The Forgotten Rookie Syndrome
Many salespeople either become sales managers or move into a leadership role as owners of their own real estate businesses. Gary Pittard, CEO of the real estate agency profit consultants, Pittard®, believes that author, Chris Lytle, is correct in calling these people, ‘the forgotten rookies’.
Leadership and Sales are different skills. To think that a great salesperson can lead a team without any leadership training is just as stupid as presuming that a great Flight Attendant can pilot the plane.
For salespeople-cum-leaders, the sales habit is hard to kick. But if you’re too busy selling and don’t spent enough time leading, you are on a fast track to low profit.