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The difference between leading and managing

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Leadership and management are often misunderstood as one in the same. They are not. Certainly, a good leader should be able to manage and vice versa. But, it is important to understand the difference. Both are important to the success of an organization.

The key difference between the two is that management is about processes, and leadership is about people. You manage your accounts payables but you lead your accounts payable administrator.  Understanding this is the key to motivating, coaching and growing your people to the very best of their ability.

This happens in an organization for many different reasons. Most often, it is because we promote people for all of the wrong reasons. The most common ones are length of service, the next manager is the one who has worked there the longest, and the other is that they are good at the task at hand. For example, they have had the best sales record so they become the sales manager.

Unfortunately, we learn management skills as opposed to leadership skills very early on. Our parents tell us what to do as opposed to teaching us to think of the answer to questions on our own. This is one among several reasons why management, as opposed to leadership, is how we typically run an organization. The four most important aspects of leadership, and specifically sales leadership:

• Recruiting. The ability to attract and retain the best is imperative in success of an organization. Recruitment should be an ongoing process and should never wait for a need. There is always a need for someone better than your best person isn’t there? 

• Coaching. Coaching is always teaching, rarely telling. Teaching is helping subordinates realize the answer on their own and not always blurting out the answer for them. There is a real pride in coming up with answers on their own which is what we all strive for in an employee. 

• Accountability. Creating a clear and detailed written plan that involves a 30-60-90-day written goal that not only involves revenue goals but behavior goals as well. Behavior goals are the action steps that are taken to prospect daily, weekly and monthly.

• Motivating. Understanding what motivates each individual is what will elevate him or her to the next level. Motivation is different for each individual, and a true leader knows how to unlock it.

So are you a good leader or just a manager? How about your sales manager? Better ask the questions. You never know what you might learn.

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is the author of “To Sell is NOT to Sell.” For more information or free sales tips, go to schulzbusiness.com and sign up for “GretaNomics,” or email sales questions to greta@schulzbusiness.com.

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Drew Limsky

Drew Limsky

Editor-in-Chief

BIOGRAPHY

Drew Limsky joined Lifestyle Media Group in August 2020 as Editor-in-Chief of South Florida Business & Wealth. His first issue of SFBW, October 2020, heralded a reimagined structure, with new content categories and a slew of fresh visual themes. “As sort of a cross between Forbes and Robb Report, with a dash of GQ and Vogue,” Limsky says, “SFBW reflects South Florida’s increasingly sophisticated and dynamic business and cultural landscape.”

Limsky, an avid traveler, swimmer and film buff who holds a law degree and Ph.D. from New York University, likes to say, “I’m a doctor, but I can’t operate—except on your brand.” He wrote his dissertation on the nonfiction work of Joan Didion. Prior to that, Limsky received his B.A. in English, summa cum laude, from Emory University and earned his M.A. in literature at American University in connection with a Masters Scholar Award fellowship.

Limsky came to SFBW at the apex of a storied career in journalism and publishing that includes six previous lead editorial roles, including for some of the world’s best-known brands. He served as global editor-in-chief of Lexus magazine, founding editor-in-chief of custom lifestyle magazines for Cadillac and Holland America Line, and was the founding editor-in-chief of Modern Luxury Interiors South Florida. He also was the executive editor for B2B magazines for Acura and Honda Financial Services, and he served as travel editor for Conde Nast. Magazines under Limsky’s editorship have garnered more than 75 industry awards.

He has also written for many of the country’s top newspapers and magazines, including The New York Times, Washington Post, Los Angeles Times, Miami Herald, Boston Globe, USA Today, Worth, Robb Report, Afar, Time Out New York, National Geographic Traveler, Men’s Journal, Ritz-Carlton, Elite Traveler, Florida Design, Metropolis and Architectural Digest Mexico. His other clients have included Four Seasons, Acqualina Resort & Residences, Yahoo!, American Airlines, Wynn, Douglas Elliman and Corcoran. As an adjunct assistant professor, Limsky has taught journalism, film and creative writing at the City University of New York, Pace University, American University and other colleges.