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116 SNAKES IN SUITS
Jack was not so easily swayed. When Jack began explaining how he
wanted to manage the region and presented Ron with his new requirements,
Ron started pushing back, eventually raising his voice
enough to get the attention of other diners in the fine restaurant. He
argued that he didn’t need any more controls than those previously
imposed by Joe, and promised to deliver whatever Jack needed to
make him look good in the eyes of top management. Jack had heard
that Ron would sometimes get loud in order to get his way, so he decided
to hear him out, but then come back firmly. Ron’s arguments
eventually turned into veiled threats of turning the other salespeople
against Jack, legal action, and possible damage to Jack’s career.
This guy’s nuts, thought Jack as Ron continued his arguments, almost
ranting and raving. Sensing that Ron was about to end the
meeting and walk out, Jack said, “Look, Ron, I appreciate all you
have done, but the industry has changed. We’re no longer in the catbird
seat with our products, and this region—your region—is the
weakest link.”
“Then you—they—should have fired Joe years ago!” said Ron,
finally. “I’ve been covering for him since I got here. Do you know
what it’s like working for...” Ron caught himself, paused, and then
continued, his voice cracking slightly, “someone who’s never around
when you need him to close a deal, can’t get any advice worth listening
to, forced to always cover for him. I’ve been all alone here, Jack,
fighting for the company and this is how they reward me—with
more procedures, more demands, more grief!”
Although Joe’s personal problem had been an open secret in the
region, others outside the region did not know, so Jack was taken
aback by this revelation. His gut reaction was that this was an inappropriate
topic for them to discuss, but Ron’s persistence and obvious
frustration began to get to him. He listened more carefully to
Ron’s difficulties in dealing with Joe, trying to apply some of the
management techniques he had learned. He stroked Ron’s ego and
reflected his understanding of Ron’s dilemma. By the end of the
conversation—once Ron had calmed down—Jack promised to help