I woke up this morning with my dog sitting next to my bed, waiting for me to open my eyes. His tail was going everywhere. Everywhere. And it reminded me of a conversation that an old co-worker and I had about "Wagging Tail Syndrome". If you haven't heard the expression, here is the definition:
Wagging Tail Syndrome (WTS): When your salesman gets off the phone without all of the job requirements saying they have the best order in the world.
Sure, we all have done it...when we were Jr. Sales Reps. What made us get over it? Experience...that's what. What I mean by that is we were burned at some point by submitting the wrong candidate to the role, or we gave it to the recruiting team and they could never come up with a candidate...but our competition did, or your recruiter got a great candidate only to find out the need wasn't real...the list can go on, but the common error is that the sales rep got off the phone too quickly. So, how do you get through this?
Slow Down -- You may notice the signs/symptoms when it starts to happen (if you are an in-the-trenches manager)...your sales reps starts to qualify...but only asks 1 or 2 questions before they start to say things like "We will get right on this for you."
This is where you need to tell that sales rep to SLOW DOWN. You can be excited, but it doesn't help if you qualify a bad order...because it means nothing unless you close the deal. Check lists can help, putting a sign in their cube that says Slow Down with a picture of some crossing guard blowing their whistle at you...anything. Get that sales rep to slow down and make sure they take a full order.
Team Work -- Sometimes, well, most times our Sales Reps are not technical gurus (if you have read my previous blogs...I do IT Recruiting). Not their fault...they are better at selling than programming. These types get the WTS so quickly it makes their heads spin. So, what we will do to get around that is have them get the "buyer" on the line...once they have a need ("Why yes I need a web developer!"), then we have them say "Mr. Manager, I want to get my technical recruiter on the line to get the details from you so we know exactly what you need and nothing gets lost in translation." Haven't had a single manager say no yet.
These are just a couple of ways to cure/treat WTS. If these don't work...consult your doctor :).