Hold It, Buddy!
What to do when your best sales rep flies the coop and tries to take your clients along for the ride
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Though only in my 30s, I've cultivated a cynical outlook ofthe business world worthy of a dyspeptic old man--think Andy Rooneywith lots of hair and a great handbag collection. This basicdistrust of human motives makes me well-suited to work on my ownand, according to my high school aptitude tests, be a lawyer.
A little business cynicism may serve you well when you face thedefection of a top producer. Because you hired a high achiever whoknows his or her way around a client meeting, a pro who'sfearless and impervious to rejection, you may have trained yourfuture competition. When you hear the good news-that your employeeis starting his or her own shop and the shingle's set to debutany day-what should you do? It's time to beat feet: Secureoutstanding client lists, assign a new salesperson to theemployee's accounts, and get on the horn to let clients knowwho'll be their new sales representative.
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