article | April 25, 2014
Why Did I Get Passed Over for the Regional Sales VP Job… Again?
A regional Vice President announced his retirement a few months ago. You and a couple of your peers were vying for the job. You got on the shortlist, but another manager got the promotion. You didn’t get selected for advancement. What happened?
Every Sales Manager I’ve met wonders how he/she stacks up against their peers. They wonder if they are being outpaced. How do you stack up? Managers get passed over for promotion for many reasons. In this blog I want to cover one that is key to securing advancement. Many good sales managers don’t advance because they are not great at developing sales talent.
Don’t get outpaced by your peers. Be world class at developing your team. Download the Talent Development Toolkit.
“The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them.”
–John C Maxwell: The 17th Irrefutable Laws of Teamwork
Executives look for people who can develop future leaders. As a sales manager, how good are you at developing your team? Your ability to develop the next generation of leadership is what will set you apart from your peers.
There are two key steps to developing your team:
Identifying Future Leaders
There are a few common blunders Sales Managers make when identifying future leaders on their team. Here are some…
When assessing potential future leaders, consider these four things:
Developing Future Leaders
Do you manage or coach your team? There is a huge distinction. Managers…
Coaches on the other hand…
Developing future leaders requires coaching not managing. And world-class sales managers spend 70-%-75% of their time coaching their teams.
In my experience, most sales managers take an ad hoc approach to coaching. This is a mistake. Developing talent takes discipline and rigor. It takes a plan and a defined cadence. A best-in-class coaching program includes:
This program should have a consistent and well-defined cadence.
Call to Action: Are you being overlooked for promotion? Are your peers advancing before you? The root cause may be how you develop the talent on your team. The C-suite looks for people who can develop the future leaders of the company. Developing talent takes world-class coaching. Download the Talent Development Toolkit here.