The One Management Framework To Lead Your Team To Better Results Without Being An Ass

The best managers follow the sink-or-swim methodology.

But they don’t shove people into the deep end before they’re ready. Instead, they teach them how to swim, slowly walk them to the edge, and watch them dive in. At some point, you have to push the baby bird out of its nest so that it can fly.

Managers never assume when someone is ready to take on a challenge.

I recently wasted ten months, tens of thousands of dollars, and millions in spoiled opportunity cost building a new-generation sales team.

I hired a new Sales Manager with great sales management experience, just not in our complex aviation industry. I coached him and conducted weekly one-on-ones, but I made a critical failure.

I stepped away from the sales team, limited my direct coaching, and assumed the coaching they were getting was up to our standards — until I joined a sales call.

It was horrendous.

Although they were trying, the team didn’t know how to speak knowledgeably to target clients and address their core challenges. Instead, we sounded amateurish and salesy. No wonder our pipeline was a disaster, stalling in the early stages of most opportunities.