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

A Deeper Understanding

In this short sales session, real estate agency profit consultant, Gary Pittard, discusses one major difference between the order taker and the prof...

Create A Success Environment

Real estate agency profit consultant, Gary Pittard, says, "Real estate agency owners have the options to build their companies into success environm...

Are You Sure It's the Market?

A lot of leaders and salespeople are complaining about the 'tough market'. But is the market really the whole problem? The advice I've been giving ...

Love Of Quality Work

Are you the type of person who does just enough to get by at work, or does quality work mean something to you? Real estate agency profit consultant,...

A Sure Way to Higher Profits: why coaching salespeople pays dividends

Many offices struggle and so do their salespeople. In the nineties, salespeople wrote on average $135,000 in fees. Since 2010 we have seen litt...

Your Number One Leadership Asset

The number one asset for all leaders is their integrity, their character. Real estate agency profit consultant, Gary Pittard, says that integrity...

Competence Doesn't Just Happen

Let me introduce you to Joan Carter, who retired on 30 June 2018, ending a successful twenty-four year career in real estate sales. Before real...

Work Is A Verb

"Bye Darling, I'm off to work". Salespeople say this every day, but what exactly are they talking about? Real estate agency profit consultant, Ga...

Out of Control: What to do when salespeople wont do the actions

Leaders often complain that their salespeople won't do the right actions. It's one of the biggest complaints that leaders make. They fear putting pres...

Habits Reign Supreme

Whether a real estate agency leader, or a salesperson, good habits propel you toward success, while bad habits hold you back. Real estate agency ...

When the Market Turns

During the boom, I heard many salespeople talk up their results. Many of them are quiet now that the market has turned. Now I see many leaders and sal...

The Right People Make Life Better

One of the biggest waste of a salesperson's time is to spend it with the wrong people. This applies in business and in our personal lives. In thi...

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