December 23, 2011 —I have seen it all in this business, going back decades, and what still amazes me is the disdain some developers and/or executive management types demonstrate through their policies, etc. that, IMPO, reveals their utter contempt for the very sales and marketing folks who provide them with a very comfortable lifestyle.
So here’s the scoop. Last week I received a tip from a reader that caused my long held belief about this disrespect to once again rear its ugly head. As it turned out I’ve known this ‘tipster’ for many years and she, we’ll call her Sally, was livid about a policy that The Occidental Vacation Club (aka: Allegro) seems to embrace when it comes to at least one aspect of their hiring procedures.
It all started when Sally responded to an ad for the Company that was posted by a Project Director (we’ll call him Mike) in Mexico. Mike is needing to pretty much fill every front line in the trench positions from OPC’s to Sales Managers, liners, closers, T/O’s, etc.
Sally offered up for Mike’s consideration impeccable references, a very solid background as a F/B (front to back) Professional along with verifiable stats depicting a YTD VPG and closing percentage rare in our industry (top10%).
And her deals, I might add, are always ‘clean’ and rarely ‘kick’. I know this because she was on my team some time ago and Sally was my top performer; any company would benefit and profit greatly having her onboard.
So basically Mike offered Sally a position and as Sally, her husband and children would need to relocate from the USA to Mexico, naturally Sally inquired about relocation allowances, etc.
And here’s the kicker. All Mike could offer up was $1,000 after Sally and her family incurred all expenses associated with ‘moving’ and then indeed moved lock stock and barrel (to a foreign nation) and then and only then would the company reportedly pay her the $1-K (hopefully) to offset the actual costs.
So here is the Memo to OVC President/Director, Luis Namnum. Dear Mr. Namnum. I know you are a very nice person, a hell of a golfer and an all around ‘good Joe’. However also knowing that you never sold a week in your entire life perhaps that absence of experience dwarfs and/or impairs your ability to thoroughly understand, appreciate and comprehend the value and net profits to your company when hiring a verifiable Multi-Million dollar annual producer!
As such Mr. Namnum I highly recommend that you ‘google’ the real-world ‘relocation’ costs (and logistics) that are incurred when either an existing employee and/or new-hire (and family) are requested to move thousands of miles (in-country and/or to a foreign one) in order to make your company millions (more) of dollars each year.
Next, and this is where it will get a little tough Mr. Namnum, compare that paltry relocation reimbursement amount your PD ‘claims’ OVC will pay after the move and expenses are incurred by the ‘employee’ and compare your company’s actual net gains from a (e.g.) $1.5-$2.5 Million dollar ‘Producer’ who writes clean, full down business. Then see where the numbers take ya.
I respectfully request that you do so, Mr. Namnum, because I also know that you are one of those who truly lives by the budget and ‘numbers’ (aka: annual sales from this employee); and perhaps when you see your real gains from bringing top talent onboard you’ll kick up that measly one grand (reimbursement) a notch or two.
After all, such a fine company as yours really wants to recruit the crème de la crème in order to increase revenue, etc. and although there surely is no shortage of that type of talented sales professionals with the verifiable bona fides to be ‘recruited’ you do have to give them some reasons to join the OVC team Vs making your competitors millions!
And just a final thought, Mr. Namnum. Sometimes it will cost a few more Pesos than you’d like to invest to recruit and hire the industry’s best talent. But as you’d likely say, ‘at the end of the day’ the ROI (Return on Investment) will be far greater than, for example, the ‘investment’ OVC incurs just to send you to the Annual ARDA love fest each year so you can also play a few holes.
Hope to see ya at ARDA next April in Vegas, Mr. Namnum.
Maybe this year you can help me with my backswing and that darn slicing Problemo I keep having!
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