In a recent LinkedIn post, Sheriff Shahen discusses the pervasive issue of disrespect faced by sales representatives from prospects, arguing that the sales industry has inadvertently normalized such behavior. Shahen contends that the lack of pushback from sales professionals has created an environment where ghosting, no-shows, and dishonesty are becoming standard practice.
The post opens with a stark question: “Why do prospects think it’s okay to disrespect sales reps?” Shahen then lists common offenses:
“Ghosting.
No-showing.
Lying to get you off the phone.
Shouting at you for trying to do your job.”
According to Shahen, the responsibility for this normalization lies with the sales professionals themselves. “We allowed them to,” Shahen states plainly, pointing to repeated actions that reinforce negative prospect behavior.
The Cycle of Normalization
Sheriff Shahen elaborates on how specific actions by sales reps inadvertently train prospects to be disrespectful. The post highlights the consequences of repetitive, unanswered follow-ups and the impact of sales reps apologizing for their professional duties.
“Every time a rep sends a 7th “just checking in” after being ignored, we taught them ghosting has no consequences.
Every time a rep apologizes for following up, we taught them our time is worth less than theirs.
Every time a rep swallows a lie to keep the deal alive, we taught them false hope is acceptable currency.”
As Shahen puts it, “We normalized it. And now it’s the standard.” This creates a challenging environment where genuine engagement is overshadowed by a culture of low expectations and poor conduct.
Reclaiming Professional Standards
Despite the prevalence of disrespectful behavior, Sheriff Shahen clarifies that not all prospects are problematic. However, for those who exhibit poor conduct, Shahen asserts that the reason is simple: “They do it because nobody ever pushed back.”
The core of Shahen’s message is a call for sales professionals to establish and maintain clear boundaries and professional standards. This doesn’t necessitate rudeness, but rather a firm stance on professional conduct.
Actionable Steps for Sales Reps
Sheriff Shahen proposes concrete actions that sales representatives can take to counter this trend:
- Pull the meeting if a prospect no-shows twice.
- Call out vague or evasive answers directly.
- Stop relentlessly pursuing prospects who have clearly made a decision but are unwilling to communicate it.
Shahen’s concluding remarks aim to empower sales professionals, reminding them of their value and the problems they solve.
“You’re not a burden.
You’re solving a real problem for the right people.
Act like it.”
In essence, Sheriff Shahen urges the sales community to shift from a reactive, appeasing stance to one that embodies confidence and respect for their own time and the value they provide, thereby resetting expectations with prospects.
📝 About This Content
This article is based on insights shared by Sheriff Shahen on LinkedIn.
📅 Originally posted on May 22, 2026 | View original post on LinkedIn →