Aggression – Its Importance in your career


Is aggression good for your career?

Many a times I have seen people in the top management being a bit too much aggressive. I have also come across quite a few employees in the lower management levels also who have exhibited excessive aggression. How good is aggression and what level of management does it benefit?

It is good to be aggressive, especially if you are into sales and marketing. It is said that the most aggressive of salesman are the ones who are the most successful. Aggression helps a salesman in pitching for his product with full confidence. In a way he overwhelms the customer’s thought process and induces him to think the way he wants him to think, thus creating an urge for the product that he is selling. And because the customer does not have too much time to think, the salesman is able to sell his product.

Does the story end there?

It would have ended there if the customer (consumer or, market) in question was that of the 1950s. The markets have changed now to become a buyers’ market and so the story does not end there. Customers have options these days and every company knows that if they do not keep their customers happy, they will loose then to their competitors. In such a situation, aggressive selling only helps meet the goal for the moment. When the customer finally gets time to think, he will realize that it was a forced sale and he will return the product or, decide not to buy from the company anymore.

Let’s ask the question again. Is aggression good for sales? The answer would be – Controlled aggression is good for sales.

Aggression in Management

I was attending a workshop being conducted by one the top management personnel in my organization, when suddenly a participant stood up and questioned a logic that the speaker gave. The question was valid and would have made any speaker think. The speaker in question here, got irritated, probably because the questioner was a lower level manager and was a new entrant into the organization. His response did not provide a rebuttal to the questioner, but he indirectly meant to tell the participant that he should not be questioning somebody in the top management. He, in a way wanted to make the participant realize that he was in command.

The workshop turned out to be a flop with not too much of attention from any of the participant and even a few quitting the workshop in between. Later we got to know that the feedback that the participants gave the speaker was very poor. It is worthy of mention here that the speaker was an extremely intelligent person, with immense experience in the field that he was in and was the subject of the workshop, had good knowledge about the subject, was an extremely good orator and a public speaker.

Aggression can be extremely harmful, irrespective of what position you are in, or what level of management you belong to.

“No man has a natural right to commit aggression on the equal rights of another, and this is all from which the laws ought to restrain him.

Control your aggression. Think of a situation in your organization where both parties take to aggression. There would be no solution. Logical thinking and a logical explanation is what can help you succeed.

People Managers, especially should bear in mind that you cannot lead your people by being aggressive with them. You need to understand them, their needs and their thoughts and evaluate things logically instead of taking to aggression. A composed discussion can provide you a resolution or, a solution rather than an aggressive discussion.

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