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Sales Management For Dummies by Butch Bellah

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Chapter 18

Ten Things that Destroy Your Credibility

In This Chapter

arrow Protecting what you’ve worked for

arrow Earning respect daily

What takes years to build can be destroyed in a matter of moments with a poor decision, a bad choice of words, or a knee-jerk reaction. In order for your sales team to have confidence in you as a sales manager and a leader, you have to earn their respect each and every day. Never take it for granted, and never put it in jeopardy.

Many careers have been derailed by things that were forgiven but never forgotten. This chapter looks at ten sure-fire ways to destroy your reputation and diminish your team’s trust in you.

Being Dishonest

In balancing your role as a member of management and the leader of the sales team there are times where you’re aware of situations, upcoming changes, or other information you’re not ready or able to share with your salespeople. Tell your team up front that there will be certain information you cannot share but that you’ll always have their and the company’s best interest in mind. I don’t consider withholding that type of information dishonest. However, telling your team that something is going to happen when you know it’s not is another story.

Understand that your personal character is on display at all times. Never do anything ...

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