Do you intimidate or inspire?

Lessons Learned and Reflection for Sales Managers

I once had a sales rep who I “inherited” – another manager hired him and he became mine as regions realigned. He was a big person both in stature and personality, at least 6’ 4” tall and he had no idea how he walked in the world. What I mean by that is his physicality alone could be considered intimidating, plus he lumbered; he did not walk like an athlete or a boxer who has learned to carry his weight and height lightly. He was pleasant, amiable and wanted to do a good job.

Sales Call Feedback…

One day we finished a sales call and he asked me what I thought went wrong and why he was not able to get a trial of our product. I told him he would, she was very open to it however, he would need to step back, and sit down when he spoke to her. She had only given us a few minutes because she needed to do an in-service for the doctors, so he stood to talk with her. Now she was a mere 5’ if that and small framed. I could see what was going on and as we talked in the hospital hallway to discuss the call, I kept backing away from him and he kept coming forward until I was literally cornered. I smiled as I ducked under his arm and came away from the wall I had backed into. He looked at me for a moment and he said, that’s what I do, don’t I?

Lesson Learned…

I did not have to say a word because he saw what he had done. I told him that body, physical awareness is a learned practice and hoped what took place would help him become the success he was seeking. He saw you have to give people space, space to decide, space to evaluate, personal space, (space to breathe!). He explained that his past sales experience was as a used car dealer and tire sales person, which his training called for different tactics.

Well his sales did increase tremendously and we often laughed about the incident in the hallway.

Sales Manager Reflections:

…“inspire their creativity, curiosity or expand their capabilities?”

I wonder how often in your deep desire to help your team or get a specific result you “lumber” after your people, or intimidate rather than inspire their creativity, curiosity or expand their capacities? Sometimes it is more than the physical or body stances, it can be a look in your face or the words that you might use.

“Just ASK…” “receive their feedback”

The next time you are wondering how the way you are leading might be affecting the creativity and productivity of your team, you could just ask – do I come across in a way that invites your inspiration or innovation or am I in some way blocking the path? Be willing to receive their feedback and adjust your approach. Sometimes it is just the way you ask or invite their participation. It could be you just take one small step back and listen. Leading with openness, curiosity, compassion some vulnerability and an open heart inspires great work!

My experience as a Regional Manager and then as a Director of Sales had so many wonderful lessons that helped me create an atmosphere for success that I would be honored to share and guide you to your greatness…will you? Contact me at kathy@mindoftheheartcoaching.com or send an inquiry here and let’s get on the calendar!

Alternately you can schedule an appointment here: https://calendly.com/kathyholdaway08/15min

http://www.mindoftheheartcoaching.com

©Kathy Holdaway – Mind of the Heart