March 5; Managers: Male and Female; The Con and Confident
MANAGEMENT BY THE BOOK:
365 Daily Bible Verse &
One-Minute Management Lessons For The Busy Faithful

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5 March

I put Shelemiah the priest, Zadok the scribe,

and a Levite named Pedaiah in charge of the storerooms

and made Hanan son of Zakkur, the son of Mattaniah, their assistant,

because they were considered trustworthy.

They were made responsible for distributing the supplies to their fellow Levites.

Nehemiah 13:13

Managers: Male and Female; The Con and Confident

Gender Difference

I once worked for a brilliant, laid-back CEO of an early stage, high-risk venture, Dave, who was able to make decisions on scant information. When I asked him about still another successful implementation, he replied,

“I got ‘em fooled.”

He didn’t have all the data or all the answers.

He faked it.

This is something few woman would never say or admit. Dave was proud of it.

For men confidence is often simply an act as part of a game. For women this looks like a confidence-game-scam where crooks color outside the lines. Women will use different skills.

When I was carrying a bag as a sales guy I regularly competed against other sales women both inside my company and from other companies. They were tough competitors, who produced without the confident bravado of us guys — who were Macho Men (which included Your swaggering Business Professor) who comprised most of any sales team.

A woman’s source of confidence came from using a different charm angle in relationships. They seemed to earn creditability faster and were entrusted by their clients to take on more responsibilities, that is, billable work.

I would ask the women how they managed to beat my numbers.

“Kids,” the women would say. “Ask about the customer’s children – and mean it.”

Of course. Here I would come with product Features! Advantages! Benefits! The customer would love the goods.

Then buy from a woman.

Women knew how to manage the interaction of people. That ‘soft skill’ nonsense. Girly stuff. I was stuck on numbers. Stuck on stupid.

Yes, we men could handle better the constant rejection in sales. But our female counterparts managed the real constant: relationships.

Where I may — or may not — have been putting the ‘con’ back into the consultative sale; women would be the consoling sister. Women earned trust faster and got the sale.

Women as account managers use persuasion to gain support from staff and peers and seem to understand quicker that management is a sales process of buying and selling.

I put Shelemiah the priest, Zadok the scribe, and a Levite named Pedaiah in charge of the storerooms and made Hanan son of Zakkur, the son of Mattaniah, their assistant, because they were considered trustworthy. They were made responsible for distributing the supplies to their fellow Levites. Nehemiah 13:13

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