{"id":16701,"date":"2023-05-25T17:53:29","date_gmt":"2023-05-25T17:53:29","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16701"},"modified":"2023-05-26T16:38:10","modified_gmt":"2023-05-26T16:38:10","slug":"sales-leaders-success-managing-up-managing-down-managing-side-side","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/sales-leaders-success-managing-up-managing-down-managing-side-side\/","title":{"rendered":"Sales Leaders: Success = Managing Up, Managing Down, and Managing Side-To-Side"},"content":{"rendered":"

This was Brenda\u2019s first performance review in her new role as a sales manager. <\/strong>And it was not going as she’d hoped.<\/p>\n

She\u2019d had to read her written evaluation twice, in preparation for her meeting later today with Juanita, the Vice President she reported to. The first time through, she hadn’t quite believed her eyes. Had her performance really been mediocre? Juanita had given her strong marks for managing her direct team. She had also congratulated Brenda for managing the flow of information needed by the company\u2019s executives, and for supporting those executives. But the phrase, \u201cWe should discuss silos and personal development,\u201d under the heading COACHING TOPICS<\/em>, seemed ominous.<\/p>\n

And<\/strong> the overall rating, which showed up at the bottom of the sheet, was just a 6 out of 10. Not where Brenda wanted to be!<\/strong><\/p>\n

Yesterday, Juanita had printed this document out and handed it, in a manila envelope, to Brenda with barely a word. A handwritten note from Juanita in the upper-right-hand corner of the envelope read: \u201cLet’s talk this through.\u201d<\/p>\n

What, Brenda wondered, was she about to walk into?<\/p>\n

The one-on-one Zoom meeting Performance Review<\/em> was scheduled on Brenda\u2019s calendar for 11:00 am. She made a point of logging in a few minutes early. After the opening pleasantries, Brenda took the initiative, confirming that she had read the written review closely, and thanking Juanita for the chance to hear some constructive feedback.<\/p>\n

Juanita said, \u201cDid you have any questions?\u201d<\/p>\n

\u201cActually,\u201d Brenda said, \u201cI do.\u201d<\/p>\n

\u201cShoot,\u201d said Juanita.<\/p>\n

\u201cWell, I saw your note on the envelope about talking things through together, and I was curious about what you wanted me to know about silos and personal development? I guess I’m looking for some specific suggestions on areas where you feel I could improve.\u201d<\/p>\n

Juanita smiled. \u201cI think you’re doing a great job of managing up <\/em>and managing down<\/em>, Brenda. But the reason I gave you the overall score I did is that I think there is room for you to make a real breakthrough when it comes to managing sideways<\/em>.\u201d<\/p>\n

After a little pause, Brenda asked: \u201cWhat does that mean exactly, managing sideways?\u201d<\/strong><\/p>\n

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