When does experience become a liability in selling?
If you watched the recent Ryder Cup matches you might be asking questions about experience. The ‘experienced’ players – Mickleson, Woods, Stricker, and Furyk combined for a total of 4 points won and 10 points lost. Take out Mickelson’s performance with youngster Keegan Bradley and the remaining three veterans (two were captain’s picks) won 1 point and lost 9 points. Ouch.
If you’re a sales manager building a team, or if you’ve ever found yourself having to complete a team and considered recruiting people you know very well what’s the best way to make the right decision?
For golf fans in the US thinking of this topic is not just a therapy session to recover from the fresh wound of the Ryder Cup outcome. Soon, President’s Cup captain Fred Couples will be making his captain’s picks for the 2013 squad that will compete in Dublin, Ohio on Jack Nicklaus’s Muirfield Village course. Couples is recently quoted as saying he would love to have Jim Furyk on the team.
If you were Couples would you feel the same?
Is this a case of a buddy gone blind or a buddy who knows his buddy better than we do?
You’d have to consider experience right? Let’s take a closer look at this word ‘experience’.
Is the experience of our politicians working in our favor? If you’re a West Virginian you might say yes as Robert Byrd carried truck loads of cash back to your state for 47 years. On the other side of the aisle sits another long experienced senator, Orin Hatch. He’s made the Senate his summer home for 36 years.
Are you an ‘experienced’ worker looking for work and too often considered ‘over qualified’ for the job?
If you’re a school teacher in the Chicago public system and you’re laid off your ‘experience’ means you’ll get called first when the school needs to rehire teachers.
Is experience the reason the US women’s national soccer team has won the gold medal at the past three Olympics? In 2012 the roster was made up of 61% of players who played on the 2008 gold medal team. In 2008 the team was made up of 50% of players who had played on the 2004 gold medal team. The current team has seven players who are age 30 or older, and two of those have a combined 28 years of national team tenure.
Experience defined means comprising knowledge of or skill of some thing or some event gained through involvement in or exposure to that thing or event. Therefore doesn’t it suggest that experience is useful only when the person is placed in the event or circumstance identical or very close to the event where experience was gained?
Would you put more weight on Furyk’s overall career or recent performances?
He has won 16 PGA events including some big game trophies like the US Open, The Memorial, The Canadian Open, the Western Open, and the Tour Championship in 2010. These events are played on the toughest tracks in the US – Cog Hill, Muirfield Village, Olympia Fields, and Eastlake. He’s had some bigtime wins in past Ryder Cups. In the 1997 Ryder Cup he beat a Goliath Nick Faldo in the Sunday singles (Europe won). He beat Garcia in the singles in 1999 (US famous comeback). He beat Howell in singles in 2004 (Europe killed US). In 2006 he lost (Europe again killed US) and in 2008 he sat out the singles matches (US won).
His record in non Ryder Cup match play kind of play is not impressive. And his sudden death playoff record is 3-8 which looks worse than it is. It means he won 3 tournaments out of the 11 he tied for first.
Would you put more weight on his recent performances and specifically the Ryder Cup? At Medinah while he didn’t fare as badly as Steve Stricker or Tiger (combined winning zero points and losing 7 points), he didn’t impress either, winning just one point. The match he lost to McIroy and McDowell was close. Perhaps it was the points he lost that’s causing the bounty. He missed makeable par putts on the last two holes of Sunday’s singles match to lose. This summer he blew his lead in the World Series of Golf in Akron, making a 6 on the final hole. Perhaps not as bad as when my good friend Kenny Perry collapsed on 17 and 18 to lose the Masters in 2009. I recall his comment as much as I recall the pain of watching him on those holes – “If the worst thing that ever happens to me is coming in second at the Masters then I’ve lived a pretty good life.”
I recall one manager building a sales team saying that hiring the people who had worked for him at other companies was like ‘devil you know’ instead of new hires being ‘the devil you don’t know’.
Like a lot of management decisions they never get second guessed when the outcome is positive. You look like a genius. But when the outcome is bad you’d better be able to live with the heat.Read Full Post | Make a Comment ( 4 so far )