Sales Management and the Pygmalion Effect
Have you seen the new movie release, The Express? It’s an inspirational story about a great coach, Ben Schwartzwalder (Dennis Quaid), believing in and bringing out the best in Ernie Davis (Rob Brown), who eventually earned the Heisman Trophy. It’s a great movie about the incredible impact of coaches and mentors and the impact of self-fulfilling prophecy.
I’m reminded of my first sales manager (and my best sales manager!) at Xerox Corporation, Bob Klein, the coach that always believed in me.
When I join Xerox at 21 years old, I know nothing about professional sales. I’m from Cowboy Country in northwestern North Dakota. And, I ‘m a pre-med student. So, I know how to cultivate a field, haul hay bales and set up a science experiment. But, I know nothing about cold-calling, qualifying or closing. I was confused, scared and intimidated.
Often, about 4 o’clock in the afternoon, discouraged after too many cold calls and too many no’s from prospects, I’d call Bob for encouragement. After listening to my sob stories, he’d always say the same thing, “Danita, you can do it. I know you can. I only hire the best.”
Bob expected me to be a winner. I worked hard to live up to his expectations.
And, I would never let him down.
My experience with Bob taught me a great lesson: As a great manager, always remember to tell your people how much confidence you have in them. Be positive.
Put the self-fulfilling prophecy or Pygmalion Effect to work for you. The Pygmalion Effect, the practice of expressing your confidence in your staff, can subtly influence them to improve performance and produce better results. Here’s what Wikipedia has about the Pygmalion Effect, http://en.wikipedia.org/wiki/Pygmalion_effect
Who have been your great managers and coaches? What made them great? What did they do to encourage you during times of adversity?
Keep Pressing Forward!
Danita
P.S. I think you’ll enjoy watching The Express.