Power, status, envy, and the sales manager’s ego. Or: When the employee pulls up in a new sports car and the sales manager gets nervous…
A top salesperson does everything right: They close deals, cultivate relationships, generate revenue, and earn what they deserve: a lot of money. But what happens when they show up at the team meeting in a new tailored suit and a new luxury watch, and their sales manager inwardly flinches?
In my coaching sessions, I’ve often seen experienced managers struggle when their best people suddenly earn more than they do. It touches a raw nerve: their self-image, their status, their ego. “I’m the boss—I should earn more!” But is that really the case?
In sales, the world simply works a little differently. Those who generate revenue are rewarded. Not with titles, but with commissions. And in my opinion, that’s a good thing. Because the best sales manager isn’t the one who closes the most deals, but the one who manages to build a team that sells better than they ever could.
But that takes stature. Greatness means not seeing success as a threat. Greatness means sharing the stage. Greatness means consciously standing behind the team, not above it. Greatness means serving the team and enabling it to grow beyond its own limitations.
Leadership isn’t measured by one’s own bonus, but by the brilliance of one’s employees. Sales leadership means enabling, not overshadowing. And yes, this sometimes requires questioning one’s own vanity and reflecting on one’s true goals.
I’m convinced that anyone who can’t handle their employees earning more has a leadership and personality problem, not a compensation problem. And that’s precisely why many leaders don’t need more control, but urgently need a new self-image.
A new understanding of success and the courage to step back so others can grow. Because those who can’t stand being overtaken shouldn’t be leading a race.
Unleash potential – celebrate successes.
