Is it generating new opportunities?

Is it closing large deals?

Is it learning the technical aspects of latest technology solutions?

Is it engaging with customers?

Is it ensuring your bonus and commission are accurate and paid on time?

My observation is that right now managing upwards, is the single largest stress for enterprise sales professionals.

It is tempting to believe that when not seeing our managers face to face, their influence is less. Yet working from home has led to the need to be in ‘attendance’ even more with the often on back-to-back Zoon calls, leaving no time for natural and mental breaks. People do not do their best work if in ‘fight or flight’ mode.

At its worse this approach can turn into a toxic culture. I have observed toxic environments created by leaders, and the effects on people lives and careers first-hand. The need by leaders to control and be in control is at the root of the problem. From experience I believe that remote working has heightened the current need by leaders to be controlling and to be in control. Lack of physical contact has only added to be ‘command and control’ approach - crazy back-to-back Zoom calls and daily forecast updates...

...Daniel Goleman (the creator of EQ Emotional Intelligence) is:

“Out of control emotions make smart people stupid.”

This is a valuable message, we have to take charge of own mental and emotional state to stay smart, because these distractions are inevitable.

Right now, I regularly find myself sharing the advice below with my private clients:

Put space between the stimulus/event and your response - it leads to better outcomes for you...

...Never react.

Proactively respond:

Response 1 = Park for time being and reflect further. Ask yourself what is the optimal response than will enable you to achieve your goals?

Response 2 = How can I make this Win/Win?

Response 3 = Do nothing.

Response 4 = Ask a colleague or coach their independent view.

Put space between the event and your response, a few deep breaths, go for a walk or even have a night’s sleep. Have multiple responses that work for you.

I want to share a story of one of my clients who was due to have an annual review in Q1 2021.

He was significantly over sales target in 2020.

He is a multiplier who mentors many people within his company.

He is happy at the company, enjoys the culture and customers.

He is always looking to add value to his line manager and colleagues across the globe.

Yet did not feel appropriately rewarded for the value he adds.

He did not want to go down an aggressive route (and high energy investment) of gaining an external offer to justify a pay increase.

So, he decided to own his response, he asked for an early review in December.

He positioned his individual and companywide value to the key decision makers.

A significant (21% increase) in pay was agreed and confirmed before the new year.

I know this figure and timescale might look unrealistic or unreasonable, yet this is what is achievable when we take a proactive, relationship and campaign approach to managing upwards.

Managing upwards is a skill and like any other skill, it improves with deliberate practice. Learning how to negotiate upwards for yourself effectively is such a worthwhile investment, it is an evergreen skill that you can use on a weekly basis to enhance your career, life and even the lives of your families and loved ones. It of course is a route to reducing stress.

To hear more from Daniel Goleman, where Simon Mundie on his podcast channel 'Don't tell me the score' interviewed him.

Enterprise Sales Club is now LIVE at https://www.enterprisesalesclub.com.

Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings.

If you want to take your career to the next level, and also improve your skills in Enterprise Sales, please contact me [email protected]