The Forgotten Rookie Syndrome

Accidental Sales Manager
For many years my colleagues and I have urged real estate principals to give hiring and developing their people more attention. Often this falls on deaf ears. A large proportion of real estate business owners were formerly salespeople, and the sales habit is hard to kick.

Chris Lytle, author of The Accidental Sales Manager, says that the biggest challenge salespeople-turned-leaders face is to lead instead of selling. He says that instead of managing sales:

When you don’t see success in the field, you are very quick to jump in and get your hands dirty—to the point where you’re doing the lower level tasks that you’ve hired other folks to complete.

He believes that Sales Managers are The Forgotten Rookie.

Smart leaders train new salespeople, but when a person is promoted to Sales Manager it is presumed that because they know how to sell, they automatically must be good leaders.

Selling and Leadership are different skills.

To think that a great salesperson is capable of leading a team without any leadership training is just as stupid as presuming that a great Flight Attendant can pilot the plane.

More from Chris Lytle:

The new sales manager is almost always the forgotten rookie – forgotten because the person who promoted you considers you to be an experienced hand. And of course, you were an experienced hand – in sales. Now, however, you’re an inexperienced sales manager.

It doesn’t matter whether or not you have a Sales Manager. What applies to a salesperson promoted to Sales Manager equally applies to a salesperson who acquires a real estate business. I might be talking about you.

If you were in Sales but now have a real estate business, a question you should consider is:

HOW MUCH LEADERSHIP TRAINING HAVE YOU HAD?

And a second question:

IS LEADERSHIP TRAINING FOR YOURSELF AN ONGOING PRIORITY?

Far too many leaders, if they answered these questions honestly would say, “Not much” and “No“.

If we lead people, and if we have managers who also lead people, make it a mission to study leadership and ensure that your management team does too. The quality of your team, and the magnitude of your team’s results, depends upon the ability of your team’s leader(s) to LEAD.

We know that leadership as a skill is underrated – even to the point of disdain – by many business owners, and not just real estate business owners.

Last year I attended two great seminars presented by noted leadership teachers John Adair and John Maxwell. I was stunned at the low number of leaders who attended both events. Yet how many of the leaders who stayed away from these seminars would have at some point had difficulties leading their teams?

I say, learn to overcome your leadership challenges.

Chris Lytle says that some of the characteristics that make a great salesperson actually work against you as a Sales Manager.

  • The Salesperson Sales Manager: Drives self
    The Skilled Leader: Finds out what drives his or her team and uses that.
  • The Salesperson Sales Manager: Feels a constant sense of urgency to sell.
    The Skilled Leader: Practises patience and uses pressure sparingly.
  • The Salesperson Sales Manager: Wants and gets recognition.
    The Skilled Leader: Gives recognition and often gets very little in return.
  • The Salesperson Sales Manager: Is a Lone Ranger (self-reliant)
    The Skilled Leader: Relies on the team.
  • The Salesperson Sales Manager: Builds customer relationships and loyalty.
    The Skilled Leader: Builds relationships with team and fosters loyalty to the company.
  • The Salesperson Sales Manager: Perseveres.
    The Skilled Leader: Cuts losses quickly.
  • The Salesperson Sales Manager:  Nonconformist and freelancer.
    The Skilled Leader: Sets standards (works by the book).
  • The Salesperson Sales Manager: Is a doer.
    The Skilled Leader: Is an organiser/strategist/coach/facilitator.

The Accidental Sales Manager by Chris Lytle is an excellent place to start if you have not studied leadership very much. Even if you have studied a lot of leadership, keep going! Read this book if you haven’t done so already.

Nobody should be a Forgotten Rookie in your organisation. Not your sales team, your Property Management team, your support team, your management team, or yourself, the leader.

And don’t use being busy as an excuse for not studying leadership. If you use that excuse, your team will too.

Your team won’t get better until you do.

Even when it comes to education and self-improvement, YOU lead the way!

Recent Articles

Where Are You Taking Your Company

As the owner of a real estate business, you are its leader. Real estate agency profit consultant, Gary Pittard, suggests that, as the leader, you sh...

Wealthy and Well Adjusted

An interview of William Danko, co-author of Richer Than a Millionaire with Richard Van Ness, will be released this month on Pittard's streami...

That Elusive Thing Called Motivation

Real estate agency profit consultant, Gary Pittard, warns real estate salespeople that they must be sure to learn the REAL reason why property selle...

Numbers and Ratios: A Glimpse of the Future

It doesn't take a genius to figure out when a salesperson is in a performance slump, although many leaders don't appear to notice until the salesperso...

Sack Your Dilberts

While the cartoon series, Dilbert, might be funny, real estate agency profit consultant, Gary Pittard, says that in real life, Dilberts can be anyth...

The Committee in Your Head

You cannot watch, listen to, or read the news for long without being bombarded with bad news, gloomy forecasts and general negativity. Bad news sells....

A Profound Connection

To succeed, says real estate agency profit consultant, Gary Pittard, we must be masters of our chosen fields. He quotes author ...

Essential Actions

If you want to get your new sales recruits off to a flying start, first teach them the essential actions - those neces...

The Right Amount Of Pressure

There is a difference between threatening team members with dismissal for poor performance and applying positive pressure to perform. In this short ...

Hold Yourself Accountable

In an age where people can be quick to assert their rights but slow to live up to their responsibilities, we at Pittard advise our leaders to hold the...

Study For Understanding

Every time clients ask salespeople a question, they are trying to answer the big question they have in their minds, which is, "Why should I list wit...

Activity

Take a minute and look around your agency. Everybody looks busy, don't they? But are you making money? Are they making money? If you're not carefu...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us