The Reason Sales Stars Often Become Poor Sales Managers

You can’t put a shark on land and expect it to act like a lion.

Not all sales stars make good sales managers. Not all sales managers need to have ever been real sales stars.

The knowledge and skills that go into hunting and leading are entirely different.

Shark or Lion?

Sales stars are sharks. They are focused on the hunt. A sales stars mantra could be: one hunt, one deal. A shark is a solitary creature focused only on itself. Its entire existence is dedicated to finding rewards and consuming rewards. It doesn’t share, it doesn’t lead, it doesn’t think of others…it consumes. A shark is not a leader, not least of all because it has no interest in leading.

Sales managers are lions. They’re focused on feeding the pride. A good sales manager mantra could be: many hunters, many deals. A lion is a pack creature focused on the success of the group. Its entire existence is directed towards protecting and growing its group. It protects, it shares, it leads…it grows. A lion is a leader, most of all because it wants to lead.

Why do they fail?

Stars fail to perform in leadership roles when they’re still driven by the hunt, not leadership. Managers may have failed to perform as a sales stars because they were driven by leadership values, not the hunt.

The moment the star is motivated by leadership is the moment it becomes possible for the star to become a good leader. The same becomes true of a manager, if they are required to start carrying quota again, when they become motivated by the hunt.

Ultimately achievement for both is defined by what drives them.

But remember…

You can’t put a shark on land and expect it to act like a lion.

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1 Response to The Reason Sales Stars Often Become Poor Sales Managers

  1. Pingback: Quroa Questions…Answered! Becoming an Elite Salesperson | Sales Craft

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