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I Believe in You
February 20, 2008

I often note in my presentations that raising children is very similar to managing sales people. There are expectations and repercussions, accountability and praise opportunities. Many times I hear myself saying one thing to my girls and then changing it only slightly to say the same thing to my clients.

Getting a new sales rep going is a project in and of itself. We want to be there and be supportive but be transparent at the same time. “How are sales today?” is a close second on the scale of stupid things to say to a rep, right next to the granddaddy of them all, “Did you sell anything today?” Managers want to show encouragement, but how?

Back to your kids.  Those three little words, “I love you,” get tossed around to the point where they have virtually no meaning. My daughters say it to their friends, which is nice, and to whatever boyfriend the Pez dispenser kicks out this week (don’t get me started).

Of all the things to say to someone, I think that these four words are the most authentic and important: "I Believe in You." Think about it: What is the biggest emotion going inside the new rep? Fear! Number two is probably uncertainty. Personally, I can remember the terror of being new to sales. I was scared you-know-what-less of failure and that negative energy both motivated me and permeated my presentations. Older brother Andy, however, would write me an note, encouraging my progress and bolstering my pride. Suddenly, my chest was puffed out a little more and I stood a little taller. If he believed in me, why couldn’t I?

Of late, my 17 year old daughter has been giving me fits. She is a train wreck without the tracks and provides no shortage of hair-pulling stress. My wife is quick with the “I love you’s.” I, however, text, talk, and write encouragement using four words, not three. The hope is that Kati will never give up on herself knowing that we won’t either.

Sticking a handwritten note on someone’s desk that says, “I Believe in You” costs nothing. Given the fact that it could mean the difference between success and failure, it makes for a pretty good ROI, don’t you think?

Posted by Bill Farquharson on February 20, 2008 | Comments (0)