"You're In Charge" with Glenn Pasch
"You're In Charge" with Glenn Pasch

Episode 124 · 1 week ago

Dusty Sutherland: What Do Great Leaders Do

ABOUT THIS EPISODE

In this power episode, Dusty Sutherland, military veteran, general sales manager and now head of sales shares his views on what great leaders focus on when building teams. From consistency, to clarity but in the end, building a team so strong, they can survive without you when it happens. 

Often seen as a negative, you will never be able to grow in your career unless you have someone ready to handle your duties. 

Enjoy the conversation and don't forget to subscribe and share!!

About Dusty Sutherland

A Kentucky native that grew up on a tobacco farm. He left the farm to serve for over 10 years in the US Navy as a Hospital Corpsman. A combat medic with Marine Corps infantry.

Developing a calmness under extreme circumstances and developing a mission first mentality transferred well to the car business where he was recently General Sales Manager.

He believes Orienting goals and habits to better serve coworkers, the community and your business is key to empowerment and faith in any process.

He currently is Global Sales Director for Cognition Digital.

Connect with Dusty: https://bit.ly/3DuLrLE

About Glenn Pasch:

"Everyone finds themselves in charge at some point in their lives. Yet many of us lack the skills to generate consistent results. My goal is to help you learn the skills to adapt and grow in your personal and business life.”

Glenn Pasch is CEO of PCG Digital, a full service digital marketing agency that specializes in helping businesses create and deliver customers raving, recommending & returning for more. He is author of 2 books including "The Power of Connected Marketing" and has spoken and educated audiences throughout the US and internationally.

Let’s Connect:

Linkedin: https://www.linkedin.com/in/glennpasch/

Personal Website http://glennpasch.com/

Company website: https://pcgdigital.com/

Support for this episode comes from PCGdigital. It is anywhere from difficult to impossible to manage every aspect of thechanging digital landscape. Rather than trying to do it yourself, why not leaveit to an award winning team of Digital Marketing Specialists who have mastered at allconnect to your message with more potential customers with PCG digital? Go to PCGdigitalcom for more information. The sign of a true leader or manager of ateam is their sould. Focus should be on building a team so strong thatthey can be replaced, meaning that they could leave for the day or takea vacation and the team doesn't miss a beat. You're not building a dependentteam where they're running to you for every answer, every question. You're empoweringthem to do their job, and that really is the question today that myguest dusty Sutherland poses. Are You replaceable,...

...meaning purposely allowing yourself to build yourteam up so you can be replaceable? A lot of managers don't do this, and dust he's going to share why this is a key component toa successful team. So let's dive into today's episode of You'R in charge conversationsthat spark change with uste Sutherland, if somebody is sitting here listening to thisas a leader or someone who's new to leadership and they're saying, well,that's not the way it's always been done here. It's always been seen asI'm checking up on you to make sure you're doing things, versus what you'resaying as well, when I'm bringing something up, it's to make your jobeasier. Is that a is that in the presentation? Is that the setup when you hire them? Because for...

...one person could say, Hey,I'm checking on or I'm inspecting this to remove something. Someone could take itas hey, your micromanage me, get out of my way. So howdoes that happen? Yeah, so this is going to go back to thenavy thing. So, for for anybody that doesn't know I was, Iwas a combat medicals was called Navy corn, and so I serve most of mytime within the tree and in everything infantry. You you train how youfight. So you're trying to find out ways pinch points, areas that's goingto get you killed. That's really what you're looking for and you're trying tominimize those as much as possible and Minim Min's risk, even though there's alwaysgoing to be risk. You're trying to minimize as much as possible. Soyou you it was funny because you started the you were talking about earlier aboutstarting at the end. How you want to make somebody feel. I callit cutting the nets. Those of you that know who you know coach Labanowas his first practice of the year was cutting the nets and then starting backwards, going from there. Hey, we...

