Lessons and Insights I Wish I’d Learned Sooner From Leading 450+ and Finding What Really Works
Leadership isn’t a destination; it’s a journey; one paved with lessons learned, both from triumphs and stumbles. Over 20 years of leading teams, from a handful of direct reports to over 450 people across six states, I’ve celebrated major wins, like driving 62% year-over-year growth in mobile sales. But the moments that truly transformed me as a leader weren’t the awards are those flashy milestones.
Instead, they were quieter, more profound realizations that shifted how I connected with, inspired, and supported my teams.
Today, I want to share three key lessons I wish I’d embraced earlier. These aren’t just theories; they’re principles I’ve put into practice – and seen work. Whether you’re a seasoned leader, a new manager, or someone eager to grow, these insights can guide you on your leadership journey.
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Lesson 1: Coaching Isn’t Optional – It’s Everything
Early in my career, I treated coaching as just another task. Something to squeeze in between the “real work.” I was wrong. Coaching isn’t a checkbox; it’s the cornerstone of effective leadership. It’s how you build trust, unlock potential, and foster a culture of growth. It’s how you grow your team to a powerhouse sales force. It’s how you win!
The Power of One-on-One Coaching
If there’s one leadership tool I’d recommend the most, above all others, it’s regular one-on-one meetings. These aren’t for status updates; they’re dedicated spaces to connect, grow, and inspire.
- Fostering connection: When you take the time to understand your team’s goals and challenges, you show them their success matters to you.
- Driving growth: Coaching isn’t about critiquing the past. It’s about enabling better decisions and actions moving forward.
- Building trust: Consistency is key. Showing up every week or biweekly creates an environment of support rather than judgment.
I recall working with a leader who felt stuck, disengaged, and frustrated. Weekly coaching helped us pinpoint their strengths, set actionable goals, and celebrate progress, no matter how small. The shift was extraordinary. Not only did their performance improve, but they moral improved. Later down the road, they also became a mentor to others.
The lesson? If you’re serious about building a high-performing team, invest in coaching. It’s not extra work – it’s the work.
Lesson 2: Behaviors Matter More Than Results
Like many leaders, I used to be laser-focused on outcomes: sales figures, performance metrics, quarterly targets. But the real breakthrough came when I shifted my focus to the behaviors (inputs) driving those results (outputs).
How to Lead with Behaviors
Results are important, but they’re the byproduct of consistent, intentional actions. Here’s how you can prioritize behaviors to drive sustainable success:
- Set SMART action plans: Vague goals like “boost revenue” don’t inspire action. Instead, break them down into specific, measurable behaviors. For example, “reach out to five new customers daily” provides clarity and focus.
- Celebrate the process: Recognizing effort., like the persistence it takes to make those calls, motivates your team and builds resilience.
- Inspect what you expect: Trust is vital, but so is accountability. Regularly review progress and adapt plans as needed.
A few years ago, my team was struggling to hit sales goals. Instead of doubling down on goals or quotas, we focused on actionable (and coachable) behaviors, like quicker follow-ups with customers on the fence and more consistent product demos. The results? Performance metrics soared within weeks, driven by a renewed emphasis on what really mattered – behaviors.
The takeaway is simple: Results (output) are the scoreboard; behaviors (inputs) are the game. Focus on the game, and the scoreboard will take care of itself.
Lesson 3: Culture Is the Ultimate Strategy
You can have the best strategies, sharpest team, and most innovative products; but, without the right culture, it all crumbles. Culture isn’t a buzzword; it’s the foundation on which everything else is built. It’s the glue that holds your team together and the fuel that propels them forward.
What Makes a Winning Culture?
- Servant leadership: The best leaders serve their teams. They clear obstacles, provide resources, and celebrate wins, big or small. When people feel supported, they’re unstoppable.
- Engagement: Engaged teams outperform disengaged ones in every metric that matters. One of my proudest achievements was launching an employee engagement program that reduced attrition to the lowest level in company history.
- Living your values: A culture of transparency, collaboration, and trust starts at the top. Your actions as a leader set the tone for everyone else.
When I stepped into a struggling region, my first focus wasn’t revenue or metrics. Instead, it was the culture and the people. By fostering trust, aligning around shared goals, and empowering team members, we didn’t just turn the market around; we exceeded expectations across the board.
The lesson? Culture isn’t optional. It’s your greatest asset and your competitive advantage.
Leadership Is a Lifelong Journey
Looking back, I realize leadership isn’t about having all the answers. It’s about asking the right questions, staying curious, and growing alongside your team. It’s about learning from mistakes, celebrating progress, and striving for better every day.
For me, these lessons—coaching, focusing on behaviors, and building culture—weren’t just impactful; they changed everything. They reshaped how I lead, how I connect with my team, and how I inspire others. They taught me how to win!
If you’re stepping into leadership for the first time; or just looking to sharpen your approach, remember this: Lead with grace. Win with grit. And never stop learning.
I’m Eric Boettner, a data-driven sales executive with 20 years of experience leading high-performing teams across multiple industries. From NASCAR sponsorships to driving telecom sales at Spectrum and AT&T, I’ve consistently delivered results through innovative sales strategies & go-to-market plans. I’ve had the privilege of leading teams of 450+ employees across six states, developing growth-focused programs that resulted in a 62% year-over-year increase in mobile sales – all with record breaking (low) employee attrition rates.
I thrive in fast-paced environments, where I can combine my passion for data analytics and team engagement to optimize performance and uncover new opportunities. My leadership style focuses on creating inclusive, growth-oriented cultures, and I’m all about bringing strategy to life through actionable execution in the field. I believe in the power of people, the insights data provides, and the impact a clear vision can have on a team’s success.
I’m here to help power teams that don’t just meet their goals—they crush them.
Leadership Lessons Coaching Culture Team Engagement Sales Strategy Employee Development Transparent Leadership Effective Coaching Behavioral Leadership High-Performance Teams Leadership Growth Team Building Leadership Insights Servant Leadership Leadership Journey Business Growth Eric Boettner Fractional Sales
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