Send Me In Coach!

Yesterday, we began a discussion of the differences between coaches and managers in baseball – and how that same principle applies in sales leadership.

Today, we will discuss why it is so vitally important for sales leaders to understand that there really is quite a difference between the two.  I will also let you know why people who manage instead of lead seem to struggle so much.

For any sales team to be great, you have to have players who want to win – and a leader that inspires a winning spirit.  That may be the biggest single reason that sales managers struggle to achieve and maintain peak performance in their teams.  They fail to inspire.

For any sales team to be great, you also have to have players who want to learn – and a leader that is willing to get “down and dirty” with them to insure they learn the needed skills in live selling situations. That is what I believe to be the second biggest reason sales managers struggle.  They aren’t willing to leave the comfort of their office.

“Sales leaders demonstrate in live situations.  Sales managers only role-play in the office.”

Sales leaders are inspirational coaches.  Sales managers are discouraging bureaucrats.

Sales leaders inspire creativity.  Sales managers require conformity.

Sales leaders demonstrate in live situations.  Sales managers only role-play in the office.

Sales leaders build loyalty.  Sales managers foster resentment.

Sales leaders connect with their team.  Sales managers keep their distance.

Sales leaders value results over process.  Sales managers require process at the expense of results.

Sales leaders are confident.  Sales managers are paranoid.

Sales leaders coach.  Sales managers point.

It is a shame that our industry uses the term “sales manager” so frequently.  I have known some great sales leaders who were given the title sales manager.  Fortunately, they did not allow that title to get in their way.

Remember that people rarely like to be managed.  However, almost everyone loves to follow a great leader.

So… Go Lead!  Be their Tour Guide.

QUESTION:

What three qualities were found in your most inspirational sales leader?