The Road Less Traveled

19 Feb The Road Less Traveled

I’m guessing it’s been more than 25 years.

 

I was a Sales Director – working in Columbia, SC with a talented sales representative.

 

Trying to gauge the strength of our team – their impact in front of the customer.

 

Laura was not a surprise – as skilled as advertised.

 

And her command of the fundamentals was textbook.

 

I expected nothing less.

 

I had seen similar qualities in other field visits and in other market areas.

 

But this one had all the earmarks of a certain style – the way she planned, the way she organized her day, the way she navigated client objections, the way she managed her territory.

 

I had seen them before.

 

As with any finely honed athlete, I could see the imprint of an exceptional coach.

 

She played the game well because she had a manager that made certain that she could.

 

I called that manager as I drove home that day – thanked him.

 

Told him I appreciated the fact that I could always predict what would happen when I visited in the field with one of his direct reports.

 

Consistent and predictable quality.

 

I thought of him as I debriefed with a client company recently – and contrasted the imprint of their first line leaders with some of those I’ve had the honor to work with over the years.

 

Reminded myself that the best indicator of strategic excellence generally begins with the quality of those leaders – regardless of the industry.

 

Contrasted that with the bookkeepers, number crunchers, administrative overlords, and bureaucratic bullies that all to often come disguised as managers.

 

And remembered again that every employee deserves a leader who can coach and affirm – who can give them purpose and meaning – can help them realize what can be.

 

I’m sad to say that I’ve lost track of Laura. The years conspire to make that all too easy.

 

But not the manager – he would go onto new career adventures.

 

Build a legacy of accomplishment.

 

I’m not surprised.

 

And though I haven’t done as good a job as I should in explaining it – given me a story I still use to help clients rethink their leaders and their value proposition.

 

Thanks Jeff – it’s been a long time – we’ve both walked a long trail since then.

 

But you need to know I still point out some of your footprints.