Week 8 of The Sales Apprentice and 8 contestants remain. This week their task, should they choose to accept it, was to create new flavours of crisps, produce samples and, representing two small UK crisp companies, travel to Hamburg in Germany and attempt to secure orders. The team with the most orders would be the winner.
The line up this week was Stella leading Laura, Joanna and Stuart (who, after last week, was “too tired” to put himself up as project manager!) versus Chris leading Christopher, Jamie and Liz. You had to respect Chris’s reasoning for stepping up, “I would rather have my destiny in my own hands,” and having been on the losing team for the last 5 weeks this was probably a wise decision.
Sales training tip: Step up. Go for it! No-one succeeds if they are not prepared to stick their neck out sometimes! Winners take action. Where in your business or your life could you step up and take action?
First task tonight was to decide on potential crisp flavours. On this the two teams immediately departed in different directions, Stella’s team opting to focus on traditional British flavours and Chris’s preferring to rely upon more traditional German ones. Both teams split into two and sent two Apprentices to Germany to do “market research”. I really don’t understand the point of this as they rarely pay any attention to the results! In Germany, both teams concluded that curry, sausages and paprika were BIG which reinforced Chris’s team’s decision but was totally ignored by Stella when Joanna rang to tell her…
Appointment generation…
Several of the sales meetings that the teams were to attend had been set up by Sir Alan but there was also plenty of time for them to set up their own sales meetings. This task seemed to fall to the two Apprentices from each team who were in Germany early which basically meant that it was Jamie and Christopher versus Stuart and Joanna.
First up were Stuart and Joanna, a very unlikely team and one for which I use the word “team” very loosely. That said, they secured more sales appointments than Jamie and Christopher and yet again Joanna showed her prowess at cold calling and drumming up new business appointments.
Sales training tip: The ability to walk the street, pick up the phone or attend a networking event and generate new business leads is seen by many as archaic, ineffective and old-fashioned. They are wrong. I am the first to utilize new technologies and new lead generation methods in my business but a healthy business and a strong sales pipeline is one that employs multiple routes to market. If you can knock on doors and pick up phones and create business from nothing then you will always be in demand.
Not only were Jamie and Christopher beaten in the setting up meetings stakes but they also made some schoolboy errors perhaps most inexplicably rescheduling an appointment set with the Marriott at 9am to 1pm leaving their diaries empty next day until 1030am. This was bizarre and may well haunt them as the decision that lost them the task.
7am, next day in Hamburg…
The teams set off on their sales meetings. In the first meeting Stella sat back and let Joanna take the limelight. Despite her direct style, Joanna appeared to have rapport, spoke at a good speed and landed a deal. She suggested a 6-month contract to which the client responded with a suggestion of 3-months. Her renegotiation? A smiley, just-about-as-pushy-as-you-would-have-wanted-and-no–more, suggestion of 12-months. The client agreed to 6. Nice!
This made me smile and reminded me of one of my first sales managers who told me that the response to the question, “Is this negotiable?” should always be, “Yes, how much more would you like to pay?” It’s a tongue-in-cheek line I know and only suitable for light-hearted negotiations where there is oodles of rapport and where you know it will work but there is a serious point here and that is that Joanna did not buckle under at the first knock-back. Indeed, this action could well have been the action that made the difference and won the task.
Meanwhile, Stuart was in a cab moaning about Joanna to Laura saying how she spoke to fast and did not build rapport with German clients. If he was worried about Joanna he was worrying about the wrong person… Laura nodded in that yes-I-know-everything way that she seems to have mastered better than anything else and they headed into their meeting to be met by a rather stern looking German business man. Stuart kicked off in German. The client smiled, “Oh my God! You are speaking in German.”
Sales training tip: Rapport can be built in many ways and in this simplest of simple examples Stuart built rapport with the client by making the effort to learn a few lines of German and then using them. This wasn’t a lot but it was a lot more than most would do and the client appreciated it.
Unfortunately for Stuart, if he had opened the door, Laura was going to slam it shut, lock it and throw away the key by speaking so fast that even I could not understand her let alone the prospect. What’s worse was that Laura was totally and utterly oblivious and even when told afterwards by Stuart that she had spoken too fast simply said, “I don’t think I did,” and sulked.
Personal development tip: The only way to develop and improve is to take feedback and to be open to personal and professional development. If you want to be the best, or even just good, at anything then you need to accept that you don’t know everything. Unfortunately, so many people in this world are just not open to the possibility that they can improve…
But even this reaction was nothing compared to her reaction to Stella getting to the Hyatt before her and Stuart to take the sales meeting that they were on their way to… “I don’t give a shit anymore,” she bleated. Even Stuart was getting peeved with her, “Well I do,” he replied.
