Best Salesperson Was a Level 5 Leader

You must be thinking that somebody must have convinced me to purchase some product which actually I was not required to purchase to qualify as the “Best Salesperson of My life” but fortunately I follow the Warren Buffet principle which says that" If you buy things which you do not need, soon you will sell those things which you need"

Secondly the person I am going to mention was not selling any product, he was selling himself to me, without me or anybody else knowing it, thirdly he was not in sales and marketing but an Air Vice Marshal, who was a fighter pilot, war hero, fitness freak, social person to the core and a leader who lead from the front. He was Commandant of the Academy where I was posted.

Academy was for training of the cadets who were in impressionable age and going to be future officers and leaders in the Army, Navy and Air force. Commandant was there to lead those young officers who were to be role model for the cadets. Academy was not in good shape as reflected in the Inter academy competitions and this Air vice Marshal was specifically posted to upgrade everything which was trainable. It was a choice he took because in his previous appointment he was yet to complete even six months, tenure being 2-3 years.

This gentleman did minimum talking, no lectures but he was famous for his one liners. On the very first day, he was running in the Academy before everybody else, early in the morning, nobody was required to be told from next day onward. He did not ask who all were not there on the morning parade because everybody was there.

The only mail he wrote to officers that “We are the role model for these young cadets and if we cannot ensure their trust in us as officers, we are not worth our salt”.

The Air Vice Marshal knew the complete family profile of the officers, He will not miss any body’s birth day or wedding anniversary. A typical example, on the day of wedding anniversary, morning only, the flower bookey will land up at the officer’s residence even when the officer was out for morning training drill. Wife of Air vice Marshal will give the call to the lady and congratulate her and ask her what they are doing in the evening. Senior lady will inform her that they will be at her place by around 7 PM for half an hour only. In the office, officer will get the card duly signed by Commandant personally delivered by his adjutant and a call from Commandant personally. Air Vice Marshal and his wife will land up at the officers place dot at 7 PM with a wine bottle and a small gift for the lady , they will request to have two small drinks with some snacks and happily move out within half an hour to have the couple their own moments. Social capital of the Academy went up .

The Commandant never reprimanded anybody, never raised his voice and never used his authority to punish anybody. He instead used his influence throughout. No compromise on training standards, all the officers passed the training and battle exams in excellent grades and in the span of six months, the Academy won the Inter Academy competitions and games hands down.

Let us analyze how did it happen? Commandant set the standards for all the officers, who set the example for cadets and results came automatically. There were minimum written orders or mails between the officers because everybody knew what was expected out of them. Commandant ensured that there were clear cut expectations and total alignment between various functionaries. Ethical standards and transparency was the order of the day. Everybody was aware that Commandant will not make any compromise on training standards. He was mild in personal conduct but ferociously competitive on the ground.

Did he do anything for himself? Not at all! The only concern was to raise the standard of Academy. He set the standards for all times to come.

Did he pass any order? No! He led all of us. He set the standards of conduct himself and we just followed. He just sold himself to us as a product. A product we all wanted to emulate. This is nothing but salesmanship of highest possible standard. This is level 5 leadership as well.

My question is “Is the salesmanship part of leadership skills” “Yes! Of course” is my firm answer.

Run your destiny.