Sales Management (The Brian Tracy Success Library)

EIGHTEEN

Lead by Example

Perhaps the most important activity you engage in, every hour of every day, is to be a role model. As a role model, you have to set an example for your staff. You have to set high standards for yourself and then maintain those standards.

Before you became a sales manager, you were part of the sales team. You spoke to, interacted with, socialized with, and spent time with other salespeople. You saw yourself and thought about yourself as a salesperson. You identified with other salespeople and related to them on a personal basis.

But when you become a manager, you become a part of management. Your primary loyalties are not to your coworkers and colleagues anymore, but to your managers and your boss—the people who have entrusted ...