Jan 🐝 Barbosa

hace 4 años · 2 min. de lectura · visibility 0 ·

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C-Suite Super Powers: Turning Managers From Drill Sergeants To Business Leaders

C-Suite Super Powers: Turning Managers From Drill Sergeants To Business Leaders

It's not easy being a leader, sometimes it's the hardest managing style to employ, because leaders have to take a stand between pushing to achieve goals (some very hard to achieve) while maintaining command of the situation and not letting emotions drive his leadership into chaos that could lead to a demoralized teams and high employee turnover rates.

The total opposite of a leader is a toxic boss, these use destructive criticism, vague directions, and cloak and dagger tactics which confuses and divides their team converting them from a homogeneous unit into a disbanded group of individuals, each looking for his or her own benefit.

Comparing employees performance and posting sales numbers in the sales floor is not the correct way to motivate and will bring jealousy, envy, and disorder into the sales department.

Can your managers be trained to become leaders? Absolutely yes, but it requires effort not only from middle management but from top brass. The need to supervise middle management styles are a must and just as entry level employees are in need of coaching so do managers.

Let's start by recognizing some of the key qualities of a leader:

  • Leaders lead from the trenches, they command respect from underlings because of their complete knowledge of the product, their team capabilities, and their clients.


  • Leaders use inspiration instead of intimidation, they know intimidated employees will be wary of informing management of mistakes, errors or day to day events out of fear of reprimand, when employees are inspired they will share situations which can be resolved with the assistance of managers before the problems escalate.


  • Leaders lead by example, they don't ask the team to make sacrifices they are not willing to partake, they don't take their position to obtain benefits that are inexcusable to a sales team. A constant addiction to cat videos or a habit of arriving late to the office and taking two-hour long power lunches every day is somehow hypocritical when the sales team is directed under the premise that every minute counts to a profit. Those who spend time walking in the shoes of those under their command to know the objections and opportunities that await them are leaders.


  • Leaders know that coaching is an effective way to achieve results and that taking a one hour course on a new product and sending the sales team to the battlefront is the lazy way out. Leaders make time to go out with the salespersons, not to criticize their every move but to help integrate the knowledge until it becomes automatic.


  • Leaders teach what they know instead of greedily holding on to information and experience- The leader is not afraid of sharing knowledge, there was a reason why the US Air Force rotated its pilots. When they came back home, previous experience was given to green troops so basic mistakes could be avoided. Sharing information and experience is vital to a winning sale force.


  • Leaders are truthful, they don't hide the downsides of the product, the sales quotas or give goals that simply can't be met. Once employees lose confidence in management a lack of motivation will ensue. As the quote says: Fool me once shame on you, fool me twice shame on me.


These are some, but not all the qualities for a leader and yet top notch leaders also need care from their company, the quote "Leaders are born" is a complete fallacy, When employees are given management positions they need to be guided in the form of supervision, coaching, and yearly refreshing training in the areas of sales, human relations, and management.

To recruit or promote a person to a management position and leave them be, is a waste of time and resources, more in times of fast change and disruption.

So go out of your way and stop on the sales floor and turn your management team into a close-knit unit of leaders.


Written by:

Jan Barbosa


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Comentarios

David B. Grinberg

hace 4 años #2

Nice buzz, Jan. I've shared on three hives:. "Sales" and "Managers" and "Leadership." Please have a wonderful weekend, my friend!

Jan 🐝 Barbosa

hace 4 años #1

Thanks for your feedback Melonie Dodaro !!!

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