I love the movie Glengarry Glen Ross. I’ve never seen the stage play, but the movie seems to be a faithful translation and its actors are all top shelf, so I’m willing to accept it as canonical1.

Despite the dated nature of the film’s setting, much continues to ring true about the circumstances in which the protagonists find themselves. Desperate times, leading to desperate measures, with each character dealing with the same adversity in their own varied ways.

This could be considered an accurate reflection of the human condition when people are put within an organisational structure that is essentially a manufactured construct with appointed ‘leaders’ and abstracted hierarchy. Each person has their own motivation and varying degrees to which they will go to get what they want. At some point, teamwork will collapse as individuals strive to assert themselves and ‘win’, putting self before team. It becomes a case of the prisoner’s dilemma.

Besides the deep conflict that propel the movie, there are some other scenes that also neatly capture smaller elements of working life. When I’m talking to somebody on the phone to schedule a meeting, I’m sometimes ever so tempted to pause and say, “Oh Grace, would you mind checking my schedule”, just to proffer the illusion that it’s more than just me and BusyCal managing the load.

Alec Baldwin’s performance as the slick sales consultant rings true, and as much as it is a comedic moment, the enjoyment is almost excruciating given the truth behind the message. It is one that sticks with me and even does help from time to time in reality. That lesson, “A. B. C. – Always Be Closing”. Sometimes this forms part of my internal monologue when I’m talking to people!

The Glengarry Leads

Ultimately, what everybody in the movie wants is possession of the Glengarry leads. The good leads. In my work, I also want the Glengarry leads. I want introductions to the firms that are going to understand what my offer is, sign up, and work in a positive way through to conclusion.

It would be great for management to dish out some of those good leads. Don’t hold them back, share them out! This is where I think reality diverges from the plot of the movie. More often than not, I think reality is that management doesn’t actually have any Glengarry leads. They might have a nice stack of cards that look like they’re going to be great leads but if you were to examine them there may be a good chance they are more Glen Ross than Glengarry. Really, the promise of the Glengarry leads is simply a motivational method to drive sales of whatever dreck does exist. “Deal with what we’ve got, and then you will get something better”, is a fairly basic motivational ploy.

The problem is that better doesn’t necessarily exist; at least not in the hands of management. If you really want the Glengarry leads, you’d best go out and find them yourself.


  1. Despite the addition of the non-theatrical Alec Baldwin scene.