{"id":10520,"date":"2018-04-26T13:53:55","date_gmt":"2018-04-26T13:53:55","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/are-you-a-primary-arsonist\/"},"modified":"2022-10-18T15:57:42","modified_gmt":"2022-10-18T15:57:42","slug":"are-you-a-primary-arsonist","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/","title":{"rendered":"Sales Managers: Are You a Primary Arsonist?"},"content":{"rendered":"\n<p>Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it\u2019s easier to fall into this pattern without realizing it than you might imagine.<\/p>\n\n\n\n<p>Consider Steven, whose direct report, Kendra, is struggling to complete direct mail campaigns on deadline.<\/p>\n\n\n\n<p>Kendra: I\u2019m really frustrated with our printer. I have to upload each file separately instead of batching them into one upload.<\/p>\n\n\n\n<p>Steven: Oh, I can take care of that for you. Can you send me the files?<\/p>\n\n\n\n<p>Kendra: Sure\u2026 they should be in your Inbox.<\/p>\n\n\n\n<p>Steven: Perfect. And\u2026 they\u2019re uploaded.<\/p>\n\n\n\n<p>Kendra: How did you do that?<\/p>\n\n\n\n<p>Steven: Our printer set up my portal for batch uploading. I\u2019m surprised they didn\u2019t do that for you.<\/p>\n\n\n\n<p>Kendra: It\u2019s the first I heard about a batch upload option. Who do I speak with to get that set up?<\/p>\n\n\n\n<p>Steven: Oh, I\u2019ll take care of it for you.<\/p>\n\n\n\n<p>(Three weeks later:)<\/p>\n\n\n\n<p>Kendra: Steve, I need to upload files for another campaign, but my portal doesn\u2019t have the batch upload function. When will that happen?<\/p>\n\n\n\n<p>Steven: Don\u2019t worry. I\u2019ll handle the upload. Send me the files.<\/p>\n\n\n\n<p>(Repeat until Kendra quits.)<\/p>\n\n\n\n<p>Steven gets his needs met by Kendra needing his portal to efficiently upload files. Kendra\u2019s ability to meet her accountabilities each week is hindered by needing Steve\u2019s portal. A more productive dialogue would include Steve agreeing to have Kendra\u2019s portal set up for batch uploading. Yet because he gets his needs met by Kendra being dependent on his portal, that conversation is unlikely to happen \u2014 or if it does happen, it\u2019s likely to end in frustration for Kendra. This is managerial arson.<\/p>\n\n\n\n<p>The ultimate goal of any leader should be to make the team self-sufficient. A self-sufficient team essentially runs itself with minimal input from its manager. If this is a terrifying idea for you, ask yourself how much more productive and efficient you and your team would be if you could permanently retire your Fire Chief hat.<\/p>\n\n\n\n<p><em>Excerpted from Accountability the Sandler Way. Copyright \u00a9 2014, Sandler Systems, Inc. All rights reserved.<\/em><\/p>\n\n\n\n<p><a href=\"https:\/\/www.sandler.com\/shop\"><strong>Learn more about developing a self-sufficient sales team with your copy of&nbsp;<em>Accountability the Sandler Way<\/em>!<\/strong><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they&#8230;<\/p>\n","protected":false},"author":22,"featured_media":10521,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1035,1122,1049],"class_list":["post-10520","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-management","tag-management-skills","tag-sales-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Managers: Are You a Primary Arsonist? | Sandler Training<\/title>\n<meta name=\"description\" content=\"Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it\u2019s easier to fall\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Managers: Are You a Primary Arsonist? | Sandler Training\" \/>\n<meta property=\"og:description\" content=\"Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it\u2019s easier to fall\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2018-04-26T13:53:55+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-10-18T15:57:42+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"697\" \/>\n\t<meta property=\"og:image:height\" content=\"465\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Karl Graf\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Karl Graf\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/\",\"url\":\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/\",\"name\":\"Sales Managers: Are You a Primary Arsonist? | Sandler Training\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg\",\"datePublished\":\"2018-04-26T13:53:55+00:00\",\"dateModified\":\"2022-10-18T15:57:42+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/5d46a7f560c7790a71456ae5dbe3aa1a\"},\"description\":\"Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it\u2019s easier to fall\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg\",\"width\":697,\"height\":465,\"caption\":\"Sales Managers: Are You a Primary Arsonist?\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Managers: Are You a Primary Arsonist?\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/5d46a7f560c7790a71456ae5dbe3aa1a\",\"name\":\"Karl Graf\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/60349c228c2644150c4781d8c99154b91fc6c2d6a85058c3fccd27b6b83aaa99?