Your Internal Voice


Your internal voice is who you are as a person and how you represent yourself to others. This voice is what sets the tone for everything you do as a leader. Which is why it is important to consider how you speak to others and how you act at work and outside of work.  Are you the same person?

This type of behavior is often seen on social media, where many people present themselves in a different light.  For those of you that do this, beware. This type of behavior can soon catch up to you if people believe you to be one person and you turn out to be someone else.  Instead, be true to yourself and keep in mind who you are at your core. That way you can be sure that others will see you how you want to be seen.

Because understanding yourself and how you put yourself across to others is essential for leading a team effectively.  If people see you as having two different personas, they will not respect you as a leader.


“Because I Said So”


Being a good leader means not making excuses. Which is why when you respond to requests and questions of others, you need to give an educated response.  For the most part, “because I said so” is not going to cut it.  It is easy to feel like you are in a position of power as a parent, manager, or owner, but being egotistical about the role does not gain the respect of those you are leading.

At the end of the day, you are not building a team when you do things because “you are the boss.”  Keep in mind the words of Jim Watkins who said, “[A] river cuts through rock, not because of its power, but because of its persistence.”  In the same way, you lead a team not because of your title but because of your ability to respond like a leader.

Which is why emotional outbursts are completely uncalled for as a leader. These type of outbursts are not only unprofessional but they will cause the team to lose respect for you.  Many managers use the excuse that because they are the boss there are no repercussions. However, while the consequences may not be as direct, they come through in more subtle ways. For example, your team stopping viewing you as a good leader.

Team members will lose faith in a manager who creates confusion and inconsistency.  \Which is why it is critical to learning how to properly respond to people without the “because I said so” mentality.


Consistency is Key


Having a strong sales management voice means that you are consistent in the way you manage and respond to people. In other words, there should be a clear road map with expectations outlined for your team. This way there are no surprises.  So, be passionate and enthusiastic about your role without being overbearing.  This includes being consistent in your verbal communication because you are also a good listener.

This consistency means your team should know how you do things and why they are done that way. If they know what will happen when they behave a certain way or take a certain action, there will be no confusion.  This makes it easier to address any issues when everyone knows how they are to be addressed.

It is not about power and being in charge or doing things just because you are the boss.  It is about managing a team and making them the best that they can be and ensure the team works together to achieve company goals.


Values: Internal and External


Many companies spend a lot of time coming up with corporate values but never following them. They spend hours in meetings taking notes, articulating the perfect phrases, and coming up with a lovely list of values. Some companies even go as far as to type them out and hang them for everyone to see. So, why don’t they follow them?


Your values.

When you start to consider values of a company, start with your own.  We are not talking about your own political or religious values but rather how you take your values and use them to deal with or relate to situations.  Consider what you stand for and what you believe in on a personal level and then apply that to your position at the company. Your sales management voice should reflect those values.

For instance, if taking care of your family is an important value to you, convert that to taking care of your team in the business world.  When you apply your personal values to the business world it helps to ensure that you make decisions for the right reasons.


Translating your values 

Consider your actions in your job and how they affect others.  Some people will do what it takes to make the almighty dollar but if it goes against your ethics and values then it is important not to do it.  You need to make decisions that are right for the company and for the client that you are serving.  Your personal values and your business values should be in alignment.  If you are unethical in business, it makes it difficult to uphold your personal values as well.


Company values

The meeting where the group comes up with a value statement and hangs it on the wall may be overkill.  Just remember that you need to be able to explain the decisions that you make and then uphold them.  People learn to respect you as a leader when you run your business life by your personal values.

As a leader, you should be in line with the values of the company you are working with.  If that is not the case, you may be working in the wrong place.  You will have a lot more credibility when people see that you are operating under a set of values.  Not only does it help to drive more business but you will attract better people when you are incorporating your values in the way that you manage your team.


Keep Filling The Funnel

We would love to hear from you. Let us know what you think about this episode. Please feel free to reach out to us if there is a specific sales topic you would like me to cover.  You can find me on Twitter at @Sheajohnr or email me at  And if you get a chance, please feel free to review us on iTunes.


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