started to think about the discontinuity in the graph of salespeople. Discontinuities are interesting, because that's where you can see how a system works. In this case, it's obvious that a great salesperson is going to sell far, far more than a good one. Nine women working together can't have a baby in one  month, and ten good salespeople still aren't going to close the account that a great one could. That's because it's not a linear scale. The great ones reach out. They work the phones when they're not first in line. They understand what a customer wants. They're not just better than good. They're playing a totally different game.

My best advice: Fire half your salesforce. Then, give the remainder, the top people, a big raise, and use the money left over to steal the best salespeole you can find from other industries or even from your competition. You'll end up with fewer salespeople. But all of them will be great.

And the good guys? Have them go work for the competition.

TrackBack

TrackBack URL for this entry:
http://www.typepad.com/services/trackback/6a00d83451b31569e200d83464133f69e2

Listed below are links to weblogs that reference Good is not almost as good as great:

» A Godin nugget from Young Go Getter
Another interesting quote to get your brainwaves flowing: Nine women working together cant have a baby in one month, and ten good salespeople still arent going to close the account that a great one could. Quality will always... [Read More]

» Be Great for Every Customer! from The Marketing Fresh Peel
I would hate to be the salesperson that helped Seth Godin today at the Westchester Toyota dealership. Little did he know that his poor performance would be known allover blog world in minutes when Seth returned to his computer. With the large audienc... [Read More]

» The Discontinuity in the Graph of Salespeople from Rob Vaughn Consulting
Great piece by Seth Godin on how sales people are either really good (10% of them) or really really bad (90% of them). He's got a nice graph and a good screed on it here: Good is not Almost as... [Read More]

» Good vs. Great from MattSingley.com
Do you follow Seth Godin's blog? If you are interested in how people respond to certain situations, how to take care of your customers or attendees, how to really give excellent service to others...then you should. I loved his post [Read More]

» the Knicks way from a one and a two (by Iridesco, Inc.)
Seth Godin has a blog about business and marketing that I read regularly. He writes short posts that always get straight to the point, and his points are usually interesting. I was surprised to read his latest post, Good is not almost as good a... [Read More]

» Be Great for Every Customer! from The Marketing Fresh Peel
I would hate to be the salesperson that helped Seth Godin today at the Westchester Toyota dealership. Little did he know that his poor performance would be known allover blog world [Read More]

» On Good Vs. Great and Other Tips In Channel Sales Motivation from FreshSqueezedMarketing
Several years ago, I entered a local Buick dealership to shop for a car. It was around 7:00 pm, and the slightly dingy dealership had only two salespeople on duty. The one assigned to me shuffled over and we walked... [Read More]

» Good is much less thanGreat from my Voice is in here somewhere...
Seth Godin used a visit to a car dealership to show that there is a very wide gulf indeed between a good salesperson and a great salesperson. Ive been either working in a sales organization, or supporting our sales o... [Read More]

» Salespeople, a lesson from a marketer from Blown Mortgage
Seth Godin has such a GREAT post that all salespeople should read. It's especially timely for our industry. As the mortgage industry gets pounded, as the great shakeout gets underway in earnest, great salespeople are going to earn more business [Read More]

» Work with Great from MLM - Network Marketing Blog
Seth Godin writes: My best advice: Fire half your salesforce. Then, give the remainder, the top people, a big raise, and use the money left over to steal the best salespeole you can find from other industries or even from [Read More]

» Automobile Dealerships: Don't expect great anything... from the excitement program!
Seth Godin is one of my favorite bloggers and authors In his Good is not almost as good as great post about a trip to an auto dealership, he describes his experience with frontline auto salesmen. He was not inspired [Read More]

» Automobile Dealerships: Don't expect "great" anything... from the excitement program!
Seth Godin is one of my favorite bloggers and authors In his Good is not almost as good as great post about a trip to an auto dealership, he describes his experience with frontline auto salesmen. He was not inspired [Read More]

» Proof in the pudding from thinks
Seth Godin wrote the other day that Good is not almost as good as great. Turns out, sometimes, it aint remotely close. ... [Read More]

» Seth Godin's Bad Toyota Experience from Lean Blog
One of Toyota's weak links, at least in the U.S., has been their dealer customer service. Jim Womack referred to this in our podcast last week and now business/marketing blogger Seth Godin highlights his bad dealer experience. In doing so, Seth high... [Read More]

» Customer Service Thought For the Day From Seth Godin from CustomersAreAlways
Its time for you to be picky about who you hire. You should treat each interview with a potential customer service rep as you would a blind date. Ask the right questions and measure their enthusiasm. Do they have that sparkle i... [Read More]

» Good is not good enough from StarMaker Jason
I've lost count of how many times I've said "good is not good enough anymore" to an audience of Realtors. Over and over again, agents hear of the 80/20 rule. In terms of income available in the industry, that means [Read More]

» CUSTOMER SERVICE from Jonola14.co.uk
A smile, a friendly gesture or a genuine concern for a customer's shopping experience are all it can take to turn an interest into a sale. Most of you know I am a really stickler for customer service and if... [Read More]

» Do 2 Goods Make a Great? from Synaxis Thinks
As usual, Seth Godin adopts a strong position: good is much worse than great. I am reminded of Spinozas famous claim (from 1677) that all things worthwhile are as difficult as they are rare (Pt. V, prop. 42). If good isnt n... [Read More]

» Fire all the good salespeople!!! from The Scrappy Software Marketer
Seth has a great post about good vs. great sales people.  Here is a thought..instead of taking all the money you save from firing the good sales people and stealing the great ones from other companies, how about giving 30% or so to the marketin... [Read More]

» Management Improvement Carnival #8 from Curious Cat Management Improvement Blog
Good is not almost as good as great by Seth Godin - They understand what a customer wants. Theyre not just better than good. Theyre playing a totally different game. Great point (says John Hunter) Fire half your sa... [Read More]

« Advice for Nathan (and anyone that wants to be a marketer) | Main | Lessons from Neil Young »