Sales Readiness Group (SRG) is an industry-leading sales training company. Our mission is to help improve sales teams’ performance by providing customized, skills-based training programs that produce sustainable behavior change.
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SELLING TIP I-Me-My-osis:
A Management Disease
“I-Me-My-osis” – that’s what I call an occupational disease that sometimes affects bosses and some good managers. Its symptoms include excessive use of the words “I,” “me,” and “my” in place of “we,” “us,” and “our.”
Examples: “I have a break-even point of X dollars a
month,” “What are you gonna do for me today?” – plus a whole litany of such expressions as “my team,” “my goals,” “my office,” and “my people.” This malady is also known as “Narcissus Syndrome” and “Bossitis.” It is characterized by a severe swelling of the ego, accompanied by an excessive use of the first- person singular in discussing most of the good things that happen within the organization. In fact, the first-person plural is reserved exclusively
for reference to such things as “our problems,” al- though “your problems” is a more likely expression. This insidious affliction sneaks up on otherwise perfectly normal and caring supervisors. In most cases,
they are unaware of the unpleasant image it projects to customers and colleagues. Let’s face it: Excessive use of the first-person singu- lar is not only self-serving and offensive, but it is built on an inaccurate presumption. By definition, a manag- er is one who gets things done through the efforts of others. As a great Chinese philosopher wrote, “When the true leader’s work is done, the people say, ‘We did it ourselves!’” It isn’t necessary to remind your followers that you
are a leader if they already recognize you as a leader. If they do not, your claim to be one is pointless (and probably counter-productive). And, as to others out- side the team, flashing your stars and bars serves no useful purpose.
The wise manager uses the word “I” only when he admits, “I goofed” or, “I let you down.” To cure I-Me-My-osis, substitute the words “we,” “us,” and “our” for every “I,” “me,” and “my” and you’ll be on the right track to leading us to win. If you want to be an effective leader, put away
those golden epaulets, the swagger stick, and your other symbols of authority. When you’ve got it, don’t flaunt it!
– JOSEPH P. KLOCK
SELLING POWER NOVEMBER/DECEMBER 2021 | 27 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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