| In "When A Salesperson Is Better Than His | | | | demonstrating his selling skills to his |
| Manager Part II," the last article in this | | | | troops? This tactic was used in the first |
| series, our sales manager's credibility and | | | | article in this series, with positive effect, |
| authority were being secretly challenged by | | | | but it's risky.If your sales "moves" are |
| the top salesperson.There were rumors that | | | | rusty, you may fall on your face.At the same |
| the boss was a failed salesman, someone who | | | | time, it shows courage to get into the |
| got kicked upstairs. Sensing this negative | | | | sparring ring again, so you might gain points |
| atmosphere, the manager wonders what to do.In | | | | this way.I think sales managers should always |
| the last article, Part II, we talked about | | | | keep their hand in selling, so they never get |
| his first option, just letting this whittling | | | | rusty. This enables them to keep up with the |
| away of his stature occur, without | | | | marketplace and to maintain rapport with |
| comment.The idea we considered is he doesn't | | | | their people.So, reviewing all of our |
| have to prove, nor does he have to be a great | | | | options, we can see that sometimes inaction, |
| salesman to be a great sales manager. A major | | | | doing nothing directly, is the highest form |
| league manager such as Frank Robinson, | | | | of action.At the same time, you don't want |
| doesn't have to be able to play third base, | | | | your top producer bashing you, making it hard |
| anymore. He's a manager today, and his role | | | | for you to lead. So, tune in better, gather |
| is different.Let's look at the sales | | | | more facts, before you act.Then, have your |
| manager's next option: having a meeting, one | | | | private meeting, and try to "deputize" the |
| on one, with the malcontent.Always, its good | | | | detractor into helping the team. Offer him |
| to keep up with your crew, so there's nothing | | | | some special duties, with or without the |
| wrong with having a private meeting. But, if | | | | promise of additional compensation, to |
| your intention is to confront your detractor | | | | channel his ambitions, constructively.Also, |
| with your suspicions, you should have more | | | | during sales meetings, discuss some of the |
| than inferences and suppositions to go on.You | | | | strategies you used to use as a seller, share |
| need proof, actually citing behaviors in | | | | your war stories, lionizing yourself. This |
| which your salesperson has engaged that have | | | | will make you more credible, and |
| been clearly derogatory and counterproductive | | | | short-circuit the thought that you aren't the |
| to the team. Without proof, you'll just seem | | | | savvy sales master that we know you really |
| paranoid, and sensing blood, this shark may | | | | are!Dr. Gary S. Goodman, President of |
| intensify his attacks.Should the manager call | | | | Customersatisfaction.com, is a popular |
| a meeting with all of his reps and discuss | | | | keynote speaker, management consultant, and |
| the matter, openly? I don't think so.Again, | | | | seminar leader and the best-selling author of |
| it seems paranoid to bare your suspicions to | | | | 12 books, including Reach Out & Sell |
| the group, and the very control you're afraid | | | | Someone(R) and Monitoring, Measuring & |
| of losing, may be further threatened by | | | | Managing Customer Service. He is a frequent |
| having a meeting.Also, if you meet, and this | | | | guest on radio and television, worldwide. A |
| precipitates an open conflict with your top | | | | Ph.D. from USC's Annenberg School, Gary |
| seller, this may make the group sympathize | | | | offers programs through UCLA Extension and |
| with him, making him seem like the natural | | | | numerous universities, trade associations, |
| leader. That would be a big problem.Should | | | | and other organizations in the United States |
| you do a "master's demonstration," like a | | | | and abroad. |
| sensei at a martial arts academy, | | | | |