In the world of sales, there are often no right answers. What would you do in this tough sales situation? Make the call below, and see instantly how your judgment compares. Final results will appear in LBM Journal. Be sure to check back next month for a fresh Tough Call.

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Tough Call - You vs. J.R.

When you were offered the job of general manager for Ewing Lumber’s new suburban Dallas location—at 40% more than you were earning in your previous position—it wasn’t a tough decision. Company founder John Ewing, Sr., worked hard to recruit you from local competitor Barnes Lumber, explaining that he viewed expertise from outside the family as crucial to the long-term success of the company he worked so hard to build. He assured you that the horror stories about family businesses were about other family businesses. His passion, and the offer of a significantly higher salary, was enough to bring you on board three years ago.

Under your skillful hand the new location consistently exceeds its budgeted revenues and margins. With a booming building market, solid relationships with the top three builders in the area, and the venerable Ewing Lumber name behind you, it should be smooth sailing. And it would be, if it weren’t for the owner’s eldest son and namesake, known to everyone simply as J.R.

At company events, when the rest of the family is lauding your contributions to the business, J.R. is the loudest supporter. In private, however, he’s something else altogether. He has told you, point blank, that your days at his family’s company are numbered. The reason: You’re not a Ewing.

John Sr. has announced that he’ll retire at the end of the year. Bobby Ewing has been tapped to run the company, with his older brother, J.R., as second in command. Bobby, who is all too aware of J.R.’s attitude about outsiders in management positions at the family business, has also shared that you were chosen over J.R. to run the new location. Bobby has assured you that you’ve got the family’s full support. “Don’t worry about J.R.,” he says. “I’ll handle him.”

You’ve dealt with negative people in business before, but never someone quite as angry and underhanded as J.R. And you’re not sure you want to spend the rest of your career watching your back. Meanwhile, Cliff Barnes, your former employer, has approached you about coming back to your old job. He’s offered you a 10% boost from your previous salary—but that’s still 30% less than you’re earning now. The choice: more money and the uncertainty of a family business, or less money and a comfortable, positive career.

What should you do?

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