Over on the other team, Liz and Chris tried to land a deal with the Marriott client but were told that he had signed with another client that morning… Errm, that would be the other meeting with the other team that Jamie and Chris could have had but bounced out for no sensible reason. As Sir Alan said later on in the boardroom, “The early bird catches the worm!” and this worm was well-digested by now!
Big things in sales and in life often occur as the result of lots and lots of small decisions. Many of these decisions, at the time, don’t seem that important… but in culmination they make a huge difference.
Moving that meeting to 1pm for no reason may well have been one of those small decisions that seal a much larger fate…
On the other team Laura, who would have surely gone tonight had they lost, was still moaning, “I really can’t walk on these cobbles. I thought I was doing corporate pitches not walking around cafes.” I don’t know if Sir Alan watches the tasks on video but I cannot imagine him putting up with two seconds of her moaning and whining in the real world.
And if moaning weren’t bad enough, her speed talking medal came back to haunt her as Liz and Chris landed a deal with the client who rejected her and Stuart because he “could not understand” her.
In the Boardroom…
Apollo and Stella had made 135 + 7,455 Euros from the arranged meetings and 11,737 Euros from the door to door sales ones making a total of 19,327 Euros.
Chris and Synergy had made 68 + 14,289 Euros from the arranged meetings and 3,638 Euros from the door to door sales making a total of 17,995 Euros.
Despite carrying Laura and therefore effectively Stuart, Stella’s team had won and down to, in no small part, the persistence and focus of Joanna. Even Nick was impressed saying that Joanna’s perseverance paid off and that by the end of it she was really firing on all cylinders…
Back in the Boardroom…
Chris elected to bring back Jamie and Christopher. This was a good decision. Chris wasn’t awesome but he didn’t do anything glaringly wrong. Stella hadn’t really won the task nor had he really lost it but Joanna had trounced Jamie and Christopher making them look like rank amateurs.
Sir Alan thought Christopher was a hard-worker. “You’re a doer,” he said. The writing was on the wall… we’ve been here before. Jamie was using his patter, “From the moment I arrived I have been making strong decisions,” he said. Sir Alan wasn’t impressed and neither was I.
In fairness, this was a difficult call. I have had Jamie and Christopher in my top four for some time now and not Chris but Jamie does seem to have a rather over-inflated opinion of himself and has failed to impress recently and Christopher has always been vulnerable to the “doer” card in Sir Alan’s eyes. On balance, and I know many of you won’t agree, I’d let Jamie go tonight… He has a sales background and he underperformed… but I couldn’t see it going down that way.
Chris held his breath. Surely it was all over for him. Nobody could be on the losing team 6 weeks running and survive… surely not… “Christopher and Jamie… I don’t think on this task that you were very well organized… Chris what can I say about someone who has been on a losing team so many times… facts are facts… Jamie in the early stage I was getting some good messages from Nick and Karen about you but you are sliding downwards in my estimation… however, Christopher you do work hard… you do get on with people… my concern is that you don’t have that spark of entrepreneurial genius I am looking for…”
And Christopher was gone. Wouldn’t have been my call but then it wasn’t, was it?
Quote of the week…
“Get an extinguisher and put me out. I am burning hot,” Christopher. Unfortunately for him, Sir Alan did.
Who will win The Apprentice 2010?
One of the questions that many people are asking right now is, “Who is going to win?” or, “Who is going to make the final?” Despite writing this every week it is always difficult to say because there is so much we do not see and this is TV after all however I thought it might be worth considering who we have left now and thinking a little about their performances and their prospects…
Stella looked strong as project manager in week 1 and looked head and shoulders above the rest. Whilst I would still rank her as a finalist, she has not looked so strong since. Her failure to take control as a team player, a few silly mistakes and her lack of willingness (or even awareness) to stand up to Christopher and his 1950’s interpretation of British family life most certainly have knocked the shine off her.
Liz has looked consistently strong. She is a good presenter, gets on with people well and appears to have good communication skills. She has steered clear of trouble and I’d have her as favourite by a head at the moment and, discounting total mess-ups,she looks a certainty for the final.
Jamie has the support of many people. I am not so sure. I know that many of you will not agree but he has not particularly impressedme and I am not sure about his depth of skills. His background involves selling and he messed up royally tonight over setting up the meetings and either wouldn’t or couldn’t see himself as remotely resposible. That said, he is almost definitely a final 4 finalist.
