leadership = providing direction & guidance
manage = supervising activity
How often in your sales leadership role do you end up supervising activity instead of providing direction and guidance?
Leadership is a mindset which means you have to fix your mind on what you intend to do. You may need to press your own reset button inside your head; it is difficult to go from a management situation right into providing leadership – they are different activities!
If you’re not actively leading your team – they will not be sure where they’re going. You can’t expect them to KNOW what you’re thinking! Share it.
I wish I remember who said it to me (I’d credit her) “Unexpressed expectations are premeditated resentments.” You may be surprised by the results you get if you don’t tell the people who work for you what you’re expecting.