With all the pressures of late—the long tail of the pandemic, advertiser fits and starts, new office structures, team dynamics including recruitment and retention, and of course, our ever-present revenue goals across multiple platforms … it can be a lot for a sales leader. And if you’re not in the right mindset, it can be easy to complain or lament at the wrong place and time.
Several of my best bosses and mentors had this advice as I moved up the sales leadership ladder. Be mindful of your influence and impact. As a leader, watch what you say, how you react and act toward team members, toward the industry in general, toward clients, and toward company edicts, priorities, programs, etc.
To be clear, my bosses didn’t ask me to be quiet, or not address issues I might believe we could do better on. Rather, it was … “You are a leader, you set a tone, and your teams are watching you and your actions.”
The President of Belo reminded me of this when I was the DOS at WFAA lamenting about some policy. The CEO of Tegna reminded me of this when I departed for an amplified role opportunity. His reminder, in particular, was a gift as I moved on—it pointed out that our industry is intimate—we know each other, we see each other, we should root for our common health, and strive to be a force for good.
As leaders, we have voices that carry weight.
And remember … no company is perfect, no person is perfect, no job is perfect.
As a sales leader, you raised your hand for responsibility. And that includes making sure you amplify opportunities and clear or minimize obstacles, even your own mindset at times.