...cut the nets. All right,now that we cut the nets, how do we get there? It's thesame type of concept. We take a look at the customers says yes,now what? Now what? What do we put in place? Like forus, we had just a whole bunch of paperwork and you had to goto all these different places and find it and it took made the deliveries take, you know, way longer than they should have. Okay, well,let's take a look at putting all that paper in one place. Then ittook then it went to let's take a looking put in that paper as digitalformat as possible, so it's only like one or two signatures to get everythingdone. So all the salesperson had to do was go out there with anipad go through the paperwork and whatever could be digitally signed could be digitally signed. So you've got to start with these pinch points in these areas that slowanything down or make their job at all more difficult. So do you alsohave on that, so so on that when you're doing this again, it'sa subtle difference. But I want everyone in the audience to hear what dustysaying. Is it sounds like. Can...

...correct me if I'm wrong. You'reinvolving the people who are actually doing the job in the solution of the job. But so you're coming at it to say how could we make this better, or where are the pain points or where are you struggling? Without anyjudgment, but that way they're in the solution versus elbowing them out of theway. And I'm got my manager Cape on and I'm coming into Shay.I did it by God. That's the way you're going to do exactly.So it is that one of the other tips is getting some getting feedback.So we're going there as asking questions. You. Yeah, you absolutely haveto, you know, to go back to that, to go back tothe planning out an operation. Let's say you've got this guy called a gunnerand gunner is like a wort officer and he's been around forever. Its priorand listed. He knows what he's doing. He's been there, he's done itmore than you and more than you will ever do it. So youknow, the operations officer comes up with...

...this mission, says this is howwe're going to do it and he tells us, he tells the operations officerwhy is an idiot and while it's never going to work, why this isgonna get everybody killed. I'm serious, this is and this is entire jobis just to tell the opposite of that. He's dumb and he's made something stupid. He's going to get everybody killed. I mean, I know that soundscrazy, but he takes a look. You got to start first with thethousand yard view of the entire operation. So if you're back a thousand yardsand you're watching a unit move, you can see where the pinch pointsare, in the problem areas are. But when you're up on it doingit, you're doing it, you're in it, you're always doing it andyou don't know. Otherwise you don't know that there's a faster way. Soif, as if you take a look at it from a customer standpoint.Get your mom, go get your mom, bring your mom and and say,mom, I'm going to walk you through buying a car. Tell mewhere it sucks, you know, get have the salesperson do it, haveyou do it, have the manager go down there and working through the paperwork. The managers going to go man, why are we doing this like this? Right? We need to we need to do this now. There's alwaysgoing to be what we call immovables.

The immovables have to be operated around. Clean Up, gas up, those type of things. Yeah, soyou operate around those things. Once you got all that operation together and yousay these are the immovables, everything that happens in between there can be shortenedand moved and made easier so that when the customer says yes, it's anin and outset situation and everything fires like it's supposed to. Here's the otherpoint, though. Here's the other point. Nobody is better. I tell mykids this. There's nobody in the world better than you and you're betterthan nobody else, which means you have to work just as hard as anybodyelse to do everything, which means that in the dealership there is no that'snot my job. I can't tell you how many time is when we wouldbe selling seven or eight cars at a time, cleanups backed up and I'mback there's the general sales manager washing a car, going to gas up acar. That that hole. Serving your community goes right to serving your salespeople, serving your community. Your community is...

...as a manager are those that workwith you. But you have the title, so you have this title. Partof that title is figuring out ways to serve them better so that theycan serve their customers better. And if it means you get enough your duffand going down the gas and up a car, no, probably gonna haveto do that a few times. You shall never be above anything. Well, but that's that's what I think is great leadership is. You know,again I go back to the restaurants. You know, I worked under somevery amazing restaurant tours and you know he I remember one time some of thepeople were doing that, that's not my job, acting up, you know, and he just pulled us into a meeting and he said I want youto be here. Everybody felt really good...

