Saturday Morning Sales

Kevin Latchford

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Time To Leave The Nest - December 17, 2016

Okay, I must admit, the title for this week’s post is a little odd for a sales related blog. But, I’ve been reading several pieces recently about kids preparing for college. While I still have a couple of years before my oldest takes off, I have friends whose kids should be receiving their college acceptance letters soon. And, a few of the pieces I’ve read recently talk about the old idea of leaving the nest. You’ve done your best as a parent, provided guidance, and now it is time for your children to prepare to be on their own.

 

In much the same way there comes a time when the torch of sales management needs to be passed along. It should go without saying that you don’t promote someone into a management role and abandon them, but like the parent, you should guide to the point where they can leave the safety of the nest and be on their own.

 

I’ve been quite fortunate over the course of my career to mentor younger sales people toward success. Whether in a big brotherly way or as a manager, I’ve always tried to instill certain values in my sales people, so they too can appreciate being career minded sales professionals. Every so often I’ve had the opportunity to mentor and guide others into management roles. Some of these individuals have gone on to greater success than my own while a few weren’t necessarily cut out for being in a management role overseeing others. How do you know when the time is right to encourage the new sales manager to leave the nest?

 

I have been working closely with a freelance client over the past month while at the same time facing this situation directly. I’ve been able to use my own, direct experiences to help guide my client. It is almost one year since I promoted a senior level sales person to the role of VP of Sales. Similar to my client, I was much more day-to-day hands-on, and recently have backed off. In essence, I went from being turned to almost every day of the week for guidance, to now being utilized for 30 minutes once per week for a simple review session. The time has come that he leaves the nest.

 

I’m certainly not implying that he is or should leave the organization. Quite the opposite in fact. My VP of Sales, like the sales manager at my client, has achieved a level of success that confirms we made the right promotion decisions. However, what I am inferring is my VP of Sales no longer needs me to be his day-to-day (or even once per week) supervisor, but instead he can now stand on his own, make his own executive level decisions, and grow into a mature (seasoned) sales manager.

 

The signs have been there for some time. I could see his maturity growing for months as each sales opportunity was getting bigger and more complex. The key to where we are now is the ability to manage his own sales while mentoring others. It is a balancing act to say the least. A truly competent and successful sales manager is someone that can juggle their own calendar while assisting others in their sales efforts. It does not come easy and requires a lot of patience. But, once this milestone is reached and maintained for a few months, then and only then are you ready to leave the nest. Sales management skills are in place and it is time to increase responsibilities. 

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