Happy 4th of July - a short post this week.
At some point over the years I am sure
you’ve watched an awards show. Whether the award goes to a best actress or to a
singer, it is rare that an acceptance speech comes without acknowledgement of
their supporting cast. You’ll hear: “I’d like to thank my wife”, “I could not
have done this without a great director”, “This wouldn’t have been possible
without a great band backing me up every night on stage”. I honestly cannot
recall a time where the supporting cast didn’t get a shout-out. And deservedly
I believe this same situation occurs in
sales. A sales person is only as good as their supporting cast. That
supporting cast may be an assistant, manager, customer service rep, accounting
department team member, or the CEO. Regardless of the market you serve, the
products you represent, or the services you sell, you are not alone.
I admire ‘A’ level sales people for the
fact that they know they are not alone and they routinely acknowledge their
supporting cast. It has always been my mission to give credit where credit is
due. I’ve been very fortunate to have great supporting casts for years.
Giving them props also does not mean you have to buy them lavish gifts all of
the time. Sometimes it’s a simple thank you.
Whenever I interview a new sales
candidate for my firm or work providing counseling to a sales person, sales manager or
business owner, I will make it part of the Q&A to gain perspective on how
they acknowledge the contributions made by their supporting cast. It goes
without fail that those that provide a little token from time-to-time blended
with fairly regular praise tend to be much more successful sales people. Those
that do not, well they almost always get ranked as a ‘B’ or ‘C’ level sales
Keep your supporting cast in mind next
time you win a deal. Give them a nod for their efforts. And then watch as your
relationship with them and your client grows.