Leadership is harder than you think

Name: Leadership is harder than you think
Uploaded: 2025-04-04T15:45:03+00:00
Duration: 54 s
Channel: Jake Burhans
Description: In this segment, Jake Burhans reflects on the core difficulty of management: being accountable for a team's results without direct control over their…

4 Apr 2025 · 1 min

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In this segment, Jake Burhans reflects on the core difficulty of management: being accountable for a team's results without direct control over their actions. He emphasizes the need to understand individual motivations and learning styles to effectively coach sales representatives on closing deals. Burhans highlights the added complexity of a fully virtual company, where physical observation is impossible, making key performance indicators (KPIs) the primary tool for tracking daily activity and ensuring accountability. The overall message underscores that leadership requires nuanced communication, tailored coaching, and data‑driven monitoring, especially in remote environments.

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One of the most difficult things I think about management is that, like I said before, you're responsible for everyone's results, but you can't just tell people what to do. That's not how they operate. You can't just be like, do this, do that, right? People have minds of their own. You have to learn how do they— how are they motivated so that you can keep them motivated, right? How can you keep them accountable? Because I have certain knowledge in my head about how to close deals, right? So I'm trying to teach that to the reps. Yeah, but You know, people learn in different ways. I have to figure out how can I communicate that to get them to perform. And it's a virtual company too. So it'd be one thing if everyone was in the office, you could see them every day, like, hey, don't say that ever again on the phone. Or what are you doing? You've been outside for 45 minutes. I have no idea what's going on. So being accountable, the biggest thing virtually is the KPIs and stuff, making sure they're hitting them. That's kind of how I know that they're doing enough for the day. Yeah. But yeah, leadership management.