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As a Sales Manager You Are Always on Stage

Because you are the boss your salespeople watch and interpret your every move.

By
Jeb Blount
As a sales manager you must never forget that you are the BOSS. You have power, your decisions impact the lives and careers of the salespeople on your team. Because you are the BOSS your salespeople watch and interpret your every move. What is important to understand in that your salespeople place meaning on your behaviors based on their own unique perspective.

Consider a sales manager named Bob. This morning before work he had a heated argument with his wife. All the way into the office he stewed over the fight. Still upset when he got to the office Bob walked though the sales bullpen with an angry look on his face, and without saying a word to anyone, walked straight into the office and slammed his door. Once inside his office he took a moment to calm down and collect himself before starting his day..

Now this seems like a perfectly natural thing for a man who has had bad argument with his wife to do. It is understandable that his emotions might be hard to control. Everyone gets to have a bad day right? Well no . . . not sales managers? Why? After Bob slammed the door of his office . . .

  • Mary, a rep who was behind quota for the month thought to herself, “Bob must be mad at me for losing that sale yesterday. I’m probably getting fired.” Then she stopped working while she worried what she was going to do about getting another job.

  • John thought, “I guess Bob just got fired. Here we go again, another sales manager.” He then told Phil that he thought Bob was getting fired and they spent the next half hour speculating rather than making sales calls.

  • Janice, who was scheduled to ride with Bob that day became worried about Bob’s mood. She was already nervous about spending the day with the Boss and now she was considering just saying that she was sick and was going home.

  • Derek, thought, “How rude. I said good morning and Bob didn’t even acknowledge me. That the last time I’ll do that!”

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