There is a recurring post on LinkedIn and other social media that perplexes me: people complaining about salespeople trying to sell them things. I see a lot of CIOs and CISOs do this.
The posts typically sound like this:
“Hey vendors, here is a sure-fire way to wind up in my ‘never do business’ list,’ send me an unsolicited email asking for a meeting. BAM! I am never working with you!!!” You need to understand what it’s like to be a CISO. You’re not in my chair!
or maybe this one…
“I got email from a salesperson who did not take the time to do their homework. My time is too precious and important to be wasting with all these salespeople!”
Yeah, how dare anybody want to talk to you.
This article in Forbes from a while back makes the same complaints, although in a less passive aggressive manner. It is not a bad article, but it still perpetuates the notion that salespeople need to be put in their place.
Why all the rage and disgust directed at people who are merely doing their jobs?
Insecure Leadership
I believe this is a variation on Imposter Syndrome. These “leaders” feel insecure about being leaders. They believe the only way to demonstrate their authority and importance is to lash out at people they deem beneath them. They conflate cruelty and aggression with being in charge.
There are so many things wrong with this behavior it is difficult to itemize them all. However, the most ironic aspect of this is that it contradicts itself. Leaders who post these rants claim they do not have time to waste on irritating salespeople. Yet, they are wasting time on irritating salespeople posting these rants. All this ranting about salespeople hide the truth: they suck at leading. They do not properly prioritize their time or treat people with respect. Two critical skills for any leader.
Unfortunately, this ranting works to some extent. While it does nothing to stop the salespeople, it does attract other weak leaders who share a similar need to berate people. Consequently, the weak leaders get what they really want: validation.
In the end, nothing good comes of this. Nobody gets anything, nothing is better, and nothing of value was created. A petty person feels better about themselves, we all feel worse.
Ugh.
No Sales, No Job
For better or worse, sales is a fundamental component of business. Without sales, there is no money. No money, no job. Indirectly, you and everybody at your organization, owes your job to one (or more) salespeople who bring in business to pay your salary. Salespeople have an important and difficult job. Ranting about them solves nothing, does nothing, and you are not going to stop them, ever.
Furthermore, innovative ideas can arise from anywhere, even annoying salespeople. Perhaps the product they are selling is excellent, they simply lack effective communication skills. A good leader can see through this and focus on the message, not the messenger.
Admittedly, harassing marketing is irritating (See Harassment Marketing). There are simple (and respectful) ways to respond. You can say “no thank you” or delete the message. This takes seconds to accomplish, costs nothing, and hurts nobody. Anybody who has done sales for more than an hour knows that rejection is part of the game.
Being a leader means respecting all people, even the irritating ones. You do not need to give annoying salespeople your time. However, posting self-indulgent rants about salespeople solves nothing. All it does is telegraph to the world that you do not know what you are doing.
Now, will sales ever be sane again? I wonder to myself.
For culture reference, the title of this blog comes from Panic from the Smiths. This blog was originally published February 2, 2018 and has been revised a few times since then.
