When Reps Get Crushed by No-Shows and Management Blames Them

Operator Note

When a rep tells management they're getting crushed by no-shows... ...and management responds with "Well, what are YOU doing about it?" Hoooooollllllld on a dang second. Let me get this straight. You hired a closer to do what? You hired him to close. You did not hire him to deal with a clear system failure. That's not the job. No-shows are an UPSTREAM problem. The rep is downstream. By the time the lead hits the rep's calendar, everything that causes a no-show has already happened (booked too fast, lackluster education, weak or zero confirmation sequence, wrong lead alltogether, ect.) The rep didn't touch ANY of that. So when they come to you and say they're "getting cooked by these no shows"... ...they're doing exactly what they should be doing. They're reporting a system problem to the people responsible for fixing it. That's called communication. That's called being a professional. But when you respond with "what are YOU doing about it?" What you're doing is flipping the burden of p