The Answer
On-the-job practice, a recurring leadership operating rhythm, peer learning, and direct coaching of the coaches. Workshops are inputs; the work is the development.
Overview
Most sales managers are dropped into the role and left to figure it out.
Effective leadership development is hands-on, repeated, and grounded in the actual job.
Steps
- Define the manager role and competencies.
- Run a leadership operating rhythm: bi-weekly leader meeting, monthly skill development session, quarterly offsite.
- Coach the coaches. Sit in on 1:1s, observe deal reviews.
- Build management playbooks.
- Create peer learning. Leaders shadow each other.
- Invest in external development.
- Hold leaders accountable to leadership outcomes, not just team quota.
Pro Tip
The single best leadership-development practice is the ‘manager 1:1 review’ — once a quarter, sit in on each manager’s 1:1 and give feedback.
Watch Out
Don’t equate ‘leadership development’ with sending people to training.
Want help implementing this in your org?
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