This is part 2 of a five part blog series on How to Know If You are Hiring A Don Draper Salesperson.
Posers lose when they compete against real Don Draper salespeople.
A couple of years ago we were brought in to help a Sales VP who had absolutely no business being a Sales VP. He had been promoted because he had "put in his time" and he was a good friend of the prior CEO.
This company had a powerful reputation and brand in the region. They were the "go-to" company that had served the region for decades. Their brand sold far more than any salesperson ever did. The sales team were order takers posing as salespeople (posers) and added very little value to the sale.
The posers in this company were fat and happy; they were accustomed to getting most sales just by asking for it. They had mastered the art of taking credit for making a sale when they were really just order takers. And they felt entitled because like their predecessors - they had put in their time.
Then the region began to experience some changes. New competition entered the market. Companies came in and offered real value through their Don Draper salespeople, while our Client's Sales VP maintained the strategy that had worked for him in the past; rewarding order takers who had put in their time.
The outcome was predictable. It was a bloodbath for our Client.