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…

To learn more about sales management training, get our free video on the sidebar of this post or by clicking here.

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

Ask someone from your team what’s his definition of “excellence” and how it applies to his work as a sales person. Then ask yourself: what does excellence mean to me and my way of doing things?

Do you have the same standards of excellence?

Fact is that “excellence” means different things to different people. As a sales manager, you must acknowledge that everyone has varying range of potentials and talents (some better, some worse). In other words, your standards of excellence may be very different, almost unrecognizable, from the standards of your boss or co-worker.

The trick is to be flexible and inflexible at the same time. How is that possible? It’s simple, really. Be inflexible on what you want from your sales reps, but at the same time be inflexible on how you’ll guide each sales rep into achieving those goals.

Sometimes it can’t be helped that quota is the only true measuring stick to your sales reps’ performance. Look at it this way.

1. If the sales person has never achieved quota, then hitting quota is excellence, period.The standards change once the sales person learns to achieve quota on a consistent basis.
2. Excellence is any amount of work that exceeds quota, though it should always remain as realistic as possible.

It’s your duty as their sales manager to keep tabs on your sales people’s performance. Don’t strain their workload too much. How far each sales person should exceed quota to maintain excellence, they should be the one to tell you and not the other way around.

Let your sales people set their own goals. Let them write their own definition of excellence. Your job is to play editor-in-chief and guide them to not stray too far from the path they’ve decided for themselves.

To learn more about sales motivation, get our free video on the sidebar of this post or by clicking here.

Share your tips on how you nudge your sales people into working hard to achieve excellence in their careers. Leave a comment below.