The Quota: June
From June 2005
Community Comments
Managing Upward
By W. Grant Eppler
Despite 15 years of re-naming in the name of political correctness, the term “challenges” still means problems. And if you sell for a company that has problems, as the face of the company, it is your responsibility to help fix them.
The idea of “managing upward” is not for the weak of heart or spirit. Salespeople can interact with upper management to help foster change, but giving unsolicited advice takes tact and skill.
No one, especially upper management, really wants to hear about problems, but they can’t fix what they don’t know exists. So when identifying a problem, be prepared to provide three or four viable solutions. Ultimately, you want to be tied to the solution and deemed a problem solver.
Don’t forget, the first proposed solution to every problem should be “do nothing.” If a problem is isolated, and does not cause a domino effect creating other problems, doing nothing is a rational, viable solution and a valid management decision.
Selling Solutions to Upper Management
Continued...
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Community Comments