“Management’s principle job is to get the herd heading roughly west.” Lee Walton Among the more aggressive sales troops on the front lines, there is an unwritten understanding that most only respect sales bosses who have risen from the selling ranks. They find it difficult to respond to orders, hypes, or training from someone who has not fought in the trenches. As far as they are concerned, managers who have never carried a bag, fought for an order, refused to take no for the final answer, or hit the pavement for a day of cold calling don’t understand the problems of the peddler. If you lack face-to-face selling experience, and need to manage and stimulate a sales organization, you are in for a challenge. Your best approach is honesty and belief in your management skills – their respect will follow. Yes, top earners can be difficult to supervise. You will have to contend with the fact that while they respect fellow sales people, most do not like do not like production managers, they do not like credit managers, and they do not like anyone who says no to them- including some of their customers. Good sales producers can be a stubborn lot and rarely fault themselves. They make their living by talking other people around to their way of thinking. When they cannot do so, they may become negative- faulting company polices or products for their failures. You will discover the more aggressive they are, the more difficult to manage. But, on the other hand, they can make you a lot of money. Too succeed, nail down your style of leadership as soon as possible. If you want your sales force to take initiative- but not control of your business- find a balance between latitude and autocracy. If you have little or no selling experience, do not let any employee or representative, intimidate you claiming you do not understand the market. It is your business- not theirs. They may not understand your bottom line. It is wise to remember that most of us loved to be fussed over. We like to be recognized and appreciated. Special awards, plaques, club memberships, and special privileges, are ways of acknowledging accomplishment and saying thank you. For example, are you familiar with sales person of the month award programs? They work. When you find a way of telling a representative thanks for a job well done, it boosts the morale of all. Everyone wants to feel important. I think you will find that if you reward and recognize your sales team's accomplishments, they will respond with loyalty and dedication. Here is another tip, when you travel with your sales people, do not take away your representative's authority by making special deals during sales calls to prove you can sell. If you do, you will embarrass your sales person and force customers to deal direct with you. Do not undermine your company structure and polices to prove a point or impress an employee. It is not a wise to let your ego run your business. Sooner or later, you may experience a sales person who can only sell if you give them special deals. He or she survives by substituting special deals for selling skills. Say no to these- all too often requests- if not, you will soon be “giving the store away.” Some sales people will tell you that their customers belong to them. They get unrealistically possessive and believe that if they quit the customers will follow them. Do not believe that poppycock, as it has been my experience that customers are not like the children of Pied Piper easily led about by the whims of peddlers. If you do have a productive sales representative that leaves you, get on the phone to his or her customers thanking them for their business, explain the change in personnel, and assure them they will not be neglected. Your calls will be welcome. It is wise to remember your representatives are an extension of you, your company, and your business philosophy. They are your living advertisements. Select and hire the “best” you can find. You will have fewer sales problems if you hire motivated individuals who share your approach to business. Copyright 2004 Dr. Paul E Adams, Professor Emeritus Business Administration Ramapo College of New Jersey Author “ Fail Proof Your Business: Beat the Odds and be Successful.” Available Amazon.Com. If you have questions or comments- contact me: drfailproof@earthlink.net