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As an executive recruiter I spend a lot of time on the phone. Today I was speaking to  young black male who is going for his second interview for a sales manager position. The brother is together. He is a graduate from a fine New England University. Has studied abroad, speaks several languages, has a good appearance, and has been a sales star for 2 outstanding companies. He has a few years to go for his 30th birthday.A true success story.

We were  speaking about his upcoming interview which will take his career from being an individual contributor to someone in charge of 12 people.This is a big jump in responsibility and status. His income can go from 100,000 to 150,000 dollars per year. I spoke to him about the commitment, he is a single brother, and if he lands this job, his social life will suffer during his learning cruve.

For the interview he will be presenting a 90 day business plan We do not have access to the numbers in order to set quantitative goals and objectives. We will indicate that we need numbers to make our goals, measurable and achievable within a time frame. From a subjective stand point we have a goal.

The goal is to make his presence felt. We want the in house staff  excited, his boss excited, customers excited , competitors fearful and most of all his team inspired. I asked my canidate what dose he bring to the show, why should he be in charge? After all you want to be of value.

He mentioned his critical thinking ability,salesmanship and motivation skills. I asked would he be excited to take this job if he had 12 people like him. He said yes, for sure. Why, he said, I would have a motivated team of critical thinkers and sales achievers that would bring value to the company.

I told him you can have just that, a team of 12, just like you bringing added value for your company. You are no longer the super salesman, but now your job is to be the coach. Teach your team to be as  effective as you. You can be in only 1 place at a time but if you excell as a coach your influence can be in 12 places.

Now our business plan has a goal. Develop our team to make the numbers that reflect 12 times the success of the manager by himself. If a manager fails, often times it is they miss the big picture and only worry about kissing their boss’s butt. As a first manager, your mission is to make your people better.

I am interested on others advice on this topic. Let’s talk, Keep Hope Alive!