Video: Glengarry Glen Ross Sales Training [4:48 min]

How does the approach taken by the sales manager in Glengarry Glen Ross motivate his salespeople?

This video illustrates the role of sales in marketing (Section 12.7). In this scene the sales trainer is using threats as a way to motivate his sales force. He is focusing on step 5 of the sales process, closing the sale but does not address the other needed steps.

Glengarry Glen Ross is a 1992 film adaptation of a play by David Mamet. The film depicts four salesmen pressed to sell the Glengarry Highlands and Glen Ross Farms real estate properties. It is assumed that Mitch and Murray, the unseen business owners, are unhappy with the sales performance of the office, as they send a motivational speaker, named Blake. Blake (played by Alec Baldwin) is sent to challenge the staff. Blake is merciless in his criticism of the salesmen. Blake holds a stack of cards containing contact information of people interested in the property. He waves the stack of potential leads and declares the group is not worthy to have them. With derision, Blake reiterates the salesmen’s ABC’s of “Always-Be-Closing”. He announces the Glengarry leads will be awarded to the salesman who closes a sale. With disgust, he gives the group an ultimatum; he announces there will be a sales competition; only two will win their job back. The top seller will be awarded a Cadillac Eldorado, the runner-up will win steak knives, and the third and the last place will lose their jobs. The men react to the competition and ultimatum in different ways.

After watching this video reflect on the processes that you would implement as a sales manager, as well as the benefits and threats of the approach taken by the sales manager in this scene.

Transcript