Which of the following perspective best describes your personal beliefs at this moment? Choose the statement that best describes you from each pair.

1._____ A. I do what I perceive is best for my office.

   _____ B. I do what is best for the team.

2._____ A. My managerial success results primarily from my own efforts.

   _____ B. My managerial success depends primarily upon the success of others.

3._____ A. My company needs to play a more proactive role in enhancing the performance of our sales people.

   _____ B. My primary focus is on what I can do for the company, not on what the company can do for me.

4._____ A. I prefer to give recognition

   _____ B. I prefer to receive recognition

5._____ A. I owe my company loyalty, honesty, and a full time commitment and effort.

   _____ B. I cannot work for a company unless the company's philosophies and goals are in synchrony with my personal goals.

6._____ A. An important part of my job is to communicate the agents' needs to senior management

   _____ B. An important part of my job is to educate my agents about the benefits the company provides.

7._____ A. The company needs to focus on making a profit so we can stay in business.

   _____ B. The company needs to be more flexible on commission splits to help managers improve retention.

8._____ A. Whether or not I agree or disagree with company policy, it is my job to market and promote our company programs and policies.

   _____ B. When I disagree with company policy, I am honest about it with my salespeople.

9._____ A. To avoid losing one of my top producers, I have occasionally sacrificed the best interest of the team.

   _____ B. I consistently put the needs of the team in a position of first priority, even if it means losing one of my top people.

10._____ A. I like to think of myself as being flexible, adjusting to the situation as needed.

   _____ B. I like to think of myself as consistent: I am predictable, not erratic.

SCORING:

On items 4, 5, 7, and 8 give yourself 1 point for each "A" answer.

On items 1, 2, 3, 6, 7, 8, 9, and 10, give yourself 1 point for each "B" answer.

INTERPRETATION:

The higher your score, the more "managerial" your thinking is. The lower your score, the more you have succumbed to thinking like your agents. If you find yourself projecting the attitudes or thoughts attributable to the salesperson, the following consequences may result:

1. You will vacillate on important issues, questions, and decisions. Your uncertainty conveys weakness to your salespeople.

2. You will not establish the necessary Espirit de Corps within your office. Instead, you will unintentionally create an "us vs. them" attitude in your office.

3. You will hinder the attitudinal growth in your office and may even take it downhill.

4. You will frustrate your salespeople, yourself, and your boss.

5. You will put your job at risk

COACHING TIPS

To maintain a positive leadership/management position, you must be aware of the potential challenges outlined above. Each day you need to pay attention to your mental attitude and how you project your attitude about the company, its policies, and programs. As a manager, you have the benefit of working from a greater body of information and having a more complete picture. Your responsibility is to maintain your convictions and covey that strength to your salespeople. Consistency and strength of conviction create a sense of security in your staff.

Need help? Our Top 10 Lists for Managers have lots of suggestions for improving your managerial style and building your team. For individual help, contact one of the coaches on our coach referral list.

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