As a sales manager you have a high activity level. You work hard every day to both direct and support the efforts of your sales team to produce sales results.
But often, a manager’s high activity level can actually inhibit the development of the sales team. As author Steven Covey says so well in 7 Habit’s of Highly Effective People, “Management is efficiency in climbing the ladder of success; leadership is determining whether the ladder is leaning against the right wall. “
To be a successful sales leader, then,you must continually ask yourself, “Regarding what I am about to do–will it result in a tangible, lasting and beneficial impact on the improvement of my team, or individuals on my team?” If the answer is“no”, the best leaders choose to do something much more important.
What did you do today that you really didn’t have to do, or should not have done? Leadership is answering this question, and then following through on the answer.