Kenny Chapman outlines three things high-performing salespeople need before moving into management: they must stop chasing personal spotlight and celebrate team wins instead, learn to delegate and coach rather than do the work themselves, and prioritize their team's growth over their own.
Hey everybody. Kenny Chapman, the blue collar coach, coming to you live with this week's video version of Freedom Friday Focus Now. Yesterday, John and I did a great teleseminar. I'll say a great teleseminar. We got really great feedback on a teleseminar we did about winning in sales management. And I wanted to take a couple things in case you didn't watch the seminar. One, if you're a member of ours, you can get it as a replay. We'll be posting it to our site. But two, if you, if you didn't see it or didn't join us or whatever, I want to share a couple things. In our industry, you know, it's alive and well. We take a top technician, a top producer, a top comfort advisor, a top in home salesperson and we promote them to a sales management position. Or perhaps it's somebody that's been there the longest. Whatever the case is, can it work? Yes. I've seen it work. I've witnessed it work. Does it work all the time? No. Does it work very often? No. Now, I want to give you three things to consider when you're thinking about promoting a top producer or even three, filling the role yourself. Things to focus on, things to be mindful of. I don't care if you're at the ownership level, management level, whatever it is, think about these three things. If you're taking a top producer or you're trying to train a sales manager, let's interchange, sales manager, service manager, whatever label you want to say, it's management of the numbers. First thing that a top producer has to be able to do is let go of dying to be in that spotlight. Dying to be in that limelight, right? Top producers like to be at the top of the board. They like to be in front of everybody. They like to get clapped for at the weekly meeting. They like to get those things. They really enjoy those kind of accolades. Sales manager has to take a back roll, the backseat roll to that and say, oh man, it's about my team and give their ego the push. So sales managers have to give up the, the desire to be in the limelight. Now their limelight comes from the team winning, not just themselves. Okay? So first and foremost, pay attention to that too. Sales managers must be able to delegate effectively. Most top performers never really have to deal with delegation. Not to say that that doesn't mean they don't want to do a lot of things that they do, but they're not taught to delegate effectively. Now you get into a management role and you need to be mindful of this. You need to be able to hand things off and have other people do it. But not just handing it off and never checking up, but rather handing it off and coming back and checking in and paying attention and coaching and doing those things kind of moving forward. Okay. Third thing I want you to think about when it comes to management is people that are in management roles have to be focused on people. They must be people centric. They must want their people to grow and invest heavily in themselves and the team in order for those things to happen. If you're thinking about training sales managers, give these thoughts or give these key things some thoughts, and we look forward to hearing from you soon. I'm Kenny Chapman, the blue collar coach. Until we talk again, have a better than fantastic week and I'll see you next time.
