I love baseball!

I grew up in the state of Georgia during the 1960’s and 70’s.

I was an Atlanta Braves fan during that time. Quite frankly, that was no easy task.  The Braves had about as much chance of winning the World Series back then as I have of becoming a professional basketball player – now.  Can’t you hear it?  “Now entering the court, at a towering 5 feet 10 inches tall – weighing 195 pounds – at 54 years old, Jumpin’ Jeff West!”  (Can’t you hear the crowd cheering wildly?)

The Braves didn’t win many games back then, but they had some great players on the team.

Hank Aaron broke Babe Ruth’s all-time home run record in April 1974. I remember that moment in sports history very well.

Even though the Braves weren’t all that great back then, I still have a lot of great memories from watching them. But by far, my favorite Braves moments happened after I had moved to Texas and I watch them have their stretch of seasons during the 1990’s that were so amazingly good.

In professional baseball, the manager stays in the dugout and gives direction (orders) 🙂 and the coaches are out on the field with the players having a direct impact on how well they play the game.

When you think about it, that mirrors some sales organizations today.  I have worked for managers – and I have worked for coaches.  There are times when either or both may be appropriate, but real sales leadership requires the coach.

The benefit statement that I developed to go along with my brand, The Sales Tour Guide, is this:

“Transforming Sales Managers Into Sales Leaders and Sales People Into Value Creation Experts”

Obviously, I believe that it is much more important to be a sales leader. Sales leaders can build outstanding teams.  On the other hand, sales managers can actually destroy teams.

This week, we will be focusing on what it really means to transform a sales manager into a sales leader.

I’ll give you a hint: it has everything to do with my brand.


Think about your most successful years in sales – were you working under a sales leader or sales manager?  How could you tell?