With a title like that, I’m itching for a random drug test at work tomorrow but what the heck.
Here are some situations where you might just be Too High!
1) Too High With Regard To Decision Makers: From Day 1 in sales, we were taught that we should start with the highest level of decision maker. I think they definitely need to be a part of the process but . . . people don’t always see things the same at 30,000 feet as someone in the field experiences it. Try conducting an awesome needs analysis with someone who can only speculate. I’m not saying one is better than the other, I’m just suggesting you don’t get too “high” with your focus!
2) Too High With Regard To Your Position: I have seen way too many people try to lead people from behind a desk. Whenever people would ask me about my management style as a sales leader my answer was simply.”I’m a Field Commander” I learned more about the challenges my team was facing by being in the battle with them than I ever could from a report. People tend to respect you a tad more too! Sales leaders: It’s gut check time. When was the last time you rode with a rep, helped with a sale, visited a client on a courtesy visit? By the way, there was a time when I screwed this one up big time!
3) Too High And Mighty To Interact With People You Deem “Lower” Than You: I once did a consulting gig for a company that didn’t have much office space so I had to set up shop in the conference room. I had been talking with the gentleman who hired me and left briefly to chat with another member of his management team. When I returned, there was now an additional dude in the room so I introduced myself. In what can only be described as a “Holy Blow Off Batman” display of screw-u-ary, the guy made it pretty clear he wasn’t going to give me the time of day. Since I was about to head out with a sales rep anyway, I grabbed my things, and wished everyone a good day. I’m not even halfway out the door and I hear my contact start reaming the guy for getting dicky. The story gets better. Within seconds the guy comes racing after me and says “Paul. I’m so sorry. I had no idea who your were” Me: “No idea who I am?” Rain man: “If I would have known how important you were, I would have been a lot nicer” Me: “What if I was just a well dressed janitor? You should still treat me as important. Here’s my card” (reaching in my pocket to reveal a middle finger) I didn’t really do that, but I wanted to. Long story short . . . Don’t ever be so “high” that you fail to treat ALL people as people.
4) Too High On Your Self To Think Anyone Other Than You Can Do It Right: It’s called “letting go” dude. Delegate it and move on. Actually, “Deputize” your employee giving them full power to get it done.
5) Too High On Your Own Ego To Miss A Lesson: Sometimes you just have to be willing to have your ego wait in the car while you eat crow, swallow pride and digest your lesson! 
And by all means, please continue getting a natural high from all this limited edition life has to offer!
