“Are you a leader or a manager?” Almost 30 years ago, I was asked this question for the first time. I was in an audience of about 200 newly elected fraternity presidents who had flown to Memphis for the Pi Kappa Alpha Chapter President’s Leadership Conference at the legendary Peabody Hotel. The speaker went on to delineate the differences between managers and leaders, and motivated all of us to aspire to be leaders.
Since then, I’ve heard different versions of this leader vs. manager concept a million times. While I think it’s elevated the role of middle management – especially sales management – I also believe that we have lost something along the way.
I run a virtual sales training platform called Vector Firm Sales Academy, and when someone is considering membership, I’m usually asked what makes a company successful in Academy. I explain that success in Academy follows a simple formula: the boss must hold the salespeople accountable to doing the work. There is usually disappointment to my answer, but then we discuss how easy it is. I usually say something like: “Just check their score and mention it at your weekly meetings – it takes about two minutes. We all need an accountability partner. Just because your salespeople need you to check on them doesn’t make them bad salespeople – it makes them human and it makes you necessary.” While I think they are relieved partly because of how easy the scoring process is, I think they’re happy with my comment because they don’t have to look like a boss.
There is no doubt that sales managers have become better leaders over the last few decades, but we’ve lost the art of being a good boss. And I believe the biggest harm is that we’re afraid of checking on our salespeople and their work. Get past this. Checking on the work of your salespeople is your job. Accept it. Be proud of it. Do it.
On next week’s post, I’ll share ideas on how to hold your salespeople accountable in the 2020’s without causing a mutiny or a revolving door of personnel. However, don’t wait for my post. I’ll provide some cool ideas, but you know how to do this … you just need permission. So, do it. You’re the boss. I’m giving you permission to be the boss. See you next week!
