The sales person with an ego the size of Jupiter is notorious in the sales management world.
That’s because most sales managers think of them as incredibly difficult to manage…or are they?
If you feel this way, you’re not alone. Many sales management experts would agree with you.
But in fact, it’s quite the opposite. Its unfortunate that most sales management training focuses on the problems associated with these kinds of sales reps. But with the egotistical sales rep, they are really the easiest for you to manage…you just have to know how.
Not sound like a Freudian sales management training psychoanalyst, but at its root, the egotistical sales rep is hiding behind that “ego” by using it as a shield, masking profound feelings of inferiority. This may seem kind of weird to you, but its true.
Bottom line: the egotistical sales person who constantly calls attention to themselves is just plain insecure.
Who knows why they are this way…we really don’t want to know, do we? Let’s just assume that they feel this way because they have the need to prove themselves to everyone else. And that’s why this kind of salesperson falls into the kind that’s motivated by prestige.
Lets not get too heavy into the psychoanalysis, but it all comes back to poor self esteem.
This makes this kind of sales person easy to motivate though. All a sales manager needs to do is give them what they crave most: self esteem.
Most sales managers and most sales management training experts would say to “put them in their place”, “challenge them” or “tell them to be less self absorbed”. Wrong, wrong, wrong.
That will do one thing: alienate them from you.
And you need them.
Oh, and one more thing…chances are they are probably one of your top sales reps.
So keep it simple and just give them what they want more than ANTHING in the world…make them feel good about themselves, period. Compliment them, notice how they do things well, boost their esteem by making them feel good.
You don’t have to go overboard, but just do it tactfully.
So make the egotistical sales rep feel good about themselves; compliment them, give them positive feedback, pay attention to them. When you do this, you’ll find the egotistical salesperson is the easiest sales rep you’ve ever managed.
What’s your easiest sales rep to manage?