Saturday, May 15, 2010

Inside Sales Leader vs Manager

The difference between a Leader of Inside Sales and a Manager of Inside Sales is dramatic. I would guess that most companies don't even bother making the distinction because to them it's just semantics. There are numerous companies looking for inside sales managers and a small handful looking for inside sales leaders.

When is the last time you saw an open job posting on the internet that said, "We are looking for an experienced Leader of Inside Sales." This simple change of one word comes with a dramatic shift in expectations and requirements. With the help from a really cool article from FutureVisions we are all one step closer to knowing whether we are managers or leaders. Which are you? Which type of person does your organization need?

Managers are people who do things right and leaders are people who do the right thing. The difference may be summarized as activities of vision and judgment — effectiveness —versus activities of mastering routines — efficiency. The points below indicates key words that further make the distinction between the two functions:

· The manager administers; the leader innovates.

· The manager is a copy; the leader is an original.

· The manager maintains; the leader develops.

· The manager accepts reality; the leader investigates it.

· The manager focuses on systems and structure; the leader focuses on people.

· The manager relies on control; the leader inspires trust.

· The manager has a short-range view; the leader has a long-range perspective.

· The manager asks how and when; the leader asks what and why.

· The manager has his or her eye always on the bottom line; the leader has his or her eye on the horizon.

· The manager imitates; the leader originates.

· The manager accepts the status quo; the leader challenges it.

· The manager is the classic good soldier; the leader is his or her own person.

· The manager does things right; the leader does the right thing.

Personally I would say that I am a very good manager (60%) that demonstrates a lot of leadership (40%) qualities. I have a lot of work to do and have lots of room for improvement. The more experience that I gain, coupled with great success and great failure, will allow me to get to where I want to be.....100% leader.

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