Always learning

“The greater part of instruction is being reminded of things you already know.”- Greek Philosopher Plato

What I have realized in 30 years of Sales Management is that there is an enormous need for a guideline for managers. There are numerous books available to help us, but I’ve always found it tough to apply them to my situation or the team.

Many of the managers I have worked with in my career have been promoted for reasons other than they showed the ability to lead. If you are great at Sales, you should be a good Manager. If you are the “squeaky wheel,” the “tattletale,” or many other synonyms that fit this mold. If you are a kiss ass, you will be a good manager. A Kiss ass is commonly known as a person who will go to many lengths to look impressive, good, and worthy towards another individual or group of higher social standing. Due to their innate need to ascend in the ranks of their workplace, school, or society in general. You will be a good manager. We all have many examples of this person. Some have excelled at some level, and have been given the title manager and expected to lead.

Unfortunately, in the world of Sales Management, this is a widely held perception. We promote out of necessity, the same process we use to hire. We are surprised when it does not work, or it takes substantially more work than it should.

The number one reason salespeople leave, their manager.