26. Lennart Sigterman Leadership and Planning

In this conversation, Lennart Sigterman, a hugely successful and experienced sales leader, shares his journey into leadership. He emphasizes the importance of understanding team dynamics, building a strong team culture, and the role of vulnerability in effective leadership. He discusses the challenges of transitioning from a sales role to management, the significance of clarity in leadership, and the characteristics that make a successful manager. Lennart also highlights the essence of sales planning, the balance between structure and autonomy, and the importance of learning from mistakes. He concludes with insights on the pride that comes from seeing a team become self-sustaining and the challenges faced by first-line sales managers.You can see Lennart's  profile at https://www.linkedin.com/in/lsigterman/Key Takeaways·      Leadership is an attitude, not just a title.·      Act like a leader before you have the title.·      Understanding team dynamics is crucial for success.·      Building a strong team culture fosters collaboration.·      Vulnerability in leadership encourages trust and openness.·      Sales planning provides structure without micromanagement.·      Effective planning translates strategy into action.·      Balancing structure and autonomy is key to team success.·      Navigating resistance requires creating a safe environment for dialogue.·      Authentic leadership involves sharing personal values and experiences.·      Coaching team members leads to their growth and success.·      Learning from mistakes is essential for growth.·      Creating an environment where every opinion is valued is important.·      The hardest job in the company is often that of a first-line sales manager. Sound Bites "Leadership is not a title or a job.""You can't make a hockey team out of football players""If the team do not see the value, they will not do it""Have those tough conversations""The hardest job in the company.""It's all about transparency.""Under big trees, nothing grows.""You can coach their potential." BookLennart referred to: 'Dare to Lead: Brave Work. Tough Conversations. Whole Hearts' by Brené BrownHe also recommends: 'Authentic Leadership' by Bas BlekkinghKeywordsattitude, leadership, sales management, team dynamics, vulnerability, planning, characteristics of managers, team culture, resistance, authentic leadership, growth, servant leadership, mistakes, success, team building, sales strategies, personal development, coaching