The Myth of the Producing Manager

“Keep your eye on the task, not on yourself. The task matters and you are a servant.” — Peter Drucker

It’s a common scenario: a top producer is moved into a management position so he or she can help others achieve the same level of high performance. After all, the producer should know how to bring out the best in others, right? Not necessarily. The competencies needed to excel in financial sales are different than the ones needed to successfully coach others. Only individuals who possess the specific managerial competencies will be great coaches.