As a Sales Manager You Are Always on Stage
Because you are the boss your salespeople watch and interpret your every move.
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This sounds ridiculous but, though not as obvious, it happens all of the time and salespeople know it. Top sales managers have the discipline to be consistent day in and day out in every interaction with their salespeople. You only get permanent positive change by your sales force when you finally earn their honor, trust and respect. This comes when your salespeople trust that your behavior will be consistent and believe you have their best interests at heart.
You are always on stage. Everything you do and say is being watched. Each expression, your tone of voice and inflection and even eye contact is being interpreted for meaning. This is why, no matter what the circumstance you must remain calm, relaxed, in control, and focused on your salespeople.
Inconsistent behavior is a red flag when it comes to trust. When you are unpredictable, it is hard for your sales people to trust you or your motives. This brings us full circle to the metaphor of sales leadership as a stage. Upon this stage, your behaviors are front and center. When you act out of character (for example, if you normally have a relaxed, professional demeanor but in a moment of irritation lose your temper) it affects how your salespeople view you and it calls into question their trust in you. If repeated, these instances combine to crumble that foundation of trust, can cause irreparable damage and will eventually undermine your ability to lead your team. Inconsistent behavior has derailed promising careers, ruined political campaigns, and many sunk business deals. You control what your salespeople are allowed to observe. Think before you speak. Learn to pause and consider the consequences of every action. As a leader, you do not get the luxury of relaxing and letting your guard down. You cannot just “be yourself”
Never forget, as a Sales Manager, you are always on stage.
This is Jeb Blount, the Sales Guy, to get more tips and advice on sales and sales leadership visit us at www.SalesGravy.com. Please be sure to pick up my new book, People Buy You: The Real Secret to What Matters Most in Business available in book stores everywhere.
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