Hammer Jan. 2009 - Hammer Magazine Maui

25 Hammer Magazine 2009 808 * 264-3967 www.hammermagonline.com
By Barry Hodgson
Many construction companies all over the world
have a sales team. In many cases, there is always
a “star.” But, sometimes this “star,” who may be
bringing in as much business as the rest of the
sales team, may have an attitude. This salesperson
may be bringing in a negative attitude to the
office and does not follow procedures or company policies. How
does the manager or owner deal with the “prima donna,” especially
if they are worried about the “star” leaving the company if
confronted by this behavior?
It has been said that if you have a company that is over dependant
on any one person, fire them immediately. An indispensable
employee needs to be dealt with because this dependency in
dangerous. Businesses can fail when this employee leaves the
company or passes away.
If management tolerates this type of behavior, they are, in essence,
endorsing it. Other employees see this and think that your rules are
irrelevant and your authority is meaningless. Sometimes, the
“prima donna” will try and leverage this dependence into
immunity from company procedures or company policies. By
allowing this behavior to persist only undermines your leadership
within the company.
In order to fix the problem, you will need to eliminate the
dependency. Sales duties need to be spread around to others.
Assign new territories and train new recruits. Establish a set of
standards that will create the type of working environment you
want for your company. Include behavior policies. By not
asserting your authority is a major threat to your business and your
leadership. This situation will not heal itself. Have a meeting with
the “prima donna.” Be prepared and assert control from the
beginning. Have a replacement strategy in case this disruptive
worker threatens to leave the company. Be clear about your
policies and company procedures. Set goals for compliance and
stick to them.
By spreading knowledge and skills among other employees, you
will eliminate overdependence in your business. The business
needs to depend upon systems, rather than people, to get results.
If you want to feel better about yourself and improve your
business, deal with this over dependency immediately. The effect
the “prima donna” may have on your business may be subtle and
easy to dismiss. Ignoring this problem is very dangerous. Be
assertive, take control, and help ensure the success of your
business!
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An Engineer and a
Construction Worker
are sitting next to each other on a long flight
across country.
The Engineer leans over to the Construction
Worker and asks if he would like to play a fun
game. The Construction Worker just wants to take
a nap, so he politely declines and rolls over to the
window to catch a few winks.
The Engineer persists and states that the game is
real easy and a lot of fun. He explains "I ask you a
question, and if you don't know the answer, you
pay me $5. Then you ask me a question, and if I
don't know the answer, I'll pay you $5."
Again, the Construction Worker politely declines
and tries to get to sleep.
The Engineer, now somewhat agitated, says, "OK,
if you don't know the answer you pay me $5, and
if I don't know the answer, I'll pay you $50!" This
catches the Construction Worker's attention, and
he sees no end to this idiotic torment unless he
plays, so he agrees to the game.
The Engineer asks the first question. "What's the
distance from the earth to the moon?" The
Construction Worker doesn't say a word, but
reaches into his wallet, pulls out a five-dollar bill
and hands it to the Engineer.
Now, it's the Construction Worker's turn. He asks
the Engineer "What goes up a hill with three legs,
and comes down on four?"
The Engineer looks up at him with a puzzled look.
He takes out his laptop computer and searches all
of his references. He taps into the Air phone with
his modem and searches the net and the Library of
Congress. Frustrated, he sends e-mail to his co-
workers -- all to no avail.
After about an hour, he wakes the Construction
Worker and hands him $50. The Construction
Worker politely takes the $50 and turns away to
try to get back to sleep.
The Engineer, more than a little miffed, shakes the
Construction Worker and asks, "Well, so what's
the answer?"
Without a word, the Construction Worker reaches
into his wallet, hands the Engineer $5, and turns
away to get back to sleep.
Unknown