Almost anyone could be a Manager, but few are effective Leaders.  Often times, it’s one of the top performing Sales Consultants who gets promoted to Sales Manager.  They put their time in, usually 2 or 3 years (right when their repeat/referral business picks up), they show signs of responsibility, teamwork, discipline, strong work ethic, and other qualities you’d want in a Manager.  It’s not that this is the wrong move necessarily, it’s the lack of training prior to taking on the role of Manager that’s the problem.

Based on experience and conversations with other Sales Managers in the Automotive Industry, rarely is there a structure in place that provides an appropriate amount of training prior to taking on the position and the necessary ongoing training that must ensue in order to have your sales team reach their potential.  By putting a top-performing Sales Consultant into a Management role inadequately prepared, you’re sending someone to that office that isn’t yet qualified for the position. This negatively affects their performance for an undetermined amount of time, plus it slows down sales because you take your best performer off the floor.

Sure, the Sales Manager could effectively close deals, provide numbers, set targets with the team, follow up with the team to make sure they are doing their follow up calls, and have meetings, but that’s not leading, that’s managing.  And this is what I mean when I say anyone could be a Manager. Leading is different.  Leading requires sustaining motivation, providing a positive culture, developing intrinsic motivation, creating a purpose within your department and organization, and arguably most important, self-leadership.  If you can’t lead yourself, then you’re not in a position to lead others. 

If you’re in a Management position, it’s important to be aware of the amount of influence you have on your team.  For many of them, you are their mentor, someone they look up to.  Your actions play a role in their behavior and management style when it’s their turn. There isn’t a one and done course for leadership, it’s an everyday commitment.  If you’re a Sales Consultant waiting to get the nod to the big office but aren’t prepared or ready to make the commitment, then I’d encourage you to hold off until you are.  You’re not doing yourself or your team any favors by jumping into the role too early.  It’s difficult to find the time to learn and progress every day so you must make the time like you would if it was a doctor’s appointment.  Make the commitment or don’t.  Choose to lead more and manage less.

My 84-year-old grandfather who could still outwork me always says “there’s a right way and a wrong way to do things son, and there ain’t no in-between.”

I’ve written extensively and even dedicated an entire chapter to this in my new book where I lay out questions to ask before sitting in the big chair.  You can also check out my 5 Rules on Effective Leadership here as well. 

Make it a great day!

Brandin