You are a working sales manager. Your salespeople see you in the trenches right by their side. You hustle and grind with them. You are flexible and perhaps even benevolent.
You have their backs perhaps even to the point where you let it slide when they don't use that expensive CRM software very much (or at all) or make the calls they should be making to deliver the quarter.
You remember that one time they slayed it and they remember how much you care.
But that is not what I mean by "sense care".
What I mean is, do your salespeople sense that you actually have meaningful standards that are non-negotiable?
Or are you so nice that everything is negotiable?