...about that, he said, butI don't need you to be here, he said, I could fire allof you right now and I will be open for business tomorrow, whether Ihave to do it or bring my friends in here to do it, wewill be open and serve. Will it be as great as I'd love itto be? Probably not, but I don't need and he always would sayhe was not above picking up something, filling up something. He said wework it it together. The title in this I always stuck with me.He goes, the title is a series of jobs. Right, there's duties. So in your case you're not the general sales manager, you are fulfillingthe duties of the general sales manager and a well run organization. When dustygoes home and dusty takes a day off or dusty goes on vacation, doesn'tneed money, someone steps into yeah, those those duties. So the machinecontinues to move forward. But to your...

...point, it is everybody is thereto do one thing, serve the customers and maybe make their experience great.So if you have to go wash a car, hey, got to washa car, hey. The only reason I'm washing a car is we're sellingeight cars today and we're busy as all get out. You know, justlike that owner would take food out if we're backed up, and he'd saythis is great. He looked at it as a positive if if I'm doingis it's because we're so busy, that's a good thing. And nothing,nothing made nothing made my me or the owner happier when somebody from the salesfloor would come and go, Hey, can you grab lunch? You knowwe're busy. Can you Gret your heck, yeah, I can, sure Igot you. Don't worry about let me go get lunch for everybody.You know. Yeah, and but I mean, that's that's part of havinga servants mentality. I'll tell you this. You know, and again I drawback on the navy. I'll never...

...forget the first time I saw thissign in the navy and it really struck me, like it really made sense. Everything I've gone through a boot camp, everything I've gone through with with infantrytraining and everything is when I got to my first aircraft carrier and theyhave a damage control section, which is like shipboard firefighters. That's that's theirmain job is to fight and fix things and stuff like that. But theyhad a sign that hung up there that said ship shipmate self, and I'llnever forget that because everybody's mentality is that if the ship's not sailing, wecan't complete the mission. If your shipmate can't do his job, then hecan't make the ship sale, which means we can't complete the mission. Ifyou're not up to snuff, if you're not taking care of yourself, thenyou can't take care of your shipmate and help them do their job, thenthe ship, the ship, can't do their movements and complete the mission.Ship, shipmate self. Whether you looked...

...at it from the top down orthe bottom up, it didn't matter. Everybody's job was equally important. Everybody'sjob was equally could be done by everybody else. In the Navy you havea thing called warfare devices, and that's it's a time honor tradition that yougo no matter what your job is, and you stand to watch every watchin the ship, knowing everybody's job, knowing everything that the ship can do. So if something happens, if there was a mask in figuration, thensomebody could pick up that person's job and go to town and do it andthere would be no loss. I'll never forget when I got ready to leavethe navy and and and I told my master chief I said, man,I don't know what these programs are going to do without me here, andhe said, well, the name he's been around for like two hundred years. It's going to be fine without you, and I was like, Oh yeah. So here's the here's the thing. If if you're running a sales departmentor a service department or a Parts...

Department or a restaurant that doesn't necessarilyneed you there all the time, probably doing a pretty good job at leak. Well, I hope you found great value in that. I appreciate dusty'stake on this and also his service. I loved how he compared the militaryto all of the aspects of building a successful team. I think it's itreally clarifies his points and I hope you took a lot of notes and willapply that. so please connect with dusty. As he said, his informations inthe show notes. So please reach out to him if you have anyquestions and, as always, audience, you know what to do. Pleasesign up and subscribe for the podcast on Apple Or, if you're an androiduser, on spotify or any platform that you listen to podcasts. We arethere. You can also listen to the full conversation with dusty its episode onethirteen. You can also jump over to Youtube and watch the full episode again, episode one thirteen of the podcast.

I appreciate your attention. I knowthere's a lot of places that you can consume content, but the fact thatyou spent time with dusty and myself today means the world to me. AsI say at the end of every episode, you're in charge, but now dustygave you a few more tips and strategies to help you become better bothpersonally and professionally. I thank you again for your attention and I look forwardto seeing you on the next episode.

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