Mastering the Art of Upward Influence: A Sales Rep's Roadmap

Mastering the Art of Upward Influence: A Sales Rep's Roadmap

Recently I got to share some of my best high touch selling insights with St John Craner on his Rural Sales Show.

One of the topics we covered far too briefly is one many sales reps I've coached don't do well, and that's managing up. Managing up is simply helping your manager lead you better by sharing what you need in a way that makes their job easier. As manager's aren't often promoted because they are a natural born manager (few are), but rather because they've performed well at their previous job, they need your help to understand what it takes for you to succeed, and to give you what YOU need to grow the way you want to grow.

Here are my deeper thoughts on managing up.

Mastering the Art of Upward Influence: A Sales Rep's Roadmap

If you're reading this, it means you're hungry for success, and you're not afraid to put in the work to get there. Or you're just trying to navigate the corporate labyrinth. Either way, good on you! Today, we're going to dig into the ever-so-vital, often neglected art of managing up, tailored specifically for our world of sales.

And yes, that's right. I did say "managing up." No, I'm not talking about mutiny or a power grab here. Managing up is simply a way of working with your boss or manager to the mutual benefit of you both. Because, let's be real, as awesome as we are, it's our bosses who often hold the keys to opportunities and resources. So, let's get cracking.

No Surprises

"Surprise!" is a word best left to birthday parties. When it comes to your sales numbers or potential client issues, no one likes surprises. Bosses love predictability, and that's a good thing. Your ability to communicate regularly, transparently, and efficiently can make all the difference.

When you feel like there's going to be a slip in your sales target, or there's a major hiccup with a client, make sure to alert your manager as soon as possible. This allows them to adjust expectations, resources, or strategies to mitigate the impact. Plus, they'd rather hear it from you than from someone else or a bad quarterly report.

Be Prepared

Ever walked into a meeting with your boss wishing you'd spent more time preparing? We've all been there. It's critical to always be on your A-game. Preparation breeds confidence, and confidence is contagious.

Before meetings with your boss, take some time to understand the issues at hand, anticipate questions they might ask, and have the answers ready. Are your sales numbers on target? Are there any potential roadblocks? What are the client's recent updates? This level of preparation shows your boss that you're on top of things and that they can rely on you.

Offer Solutions, Not Just Complaints

We all face obstacles in our day-to-day roles. It's a fact of life. But here's a secret - nobody really likes a whiner. When you face an issue, try to come up with a possible solution or at least some ideas to address the problem before you go to your boss.

For example, if a sales lead isn't converting as expected, don't just complain about it. Investigate why it's not working and suggest possible strategies to turn things around. Your boss will appreciate your initiative and problem-solving skills, and you're more likely to get the support you need.

Offer to Help

Always be in the loop about what your boss is working on. It's not about being nosy; it's about being proactive and involved. Find out what's taking up most of their time or causing them stress. See if there's a way you can lend a hand.

Maybe they're working on a new sales strategy, and you've got some great insights from the field that could be helpful. Perhaps they're drowning in data, and you could help analyze some of it. Offering to help is a brilliant way to not only ease your boss's load but also to learn, gain exposure, and grow professionally.

Ask for Specific Feedback on How to Improve

When it comes to performance reviews, a 'good job' or 'you need to improve' isn't enough. You need specifics! Don't shy away from asking your boss for clear, actionable feedback.

A lack of clarity can lead to stagnation. Ask your manager about the areas they think you can improve, the skills you should hone, or the steps you need to take to progress in your role. Remember, this isn't a critique of your self-worth; it's valuable advice that can help you get better at your job and advance your career.

And there you have it, folks! The secret sauce to managing up in the world of sales. It's about being proactive, keeping communication lines open, and always looking for opportunities to learn and grow. Remember, your boss isn't an obstacle to your success; they're an ally. So go forth and conquer, you sales superstar!

Interested in the rest of my high touch selling insights? Listen to the full conversation on Spotify or Apple Podcasts .

Thea Ducrow, Ph.D.

Keynote & Workshop Speaker| AI & Future of Work Visionary | Business Strategist | Transformational Leadership & Strategic Workforce Innovation

1 年

Great article. Completely agree with "Offer Solutions, Not Just Complaints." We should always be part of the solution and not just point out the issues - it makes a real difference in how we are perceived.

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