“Glengarry Glen Ross” is a riveting movie about selling that will both entertain you and make you cringe at the same time, particularly if you make your living selling. At the very least, it will make you question your own code of ethics.
Based on David Mamet’s 1984 Pulitzer Prize winning play of the same title with an all- star cast including Alec Baldwin, Kevin Stacey, and Jack Lemmon, the movie illustrates many of the underhanded tricks of the salesperson’s trade (most of which are illegal or ethical or both).
Here is an excerpt from the film:
– The sales manager barges into the sales bullpen to find the sales team chatting about nothing instead of cold calling prospects on the phone. The team is behind on the numbers and morale is low.
– He begins to rant, “Instead, let’s talk about something important”. He notices that Shelley, an aging salesman who is behind on quota, is getting himself a cup of coffee. “Put that coffee down,” he orders. “Coffee is for closers!”
– Shelley is incredulous but afraid to counter.
– “You think I’m f…ing with you? Well, I am not f…ing with you. Put the coffee down!” yells the sales manager.
– Shelley sheepishly puts the coffee down. He turns away.
– The sales manager continues, “I’m here from downtown and I’m here on a mission of mercy. Do you call yourselves salesman? I’ve got news for you: You are all fired”.
– The stunned bullpen just looks on blank-faced and frightened.
– Red-faced and humorless, the sales manager continues, “The bad news is you’ve all got one week to redeem yourselves. We have added something new to the monthly sales contest: “First prize is a new Cadillac El Dorado. Second prize is a set of steak knives. Third prize is you’re fired!”
– The sales manager storms out of the room while the sales people reach for the phones and start calling prospects while grumbling under their breath.
Glengarry Glen Ross teaches us:
– how not to sell; these sales people lie, cheat, and steal.
– how not to manage salespeople, this sales manager berates and belittles his team.
– how not to pay them; the comp plan rewards the wrong behaviors.
– how not to build lasting customer relationships; customers in this story are not respected.
Glengarry Glen Ross is every salesperson’s nightmare come true. If you want to see the dark side of selling, you must watch this movie. Be glad that YOU don’t work for this guy!
John Bradley Jackson
© Copyright 2006 All rights reserved