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.

Tough Call - You’re the Decider

Note: An earlier version of this Tough Call referenced a fictional company called U.S. Lumber. That reference to U.S. Lumber was purely coincidental, and is completely unrelated to any real company or companies with the same name. We regret the error and any confusion this may have caused. -- The Editor

Jack McCoy and Barry O'Brien are vying to be the next president of Election Lumber. It comes down to age and experience vs. youth and fresh ideas.  

Election Lumber has a long and storied history. Today, Election Lumber operates 50 locations throughout the region, and is a dominant supplier to the single- and multi-family residential construction market.

One thing that has helped Election Lumber continue growing over the years is an orderly transition plan wisely put in place by the company founders. While a leadership transition is never seamless, Election Lumber has avoided the pitfalls of many lumber/building material companies that experience transitions as a crisis—not a planned inevitability.

In preparation for new leadership, slated for late January 2009, two very different candidates are vying for the position as President. And fueled by challenges brought on by the tough housing market, the campaign is getting heated. Both candidates—the veteran Jack McCoy (age: 70) and the newcomer Barry O’Brien (age: 45)—are making the case that this is a no-brainer.

Here’s what the candidates say:

McCoy, a valued, long-time member of the management team, says that his depth of understanding of the company’s operations, acquired since joining Election Lumber 30 years ago, is critical to navigating through the tough times. McCoy insists that O’Brien doesn’t have the experience that the company needs at this difficult time.

O’Brien, a sharp young member of management, recognizes McCoy’s years of service to the company, but says that yesterday’s solutions are no match for today’s challenges. O’Brien asserts that strategic changes are crucial for Election Lumber to survive and thrive in the current market, emphasizing that the status quo just won’t do.

On the plus side, all 12 members of the selection committee agree that either McCoy or O’Brien would make solid leaders. Unfortunately, exactly six are for McCoy and six are for O’Brien. Though only a simple majority is needed to select the next president, it ain’t happening. Numerous, lengthy meetings have only caused each side to dig in their heels. In case of a deadlock, the company bylaws are clear: it’s up to you, as current President, to break the tie and decide the next president of Election Lumber.

Jack McCoy has been a friend and colleague for decades. While you trust his character, you’re not sure he has the ideas to move the company forward. You’ve watched Barry O’Brien rise quickly through the ranks, thanks to his smarts and hard work. He’s got plenty of ideas, but you’re not sure his depth of experience is adequate to run the company. With strong opinions from both sides, whoever is selected could cause a deep rift within the company’s management. At a time like this, that’s the last thing that Election Lumber needs.

What would you do?

GOT A TOUGH CALL OF YOUR OWN? Send it to Rick@LBMJournal.com. If we publish your Tough Call, you'll win a free LBM Journal shirt. And don't forget: there's a new Tough Call each month: check the back page of LBM Journal or come back to www.LBMJournal.com next month for a fresh challenge. If you don't get LBM Journal, subscribe today! It's free for qualified subscribers.