The Exceptional Sales Manager | "Sales Manager" Archive

Influence positively

by Robert King
for Virginia Business
May 2006

Sales managers, take heed. You are affecting people's lives. Sure, the argument can be made that we all affect lives, every one of us. But sales managers are uniquely suited to be highly influential. Most sales managers are former salespeople. And salespeople are skilled artists of persuasion. Therefore, you possess the trained facilities to influence and even change minds, habits, beliefs and moral judgments. I have seen it happen in my own life. Most people are looking to attach themselves to a point-of-view. If you can make a compelling argument, particularly to someone who can be influenced, the onus is on you - how will you influence them, positively or negatively?

Much could be debated about the definitions of positive behavior vs. negative behavior. It is not my intention to do that in this forum, however, Sales managers, you fundamentally know the difference between right and wrong. You know when your behavior is out of line, or if it is on course. Just as U.S. author and historian Henry Adams said, "A teacher affects eternity; he can never tell where his influence stops." I propose that a sales manager will never be able to tell where his influence stops.

I love the story of the new sales manager who happened to wear white socks with his dark suits. Within a period of time, after he had established himself as a competent leader and high-producer, some of his people started wearing white socks with their dark suits. That's an example of influence, for sure. So for sales managers, the real question is, "How are we using our influence with those easily influenced in our lives?"

Let's take a look at your habits. What example do you demonstrate to your people in your daily work/personal habits? Specifically, let's explore your discipline, self-control and responsibility.

Discipline. Are you organized or are you disorganized? Do you have a plan for every day or do you show up and kind of see what's going to happen? Do you arrive to work early/leave late or the opposite? Do you work all day or do you find ways to waste time ("people problems," Internet browsing, hiding from the troops)? Your answers to these questions define your discipline. Your actions are influencing those around you and they notice…believe me.

Self-control. Sales managers, if you lack self-control, you will lack control over your influence. Unfortunately, lack of self-control usually leads to addictive behaviors, which can get you and those around you into a world of pain. Yes, we're talking about sex, drugs and rock 'n' roll. Furthermore, this includes alcohol, eating, gambling, smoking, cursing and the dreadful expense reimbursement, or shall we say stealing/lying. Take a quick look into the self-reflecting pool of life and determine where you may be abusing your influence. Only you know the truth.

Responsibility. Lastly, sales managers, take some responsibility in life. Stop making excuses for your decisions, situations and position in life. You will strongly influence those around you by accepting more responsibility. Your salespeople will have a greater respect for you and, ultimately, greater loyalty. They will begin down the road of "trust" with you based on how you demonstrate responsibility. Your peers will favor you or admonish you by your actions surrounding your sense of responsibility. Additionally, may I dare say that your family will be everlastingly influenced by your commitment to personal responsibility.

Sales managers, others are following you. Doesn't it make sense that they follow you down the right path? You'll feel better about yourself. Your character will never be in question. And, you will ultimately be given the gift of affecting a great number of lives along the way. The exceptional sales manager understands that he possesses the power to influence someone's behavior for the worse, or for the better.

Robert King is president of The King Consortium, founder of Executive Exchange and author of Are You An Exceptional Salesperson? He lives in Midlothian with his wife and two sons. To learn more about The King Consortium, visit: www.thekingconsortium.com.