Creating an Attentive Environment

An institutional salesperson recalls the agony of regularly presenting with a hyperactive portfolio manager. While members of his team were presenting, this person would shuffle papers, look inside his briefcase, look out the window and generally fidget as if he wanted to be over and done with the presentation.

This unsupportive demeanor, says the salesperson, sent a negative message to everyone in the room, including the presenter. “By his actions, he gave the audience a license not to pay attention. His actions also clearly showed lack of respect for fellow team members.”

Moral: Be a model listener.