Herding Cats - Individual Attention

Do you remember the Super Bowl ad for "Cat Herders" On January 30, 2000, a division of Hewlett-Packard called EDS (Electronic Data Systems, formerly an independent company) ran a 60-second clip of cowboys on horseback herding cats on the prairie. Roughneck cowboys suggested herding cats is "one of the toughest things he had ever done." Bill Clinton later cited it as his favorite commercial. The origin is the 1979 film Monty Python's Life of Brian. The idiom suggests that organizing large groups of people is not possible, or not without considerable effort and patience. Other cartoon references spoof the efforts of herding cats and strategic alignment.

In the context of salespeople, the term "herding cats" refers to the challenge of managing and coordinating a sales team that is individualistic, competitive, and often difficult to control. It highlights the difficulty of leading and motivating a sales team that may not always be aligned with common goals or strategies.

Remember, the sales team often operates under quotas and performance-based incentives that are individual goals, and by definition, success rewards an individual, not a group. Shared goals, a corporate vision, and an organizational structure with a hierarchical approach typically lead sales teams. In the name of Monty Python, we have our sales leader herding their flock of sheep, when in fact they are looking for the wolves in sheep's clothing.

Successful "herding" of a sales team can lead to increased productivity, improved collaboration, and enhanced overall performance. The rigor also fosters a more cohesive and motivated team environment. Just remember, each cat (salesperson) has a unique personality and may need individual attention. Meow.

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