“He is foolish to blame the sea who is shipwrecked twice.” Pubilius Syrus Dear Dr. Adams, I am having problems with a sales representative, and I would appreciate your insight. Recently I asked for a short report on the status of two proposals submitted to potential clients. Here is the somewhat strange note he sent me. Mark Dear Mark, From: B. Phillips, Sales Agent Subject: Pending Proposals Here is the sales report you requested. Yes, unfortunately, both are indeed rejections; however, but both are not polite. The one from “prospect A” is very polite and professional; but the one from “prospect B” is, from my standpoint is insulting. Let me explain: not only did “prospect B" send a form letter, but the most shoddily composed afterthought of a letter I have ever been unfortunate enough to receive. Please, Mark, I do not wish to convey any negative feelings, but on top of that, “prospect B” had the audacity to send a form letter lightly chastening me for not sending them two copies! I always send potential clients duplicate copies. But how could they possibly know since they obviously didn't read it in the first place? Moreover, what is particularly insulting about the whole affair is that I had personally spoken, by phone, with the buyer. And then I receive such an insulting piece of epistolary juvenile (written doubtless by a very non-professional assistant)--I, who have been in sales for nearly three years and sold a number of products...I, who have spoken with Ms (prospect B) at least a few times in the past--and I who have sent my very best, quite well-composed WATERMARK letter to her in order to show respect and professional courtesy - on behalf of you, my employer! And, on your behalf, I can assure you that I will let the whole affair with prospect B go, saying NOT a word as to how they insulted not only me, but you. Oh, well, it is their loss, not ours. I just wanted to share this little bit of information with you. In the meantime, we shall both remain optimistic and patiently await for replies from other prospects. I am not going to give up--I am back to making a whole new round of phone calls on your behalf. Have a good day, Mark, wow, the report is indeed unusual. I wonder if this individual is psychologically right for sales. His comments strike of denial and paranoia was well as the psychological technique of projection or placing a problem on the mantle of the other person. Study his comments. He told you he was badly treated, the potential client did not respect him and turned down the offer not because your product was not right for the customer but because the client was insulting and stupid for failing to sign the contract. I sense that your sales agent does not understand the psychology of sales. As you know, in the sales game, rejection is an everyday occurrence. To deny it and to blame the world is a fool’s approach to business. No one feels sorry for a guy or gal that can’t sell. And not every person has a personality suited for huckstering. If you hire a person that denies responsibility for their actions and looks to blame the world for their failures, expect little success and many excuses. If I was in your spot, and I have been –admit your hiring mistake and part company. Rarely do people change unless they wish to and have the determination to bring about such change. Not an easy task. You will find that training and talking will not solve your problem, it will only postpone the distasteful tasking of saying goodbye. I assume that as a small business owner, you did not have the resources to support anyone’s long-term career development. I suggest you cut your losses and move on. As you interview replacements for the job, try this simple test – ask a few questions about why he or she left their previous position, And if you hear they were mistreated, company politics, nepotism, management is incompetent- in short, “ my failure is not my fault ” say thank you and goodbye. Otherwise when it does not work out, you will become the new cause of failure. It is easier to live with our failures and shortcomings when we can lay off the blame on others. And doing so, sets up excuses to continue failing. Do not hire a problem! Copyright 2004 Dr. Paul E Adams, Professor Emeritus Business Administration Ramapo College of New Jersey Author “ Fail Proof Your Business: Beat the Odds and be Successful.” Available Amazon.Com. If you have questions or comments- contact me: drfailproof@earthlink.net