One Decision Speaks Volumes

A simple yet humble decision from an executive can speak volumes about their approach to leadership. Conversely, making even small decisions that seem superficial can send the wrong message to the team. Let me explain.

On my way through the lobby of the local hospital, where I serve on the board of directors of the hospital foundation, I ran into the CEO, who happened to be in line at the coffee bar. She asked me why I was walking in the opposite direction of the closest parking garage. I told her I preferred the garage that is a bit further away because it gives me some exercise in the morning.. She then told me that, depending on the weather, she parks in the outside lots if space is available or in the other two parking garages at the hospital. I thought to myself, without responding, “She is the president and CEO of the hospital and doesn’t have a reserved parking spot?” Most companies have reserved parking spaces for several executives that are not even at the CEO level; you see them painted all over building parking lots (RESERVED MR. SMITH). So, being the curious person I am, I asked why the hospital doesn’t provide a reserved parking space for her. Her answer was, “It was offered to me, but I didn’t want one.” She then went on to say that walking through the parking garage gives her the opportunity to talk with employees of the hospital on her way to her office—not just the doctors and nurses, but all of her staff—to gain direct insight into the challenges they face on a day-to-day basis. This interaction would not be possible if she had a reserved parking space directly in front of the hospital entrance. It’s hard to argue with the fact that gaining insight directly from your employees is beneficial. However, the other benefit that the CEO did not mention might be even more important: It sends a message to the entire hospital that, even though on the organization chart she is the CEO, she is humble—not prideful—when it comes to human interaction on a personal level. Moreover, it takes a team effort for the hospital to succeed in this very challenging healthcare business.

At the beginning of the article, I mentioned I ran into her in line at the coffee bar—yet another opportunity to associate with her staff. She could have easily sent her administrative assistant down for coffee, but she chose to go herself.

Ask yourself a question: What executive would you prefer to work for? One who shelters in his or her office, has a private parking spot, and might even use a private elevator, or the one I just described in this article? At this point, you may be asking, “What in the world does this have to do with professional sales?” The answer is: A LOT. As a professional sales executive, you are essentially the CEO of your sales territory. The decisions you make, as well as the effort you put in on a daily basis, will determine your success. Most importantly, understanding and leveraging the expertise of your entire team is absolutely critical to your long-term success. Depending on the nature of your product or service, it is important to understand the value of your support team and develop a close working relationship with them, as well as routinely praise them as a critical component of your success. In addition, treat them as peers and not at a lower level than you in the organization. Understanding that you can’t do it alone and that it is a team effort will pay huge dividends in the long run.

I always made it a point to give credit to my support team. There is no way I could have been successful without outstanding technical support as well as responsive field service technicians. Use all the resources available to you, give them credit for your success, and treat them with the respect they deserve. I guarantee you will not be disappointed. And if you are offered a reserved parking spot, you know what your answer should be.

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UNIVERSAL SALES TRUTH #5

Be humble, not prideful.

Proverbs 11:2

The stuck-up fall flat on their faces,

but down-to-earth people stand firm.

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