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SPRING 2020

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Distributor's Link Magazine Spring 2020 / Vol 43 No2

100 THE DISTRIBUTOR’S

100 THE DISTRIBUTOR’S LINK Jim Ruetz Jim Ruetz spent 40 years running a family industrial/fastener distribution business before retiring in 2019. Jim is a currently a PhD. candidate at Oklahoma State University and founder of JPR Global Partners Business advising firm. Jim is a licensed Culture Index © coach. Jim can be reached at jruetz@jprgpllc.com, or visit his company online at www.jprgpllc.com WHAT DO FOOTBALL AND BUSINESS HAVE IN COMMON? MORE THAN YOU MAY THINK! Putting People In The Right Seats On The Bus Have you ever wondered why some of your sales team members can’t move the dial forward helping you develop new business, even though they possess significant fastener knowledge, ample industry experience, and an amiable personality? Or why the all-star player you had when she was working in one department isn’t producing in her new role? How about that new hire you on-boarded with careful emphasis on position training but in spite of the exhaustive training it doesn’t look like he will fit the role after all. Consider this analogy: The owner of a pro football team found a bunch of college players who looked like they have potential to help his team. He tells the 70 or so players to report to the stadium for tryouts, he instructs the players to tell the coach what position they would like to play when they arrive (sounds like Jerry Jones). The head coach isn’t told what positions each played in college – when asked the players tell the coach only what they want to play (not necessarily what positions they did play or are good at playing). What is the first thing the coach is going to do? You got it – the coach is going to assess the skills and strengths first and foremost: Speed, strength, agility, and fit for each role. While physical characteristics are some of the important constructs in the football realm; personality constructs are equally important in the business world. CONTRIBUTOR ARTICLE When you are interviewing someone for a position or planning to promote someone to a new role, are you considering if their personality makeup fits the role you are putting them into? Everyone has heard the old adage “the worst thing you can do is take your best salesperson and make them sales manager.” On its own merit this is a ludicrous statement. Just because a salesperson is successful in one role doesn’t mean they couldn’t be successful in another. Similarly, the reverse is also true – being successful in one role doesn’t ensure they will be successful in another. The two roles could be as different as quarterback and linebacker talent requirements. So, what’s the answer? Just like in the football scenario where each position requires certain physical characteristics; in business each position requires certain personality constructs for the role. In the case of taking our star salesperson and making him/her into the sales manager, we need to determine if they have the basic personality constructs for sales management which is likely a very different role from a hunter or farmer sales role. Some people have the personality constructs to do both. In today’s football terminology we call these individuals “Slash” players. They are able to fit into multiple roles i.e. wide receiver/ slot back/wild cat quarterback. Similarly, if the sales star also has the personality constructs which are needed for management roles, she will likely be successful. CONTINUED ON PAGE 149

THE DISTRIBUTOR’S LINK 101

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