Recently, I heard a story about one of our Business Development Managers that caused me to take pause and think about what it truly takes to be successful in today’s business climate. There are some employees that do a good job, those that do a great job, and then there are those that we refer to as Level 5. What does it take to be Level 5? Here’s a story to frame up the Level 5 commitment.
This BDM always does her homework before she picks up the phone. In her pre-call work, she did all the standards that we teach….visit the website, check out the contact’s LinkedIn profile, read any articles written by the person, etc. In her homework, she found a quote from the contact (the president of a major company) stating his favorite food was Mint Milano Cheesecake. Even better, he had taken it a bit further and listed the recipe with tips to make it perfect.
The BDM used this in her voice mail sharing her love for the same cheesecake and saying that when they met (although she didn’t yet have the appointment) she’d make him a cheesecake. This landed her a call back. Why? Because she did her homework, related to something that was obviously important to him and made the call real and human. This is good, but this is not what makes it Level 5. After he called her back, gave her the appointment and joked with her about the cheesecake (this would be where most people stop) she made a decision to show up with the cheesecake! Fast forward to the appointment – the BDM comes in with the AE holding a box. The conference room is full of several other key staff from the company and she sets the box in the middle of the table, thus demonstrating her Level 5 commitment to doing business with them. Let’s just say it made a lasting impression on everyone in the room. They enjoyed the cheesecake and discussed doing business together. It would have been easy to just show up and have some banter about her voice mail, but she backed it up.
There are reps that are successful for many reason’s and this certainly doesn’t ensure a future, but it does demonstrate a level of commitment to success which is the attitude that “I will do whatever it takes” to be successful. Take a look at the scale below and think about your team.
LEVEL 5 = I’ll do whatever it takes
LEVEL 4 = I’ll do my best.
LEVEL 3 = I’ll try. I might. I could
LEVEL 2 = I want the result but do not want to put forth the effort.
LEVEL 1 = I do not want to be here. You can’t help me.
What level of commitment does your team demonstrate? Is there room for improvement in your team? How many Level 5′s do you have?
We always talk about what it takes to be successful in today’s ever changing world, but to see the skills in practice speaks for itself.