Top Sales Manager Blog

The Law of Reciprocity states, “If you do something nice for someone, human nature dictates that the recipient will feel compelled to do something nice for you in return.”

The philosopher Confucius simplified it when he said, “Do unto others what you want others to do unto you.” This second definition is very important.

Selling is a two-way relationship. The same applies to managing a sales team. If the team wants to be able to grow beyond what it started out with, it needs to surrender under the guidance of its sales manager. If the sales manager wants to earn the respect of the team, he needs to work hard and earn his sales people’s trust one brick at a time.

I know this much is true: that the Law of Reciprocity is essential to a career in sales.

But as a sales manager, don’t take it as “I did something for you, now you need to do something for me,” kind of relationship. This kind of thinking destroys the whole concept.

The trick is to be IMPLICIT. By doing something really nice, you let your sales people “feel” like they need to do something for you in return, without you mentioning it or even talking about it. Be subtle. But don’t dictate.

All this talk is reminding me of the Trust Account affair. This is true especially for newly-hired sales persons. By “going the extra mile for them” on their base salary, they’d be more inspired to “go the extra mile for you” in their performance. I’m sure you know what I’m talking about. All of us were an employee at some point.

Think about it – when was the last time you felt compelled to do something nice because the other person did you a really big favor?

Whether it’s raking dead leaves off your lawn or putting trash barrels back in your garage because you had a late day at work, the feeling to return the favor is definitely present. Now apply this concept to your work as a sales manager. Evoke the Law of Reciprocity. I’m sure you’ll find only good things waiting for you and your career when you establish this kind of two-way relationship with your sales people.

And the best part is that you won’t have to put back my smelly trash barrels…

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Do you believe in the Law of Reciprocity? How does it apply to your work in the office? Leave a comment below.

Filed under: Leading, Motivation by ralphburns