Sales Management: Control Attitude to Get Better Results

by Caug124

October 8th, 2009

By Michael Crom • Gannett • October 6, 2009

Question: I am a sales manager within my company and recently my employees have not been reaching their goals. This has caused me to become quite frustrated with their performance. I can feel the tension that is in the office at this time. Do you have any advice that will help me to change my attitude?

Answer: Everyone gets frustrated in their job at one time or another. When you are able to get your work attitudes under control every aspect of your work improves. Try to implement these concepts in order to streamline your work habits.

Connect with co-workers and use their names. It’s easy to become so self-focused in a workday that you start to tune out your co-workers. It is better from a stress standpoint to reach out and greet others, learn their names, and maybe even win friends in the process.

Let things go. If you feel like you are experiencing too much stress in a situation, ask yourself, “Is this a situation where I should just let go?” or “Does this need to be perfect?” The answer may surprise you.

Take charge. Your attitudes improve when you take charge of situations and accomplish a goal. At the very least, you can take charge of your own workload, relationships, and attitude.

Stay calm. Whatever it takes – counting to 10, taking deep breaths, going for a walk, or doing a quick meditation, concentrate on staying calm. Avoid overreacting, lashing out, or acting impulsively, which only adds to your stress level.

Appreciate the uniqueness in others. As much as you sometimes feel that way, you really would not like it if everyone was just like you at the workplace. It would be boring. Work on appreciating the unique strengths of others and the richness they bring to your life.


More Soutions to Sales Management Challenges

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  1. Rip Walker /

    Some people say think positive. I never found this to be a very effective way of changing my attitude. I suggest taking action, but I would also suggest taking a look at a few things first.

    1. In these economic times are the goals for your team realistic? How are other operations that are similar to yours doing? In my former company everyone’s pay plans were adjusted after a few months where no one was hitting their objectives. It worked out very well. More product was sold, objectives were hit, however not as much money was made due to the economic climate. The sales team was good with this and morale picked up.

    2. Did you staff stop following your sales process? Were they always hitting their objectives? Did hitting objectives become a given? Take a hard look at the objectives.

    3. Is there enough support for sales? Has the advertising budget been cut? Is it good advertising?

    4. How good is your product or service? Does someone have a better value for their customers? Does your staff have knowledge to compete against them?

    There are probably some other things to look at, but you’ll need to try to see for yourself.

    Personally, I would follow some of the previous comments and get involved with my sales staff. You might be surprised what you might find. You will also get more buy-in to whatever action that you might like to take with them if you get their input.

    Refer to “How to Win Friends and Influence People” for some advice on this. (By Dale Carnegie.) Good luck! Rip Walker