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/60349c228c2644150c4781d8c99154b91fc6c2d6a85058c3fccd27b6b83aaa99?s=96&d=mm&r=g\",\"caption\":\"Karl Graf\"},\"description\":\"Karl Graf is the President of TrustPoint Management Group\u2013TX, LLC, an authorized Sandler Training\u00ae center located in Texas. Karl is recognized nationally as a business development expert, specializing in executive sales consulting and sales productivity training. He is an authentic, enthusiastic speaker who can inform as well as entertain and motivate Presidents, CEO's, other Senior Managers and Sales Professionals. Karl helps industry leaders formulate successful management and sales and prospecting strategies daily. Top executives have benefited from Karl's expertise and experience, especially in the areas of new account acquisition and recruiting an effective sales winner. By focusing on buyer's and seller's attitudes and behaviors, not just techniques, Karl's clients are able to achieve \\\"superior selling\\\" results.\",\"sameAs\":[\"https:\/\/www.trustpointtx.sandlersysdev.wpengine.com\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Managers: Are You a Primary Arsonist? | Sandler Training","description":"Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it\u2019s easier to fall","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/","og_locale":"en_US","og_type":"article","og_title":"Sales Managers: Are You a Primary Arsonist? | Sandler Training","og_description":"Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it\u2019s easier to fall","og_url":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/","og_site_name":"Sandler","article_published_time":"2018-04-26T13:53:55+00:00","article_modified_time":"2022-10-18T15:57:42+00:00","og_image":[{"width":697,"height":465,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg","type":"image\/jpeg"}],"author":"Karl Graf","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Karl Graf","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/","url":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/","name":"Sales Managers: Are You a Primary Arsonist? | Sandler Training","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg","datePublished":"2018-04-26T13:53:55+00:00","dateModified":"2022-10-18T15:57:42+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/5d46a7f560c7790a71456ae5dbe3aa1a"},"description":"Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they\u2019ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it\u2019s easier to fall","breadcrumb":{"@id":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/4.26.18.-blog-image.jpeg","width":697,"height":465,"caption":"Sales Managers: Are You a Primary Arsonist?"},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/blog\/are-you-a-primary-arsonist\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"Sales Managers: Are You a Primary Arsonist?"}]},{"@type":"WebSite","@id":"https:\/\/sandler.com\/#website","url":"https:\/\/sandler.com\/","name":"Sandler","description":"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/sandler.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/sandler.com\/#\/schema\/person\/5d46a7f560c7790a71456ae5dbe3aa1a","name":"Karl Graf","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/60349c228c2644150c4781d8c99154b91fc6c2d6a85058c3fccd27b6b83aaa99?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/60349c228c2644150c4781d8c99154b91fc6c2d6a85058c3fccd27b6b83aaa99?s=96&d=mm&r=g","caption":"Karl Graf"},"description":"Karl Graf is the President of TrustPoint Management Group\u2013TX, LLC, an authorized Sandler Training\u00ae center located in Texas. Karl is recognized nationally as a business development expert, specializing in executive sales consulting and sales productivity training. He is an authentic, enthusiastic speaker who can inform as well as entertain and motivate Presidents, CEO's, other Senior Managers and Sales Professionals. Karl helps industry leaders formulate successful management and sales and prospecting strategies daily. Top executives have benefited from Karl's expertise and experience, especially in the areas of new account acquisition and recruiting an effective sales winner. By focusing on buyer's and seller's attitudes and behaviors, not just techniques, Karl's clients are able to achieve \"superior selling\" results.","sameAs":["https:\/\/www.trustpointtx.sandlersysdev.wpengine.com"]}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/10520","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/users\/22"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=10520"}],"version-history":[{"count":0,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/10520\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/10521"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=10520"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=10520"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=10520"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}