Get Over It! (A Caution for Sales Management)

The year is done, 2010 is now history. While some success was gained for some in the new home industry, many did not accomplish all they had planned. Some companies did not survive the year at all; others experienced losses or struggled to make it through. By December it was clear, the effects of the year were visible on many.

While I have been blessed to hear some tales of triumph, I have also been cursed by stories how other sales managers “lost composure” as well.

Over the years a statement I have become known for is how “New Home Sales is a profession for manic depressives” and sadly that still rings true. This job does offer the chance to experience the highest highs yet the lows you may experience are the most extreme I know. It can take its toll on you and your emotions could get out of control.

Tears from grown men is sales meetings, aggressive comments direct towards other departments or even senior sales leaders dropping “F Bombs” in public meetings (must be a VP thing!) are just of some of the reports I have been getting from across the country this week.

While you may be shocked by some of these stories, seeing owners of companies and management overreact with emotion at years end can’t be too surprising. What bothers me most is these same leaders eventually contact me and wonder why moral in their organization has dropped. They’ll wonder what they can do to fight off negativity in their workplace.

News Flash: As the leader of your company, YOU are the example your employees will follow!

As a Sales Manager, Sales Director, VP of Sales or CEO it is your responsibility to model the behaviors you expect your team to exhibit. Every action you take (or don’t take) is being watched.

Here are a few tips to start setting better examples and leading more effectively:

That Was So Last Year – 2010 is gone we are already half way through the first month of 2011. If 2010 was not as you expected, get over it. Move on now so you have a fresh start in 2011. Truth be told you get a fresh start every day, every month and every quarter.

Always Seek out the Positives - Regardless of your 2010 results, if your look hard enough you can find some positives aspect in the chaos. So your sales were down, but what about your closing ratios, call effectiveness, web traffic or operating budget? Remember when you were in sales, if you found anything positive or helpful you would have brought it up, right? Guess what, your still in Sales!

Lead By Showing Them How To Follow - So you want your team to act differently or adopt a different mindset? Show them how! Become what you want them to be like and watch them follow you.

I know, I know. These things are so basic right? Simple really! Yet I often find the easier things are to do, it also means they are very easy not to do either. When tempers flare and emotions get out of control, you lose control. Bottom line there is You Lose!

It’s time to get over 2010, and get started on 2011. Straighten up, fly right and the flock will follow.

Steve Turner