This is the sales gravy podcast. I'm Jeb Blunt, bestselling author of fanatical prospecting and sales

EQ, and I'm here to help you open more doors, close bigger deals, and rock your commission check.

If you're in leadership, go pick up a copy of my book People Follow You, the real secret to what matters most in leadership.

As a leader, you must never forget that you are the boss. You have power and your decisions impact the lives and careers of the people on your team.

And because you are the boss, people watch and analyze your every move,

looking for meaning and clues to what you are thinking.

And what must never be forgotten is no matter how noble your intentions, your people will always judge you based on their intentions rather than yours.

You must always remember that your words and your actions can carry unintended meaning.

Take Colin, for example.

He's a sales manager in Burbank, California.

One morning before work, he had a heated argument with his wife.

And all the way to the office, he stued over the fight.

He was still upset when he got to the office, and when he walked through the sales bullpen,

he had an angry look on his face. Without acknowledging anyone, he marched straight into his office

and slammed a door. There, he took a moment to collect himself before starting his day and interacting

with other people. Now, of course, this seems perfectly natural for a man who's had a bad

argument with his wife. It's understandable that in this situation, it would be a challenge

to gain emotional control, because everybody has bad days. Well, almost everybody,

but not leaders. Why? Because after Colin slammed a door to his office, Mary, a rep who was

behind quota for the month, thought to herself, Colin must be pissed off at me for losing that

cell yesterday. I'm probably getting fired. So she

stopped working and started searching for a job. Now, John thought, I guess Colin just got fired. Here we go

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