Talk delivered by George J. Ferko V on the five levels of leadership in his journey through the sales management.
Core material of this talk is from John Maxwell's "The 5 Levels of Leadership" and is protected under copyright law.
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5 Levels of Leadership for New Sales Mangers
1. The 5 Levels of Leadership
Leadership Academy 2016 – Powerhouse Division
2.
3. Position
1st step for most leaders
Position does not make you a
leader
Being given a position is a
recognition of your potential
4. Position
Learn to understand yourself
Develop genuine values that
you can live out everyday
Your position should be
obvious but never stated
Take responsibility for what is
expected of you and exceed
expectations
5. Permission
Where real leadership begins and work
becomes fun
Focus on understanding people as a
whole
Find something in everyone that you like
Learn to love human potential
Don’t do things because you want to be
liked. Do them because you want to help
6. Permission - Evaluation
What three non-business
things do you know about this
person?
What does this person value?
What are this person’s top
three concerns?
What does this person want or
hope for in life?
7. Permission – Being Candid
Can you answer yes to the following questions?
Have I invested enough in the relationship to be candid with them?
Do I truly value them as a person?
Am I sure this is their issue and not mine?
Am I sure I’m not speaking up because I feel threatened?
Is the issue more important than the relationship?
Does this conversation clearly serve their interests and not mine?
Am I wiling to invest time and energy to help them change?
Am I willing to show them how to do something not just say what’s wrong?
Am I willing and able to set clear, specific expectations?
8. Production
Results = Retention – high
morale is finicky without high
production
Out work your team
Be disciplined, organized,
and persistent.
Be decisive
9. Production
Decide to:
Be successful before you try and help others succeed
Hold yourself to a higher standard than you hold others
Make yourself accountable to others
Set tangible goals and reach them
Accept responsibility for personal results
Admit failure and mistakes quickly and humbly
Ask only from others what you have previously asked of yourself
Gauge your success on results, not intentions
Remove yourself from situations where you are ineffective
10. What are the rainmaking activities of a sales manager?
Recruiting
Success Planning and Coaching
Leadership Development
Finding your own Pareto Efficiency
What is required of me? (What must I do)
What gives me the greatest return? (What should I do)
What is most rewarding to me? (What I love to do)
Production
11. People Development
Huge paradigm shift: 80-20 for people-production
What happens when you’re not there?
Process for preparing your leaders:
Step 1— I do it (competence).
Step 2— I do it and you are with me
(demonstration).
Step 3— You do it and I am with you
(coaching).
Step 4— You do it (empowerment).
Step 5— You do it and someone is with
you (reproduction
12. People Development
Leadership Culture
Champion Leadership
Teach Leadership
Practice Leadership
Coach Leadership
Reward Leadership
13. People Development
Transcendence of
development, organization,
company, and industry
Leaders, who develop
leaders, that develop leaders
Legacy of infinite impact
14. What next
Never stop growing
Understand yourself completely so that you can understand others
Always lead by example – never stop
Learn to genuinely like and appreciate everyone
Involve yourself completely in the success of others and you will
always feel fulfilled
Celebrate victories and remember that a point will never come
where you have arrived
Never forget that what got you here won’t get you where you want
to go
