The habitual latecomer

When I consult with sales managers, I frequently get the complaint that their new home sales model is not open when it should be. They believe ”but aren’t sure” that their salespeople are late opening the model. They slip out early. They take extended breaks during the day, leaving the new home sales center unavailable during key times.

I tell each and every one of them that I can confirm with 100% accuracy which sales center is opening and closing on time without ever traveling to the sales center or model home. They look at me like I’m some sort of clairvoyant (which I’m not). I simply show up, unannounced, at a sales meeting. There are always people who arrive 15 to 20 minutes early, get their coffee, and are ready to start the meeting at the appointed time. There is also, sad to say, at least one person who waltzes in 15 to 20 minutes late.

This, I tell the sales manager, is one of those "tells" you see in a card game, a tip-off to the next play. The timeliness or tardiness that occurs when people are watching ”including the leadership team” is the same behavior occurring at your sales center. They aren’t savvy enough players to even attempt to bluff you.

If these people can’t be on time when everyone is watching, what makes you think they act more responsibly when left on their own?

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