Welcome to Life Series. Following is Chapter 14 in our new Life Series blog, which explores the life story of Cetis Founder & CEO, Dr. Bing N. Sun.
Chapter 14 - Elephant In The Room.
Q: It's been said that relationships make or break the success of leaders. In fact, business relationships can be the proverbial elephant-in-the-room for rapid-growth startups that many leaders don't talk about.
A: Certainly, in our early days we did experience some staff turnover. People left for a variety of reasons, perhaps partially due to sales growth expectations and limited resources, but realistically, staff turnover can occur at any growth stage. Over the years, I've sought to maintain an open-door policy with staff, customers, and partners, which helps serve to anticipate and resolve change or conflict.
Q: But success can also usher in new challenges. As you continued to gain market share, did competitors begin to recruit your salespeople?
A: Yes, because we had a well-trained, and effective sales team, some members were recruited by our competitors and left. I remember an occasion in our early years when one of our top salesmen submitted his resignation on a Friday. During a 3-hour meeting on Sunday, he told me that he was leaving to join a humanitarian organization, but on Monday morning I discovered that he was already employed by one of our competitors.
Q: How did you react?
A: I was so angry at the time that I vowed to myself to find a way to acquire the competitor that hired him, and then fire him!
Q: Did that ever happen?
A: Yes. And no. I did acquire the competitor a few years later, but chose to retain him as a trusted member of our new sales team.
Q: How did that work out?
A: Actually, several years later he left again to join another competitor, however, today, many of our other original sales, marketing, and support team members are still with the company serving in management roles.
A: Certainly, in our early days we did experience some staff turnover. People left for a variety of reasons, perhaps partially due to sales growth expectations and limited resources, but realistically, staff turnover can occur at any growth stage. Over the years, I've sought to maintain an open-door policy with staff, customers, and partners, which helps serve to anticipate and resolve change or conflict.
Q: But success can also usher in new challenges. As you continued to gain market share, did competitors begin to recruit your salespeople?
A: Yes, because we had a well-trained, and effective sales team, some members were recruited by our competitors and left. I remember an occasion in our early years when one of our top salesmen submitted his resignation on a Friday. During a 3-hour meeting on Sunday, he told me that he was leaving to join a humanitarian organization, but on Monday morning I discovered that he was already employed by one of our competitors.
Q: How did you react?
A: I was so angry at the time that I vowed to myself to find a way to acquire the competitor that hired him, and then fire him!
Q: Did that ever happen?
A: Yes. And no. I did acquire the competitor a few years later, but chose to retain him as a trusted member of our new sales team.
Q: How did that work out?
A: Actually, several years later he left again to join another competitor, however, today, many of our other original sales, marketing, and support team members are still with the company serving in management roles.
Read all 18 Life Series chapters.
Click on the chapter links below to follow this remarkable life story in sequence. Click here to submit your comments directly to Dr. Sun. Thanks for reading. We look forward to hearing from you.
Chapter 1 | Chapter 2 | Chapter 3 | Chapter 4 | Chapter 5 | Chapter 6 | Chapter 7 | Chapter 8 | Chapter 9 | Chapter 10 | Chapter 11| Chapter 12 | Chapter 13 | Chapter 14 | Chapter 15 | Chapter 16 | Chapter 17 | Chapter 18
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