Is Information Power?
Is Information Power?
How many of you know someone, or a bunch of someone’s, that still believe hoarding information gives them power over a certain situation? In the sales field, I see it more and more, that account managers believe this is their only way to really have job security. Go figure! It is not how good they manage the account, or how much business they bring in year over year, or the extra margin they eke out of every contract, no … they feel that withholding information keeps their position secure. They believe deep down, or are afraid of something deep down, that if everyone has the same information that they do, they will no longer be needed. It is my findings that if a rep is withholding information, that is probably the only advantage he has on the account. This rep most likely knows that is all they have left as far as leverage, and is not growing or managing the account as well as others. I am here to tell you that transparency is the best policy. Everything you know, you should ensure that your superiors know and even some of your colleagues. All of your contact information on each account; names, numbers, private email addresses, or whatever you have should be an open book to your boss. If you have a meeting, full disclosure is necessary to let people in the organization know as much as you do. Still feeling insecure? Open up, trust people in your organization, because I can tell you, if this is you I am talking about, people within your organization will not trust you. And that is a much bigger danger to your long-term career than sharing information will ever be. In “PROFITS, Your Seven Letters to Success”, I talk about trust. Trust in your customers but also in your company & colleagues. If you are having difficulties with this, let’s work on improving your other skills to a point where you feel secure enough to share this information. Information is important, but your capabilities and competencies as a professional sales person are much more critical to your long-term success at any organization. Your copy of PROFITS can be ordered through Amazon or Barnes & Noble (see tab on the right hand sidebar). It is available in both paper back and the KINDLE version. Pinnacle Sales, offers PROFITS training to concerned sales managers and professionals. One on one coaching opportunities can address items such as trust and the other items detailed in the book.
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Pinnacle Sales is a marketing agency offering a broad line of services from planning to business development as well as coaching & training of personnel.