Christopher is ex military. I know he is now gone but I wrote this before the show. He has worked hard, got on with people, played well as part of the team and been a generally “good egg.” He should make the final and I like him, however, I said last week and I say it again, Sir Alan has a habit of sacking contestants who get on with things claiming they have no leadership skills and are just “doers”… think Simon last year. I disagree but it is not the best tactic and although I would have him in the final, he may get ousted if he gets in the firing line.
Chris is kind of sincere and serious and trying hard but seems to be lacking something. I wouldn’t put have put him in the final but with Christopher now gone the route seems clear. It’s like one of those dream runs at the Wimbledon semi-finals where it just all opens up.
Joanna was awful in week 1. She was too loud, too ballsy and too in your face. She took a dressing down from Sir Alan. I’d have fired her… however… perhaps more than any Apprentice ever, she has listened, picked up her game and changed her behaviours. She now seems focused, motivated and up for it. She could easily make the final 4 and on current form would deserve to be there.
Stuart “the brand” Baggs. What can I say? He has been awful although he does make cringeworthy TV which I guess is a good thing or a bad thing depending on your opinion. He did look slightly better tonight and there were a couple of occasions when I actually agreed with what he had to say. I also felt sorry for him saddled with Laura. Ouch! Even writing this I feel a little like Simon Cowell beginning to like Jedward last year on the X-Factor… Uggh! What a horrible thought. He has to go soon.
And finally, Laura. Frankly, I have had enough of her. Tonight she was moaning, whinging, whining, whinging, whining, moaning, moaning, whining, whinging… you get the idea. She really has to go! Anyone who has me nodding in agreement with “the brand” shouldn’t be there! She has to go.
Who would I take on?
Difficult… but, currently probably Liz, although I reserve the right to change my mind 
.
Who would you recruit if you were hiring The Apprentice?
Related posts:
- The Sales Apprentice 2010: Sales Training Tips From The Hit TV Show, Week 6
- The Sales Apprentice 2010: Sales Training Tips From The Hit TV Show, Week 1
- The Sales Apprentice 2010: Sales Training Tips From The Hit TV Show, Week 7
- The Sales Apprentice 2010: Sales Training Tips From The Hit TV Show, Week 2
- The Sales Apprentice 2010: Sales Training Tips From The Hit TV Show, Week 3
About Gavin Ingham
Laura dodged a massive bullet in this episode, but she can’t go on dodging them forever. She had better hope that any prospective employers haven’t watched this series!
Stella I think is still the strongest candidate. I also think Joanna is now in with a chance – you are right about her taking advice on board and learning.
On looks alone Liz will have a TV career no matter what happens, but I haven’t had much of a sense of her strengths or qualities yet.
Thanks Andy. You’re right about Liz, she has been quiet but has also not done anything terribly wrong. The film crew took a similar tack with Michelle a few years ago. We have to remember that this is TV and edited after they know the results so they are not going to show much that makes it too obvious. I was favouring Stella for several weeks but she has lost some sheen recently. Liz seems the obvious competition for her although as you say we have not see a lot of her yet. Joanna is an outside runner at the momenet because of how much she seems to have developed. If he wants young, motivated and capable of change and development she could be the ticket. Interestingly, I would probably recruit all three of them in preference to Jamie or Chris so the girsl in my book are definitely ahead.
That said, of course, everything can change and we will no doubt see new strengths, weaknesses and sides to all of them yet..
Laura should have been fired a long time ago. I guess some people are lucky. I don’t think she can last for long. She has been hiding ….”oh you take the pm decision.” It’s like she doesn’t want to be responsible for her decisions,
Stella and Johanna should be in the finals. I would favour stella, she is aggressive but she needs to be more careful not to push too far. On the other hand, Stella does what ever you give her, but still can be a good PM. Remember when she put a bikini? or when she was asked to put a dress and play a window doll.
Anyway, Jo Go Jo. ha ha ha
I agree with most of what you said in the article Gavin and my take on it is:
Stuart Baggs (no relation) – I actually think he is very young but does have something about him. I think he can sell and he is motivated which is enough for me!
Stella did well in the first episode and is a good bean counter to hit costs but she has never shown any ability to sell – in my opinion she won’t make the final as she will get found out next time her team loses.
Liz is a good presenter. She speaks well and builds rapport. It helps that she is attractive but she is a strong contender for the final or to win.
Jamie has a big opinion of himself but doesn’t produce. I’d not employ him personally but he does have a good work ethic. Not a contender.
Chris is like the character that Peter Sellers plaays in the film Being There. Apart from not succeeding he bumbles through and somehow always lives to fight another day. I can’t make up my mind if he is a good candidate or not. I do like him though and this is good in business.
Joanna has now played a trump card. Perhaps a slow starter but she is a real contender for the final – perhaps a Liz and Joanna final?