Sales Manager Profile Storytelling Flashcards
Transparency - Providing Context
Context- let people know why
Overall - believe when you aren’t direct, you end up hurting people more. Gartner example: Ron feedback; Advantage: Phil - new a leader wouldn’t promote him, felt “too nice” and would never be a CTL, I believed in him, determined specific actions to change perceptions, let that leader know, results were there and he now is in my old role
Authenticity - Open to feedback, shares own development
I think I may be too authentic at times - Alexis calls me self deprecating, but all kidding aside Joe Rogers said authenticity is being the same person no matter where you are, and I think I am that way but I wanted to test it. So, I did a Johari (selecting 6 things you use to describe yourself), and sent it to family, friends, and colleagues. The feedback was consistent
accepting
adaptable
intelligent
warm/caring
able/organized
Challenges people to think differently, pushes where needed
I feel like this is fairly natural for me - I am comfortable saying “I hear this, but I didn’t see this” and frankly PACT gives us practice here every week. Alexis models this really well - “I am not hearing this, you arent thinking about this.” I also focus a lot here with clients - hearing this, but have you thought about…”
Fair and empathetic
I may overindex here a bit actually. I like the approach of “it’s okay you’re upset, thats frustrating, and take a day. But then we got to fixing” “ I am a big fan of moving anger into action planning. Had a great chat with Jason just this week on this. Got frustrated, then took a deep breath, remembered the value of our product, and then re-assessed his whole territory. You need to create space for that initial emotion but then you gotta move on.
Consistency
Chad -I know this is where you overindex and I see this with TTT. We know our role - to deeply understand client initiatives and challenges, nad we know our focus - bubblers, RLC, whitespacing. When I was leading a sales team, this focus was the same. I negotiated bonus at the beginning of the year on inputs I knew would drive sales results, we scorecarded those every month, reviewed on calls, had market business reviews, etc. I also think my performance and approach to business shows consistency.
