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Hello. This is Jerry Land, President, Recruiter and Headhunter with executive search & recruiting
firm for the Packaging & Jan/San industries, JPLand.
Today, I'm going to talk about sales leadership.
Is it more important to be a great manager or a great leader?
The answer is: BOTH!
While a manager's job is to plan, organize and coordinate to achieve results, a leader's
job is to inspire, motivate and innovate to achieve results. And while a manager may need
to take a short-range view as well as a long-term approach to success, a leader puts it all
into perspective. In the most successful sales and business scenarios, management and leadership
are not easily separated, nor should they be.
In the words of late management guru Peter Drucker, "One does not 'manage' people. The
task is to LEAD people. And the goal is to make productive the specific strengths and
knowledge of every individual." In essence, every good manager is a good leader.
Management involves measuring value- but that can't be done until value is created, which
is an indicator of leadership.
Leadership by example makes people accountable and pushes them, sometimes out of their comfort
zones. And while work must be managed in order for a team to accomplish its goals, people
are led. The more people outside your reporting hierarchy who come to you for advice, the
more likely it is that you're perceived as a leader. Author John Maxwell defined leadership
as "becoming the person others will WANT to follow." The keys to achieving this pinnacle
are setting priorities and maintaining focus on established goals.
If you know what your priorities are but lack concentration, then you know what to do, but
you never get it done. If you concentrate but lack priorities, then you have excellence
without progress.
In order to harness both your priorities and your power of concentration, focus your energy:
70% on your strengths. Develop them to their fullest potential.
25% on new things. Because growth means change, for the better.
5% on your weaknesses. Minimize them and delegate tasks related to them.
Growing from a manager into a leader means allowing team members to participate in decision
making. Ask them what they think and listen, REALLY LISTEN to their response. This inspires
creativity, autonomy and ultimately, results.
Give team members clarity and transparency. Hone your communication skills. If you can't
effectively relate your vision to your team, you won't all be working toward the same goal.
Training new employees and creating a productive work environment for everyone depends on healthy
lines of communication.
Managers who lack leadership are first to take credit for achievements. Leaders, however,
understand the importance and power of crediting their teams. The payoff is a more positive
company culture and employees who are incited towards more victories.
Reward even small accomplishments. Recognize employees' interest and effort on a regular
basis. This helps ensure a sense of pride and drive overall results. While managers
are adept at executive vision in a systemic way, leaders have the ability to rally employees
around a vision. Giving credit where due is part of making this happen. So, be visionary,
utilize effective management skills - and be a leader. Your team, your organization
- and you - will be better for it.
For further guidance on honing your leadership skills and building your most effective team,
contact JPLand, the authority in Packaging and Jan/San sales recruiting today. Visit
our website, http://www.JPLand.net. I'm Jerry Land, thanks for watching.