EP17: High Noon - Facing the Black Hats Who Are Trying to Take Your Market

The United States of the mid 19th century is ripe with stories of its timeless legends and colorful characters who helped weave the historical events that defined the Great American West. The stories and movies about the adventures of lonesome cowboys, men with black hats, or brave lawmen of the Old West who clashed frequently in conflicts such as the Gunfight at the O.K. Corral, the duals in the dusty streets of Virginia City, and tales of quick justice in Dodge City, continue to capture our imagination. 

When we talk of cowboys and other figures of the Wild West, we immediately picture a man on horseback. But no cowboy would roam the West or walk the streets without a gun…and such a gritty figure would most likely wield a very distinctive long-barreled revolver called the Colt 45. In fact, no gun in the Old West was as important or left such an indelible mark as the Colt Single Action Army Revolver, or more widely known simply as the Colt Peacemaker. 

It was said that "God made man, but Sam Colt made them equal."

And why it was called the Peacemaker and the “Great Equalizer” is as related to business and market dominance today as a cowboy is related to his boots. 

The Colt 45 leveled the competitive playing field because it equalized the relationship among fighting males…especially in the strong honor culture of the Old West, where discipline was enforced through one on one combat and duals deriving from even the faintest slight. So much so that the reason people used to be more polite back then could be argued that it was not because they were nicer people, it's because you might get killed otherwise. And that, as my fellow co-host Chris Beall would say, was considered to be a great inconvenience. join us for this episode of Market Dominance Guys.

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The complete transcript of this episode is below:

Chris Beall (04:35):

Question is is it okay to tell a sales rep how to do their job, what tools to use or technologies to use, process to follow? And it comes all the way down to this ancient question about what is the relationship to sales itself to a company and its strategy. So under the old paradigm, which came to us from, as we were talking about before the roots of capitalism, where capital is deployed to create the means of production that is factories full of machines with people tending the machines, or maybe it was some people doing things by hand or whatever, but capital is deployed in order to build something repeatably in that something turns into inventory, finished goods inventory, and that inventory must be disposed of and turned back into cash in order to make the cycle work. Right? So what that always suggested was well sales is this external function that just sits out there somewhere in the world.

And as long as they dispose of the inventory in a way that's reasonably efficient and they don't take too big a cut, then it's not really relevant to the future of the business. The inventory must be disposed of, sales must be good enough, but we certainly don't want it inside the company, because then it turns into overhead. That is when there's nothing to sell, then we carry the sales person. So, and the classic evolution of business through, I'll call it the capitalist revolution that occurred as a concomitant of the industrial revolution, hand in hand, we ended up with this model of the salesperson as effectively kind of an independent contractor. And it shows up in how we compensate salespeople, where we compensate them with variable compensation, with commissions based on what they sell. And the ultimate, most respected kind of salesperson is the pure commission rep, who is a lone wolf who