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

Episode 124 · 8 months ago

Dusty Sutherland: What Do Great Leaders Do


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 PCG digital. It is anywhere from difficult to impossible to manage every aspect of the changing digital landscape. Rather than trying to do it yourself, why not leave it to an award winning team of Digital Marketing Specialists who have mastered at all connect to your message with more potential customers with PCG digital? Go to PCG digitalcom for more information. The sign of a true leader or manager of a team is their sould. Focus should be on building a team so strong that they can be replaced, meaning that they could leave for the day or take a vacation and the team doesn't miss a beat. You're not building a dependent team where they're running to you for every answer, every question. You're empowering them to do their job, and that really is the question today that my guest dusty Sutherland poses. Are You replaceable,...

...meaning purposely allowing yourself to build your team 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 to a successful team. So let's dive into today's episode of You'R in charge conversations that spark change with uste Sutherland, if somebody is sitting here listening to this as 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 as I'm checking up on you to make sure you're doing things, versus what you're saying as well, when I'm bringing something up, it's to make your job easier. Is that a is that in the presentation? Is that the set up 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 it as hey, your micromanage me, get out of my way. So how does that happen? Yeah, so this is going to go back to the navy thing. So, for for anybody that doesn't know I was, I was a combat medicals was called Navy corn, and so I serve most of my time within the tree and in everything infantry. You you train how you fight. So you're trying to find out ways pinch points, areas that's going to get you killed. That's really what you're looking for and you're trying to minimize those as much as possible and Minim Min's risk, even though there's always going to be risk. You're trying to minimize as much as possible. So you you it was funny because you started the you were talking about earlier about starting at the end. How you want to make somebody feel. I call it cutting the nets. Those of you that know who you know coach Labano was 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 the same type of concept. We take a look at the customers says yes, now what? Now what? What do we put in place? Like for us, we had just a whole bunch of paperwork and you had to go to 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 it took then it went to let's take a looking put in that paper as digital format as possible, so it's only like one or two signatures to get everything done. So all the salesperson had to do was go out there with an ipad 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 slow anything down or make their job at all more difficult. So do you also have on that, so so on that when you're doing this again, it's a subtle difference. But I want everyone in the audience to hear what dusty saying. Is it sounds like. Can...

...correct me if I'm wrong. You're involving 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 any judgment, but that way they're in the solution versus elbowing them out of the way. 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 have to, you know, to go back to that, to go back to the planning out an operation. Let's say you've got this guy called a gunner and gunner is like a wort officer and he's been around forever. Its prior and listed. He knows what he's doing. He's been there, he's done it more than you and more than you will ever do it. So you know, the operations officer comes up with...

...this mission, says this is how we're going to do it and he tells us, he tells the operations officer why is an idiot and while it's never going to work, why this is gonna get everybody killed. I'm serious, this is and this is entire job is 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 sounds crazy, but he takes a look. You got to start first with the thousand yard view of the entire operation. So if you're back a thousand yards and you're watching a unit move, you can see where the pinch points are, in the problem areas are. But when you're up on it doing it, you're doing it, you're in it, you're always doing it and you don't know. Otherwise you don't know that there's a faster way. So if, 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 me where it sucks, you know, get have the salesperson do it, have you 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 always going to be what we call immovables.

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

...as a manager are those that work with you. But you have the title, so you have this title. Part of that title is figuring out ways to serve them better so that they can serve their customers better. And if it means you get enough your duff and going down the gas and up a car, no, probably gonna have to 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 some very amazing restaurant tours and you know he I remember one time some of the people 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 you to be here. Everybody felt really good...

...about that, he said, but I don't need you to be here, he said, I could fire all of you right now and I will be open for business tomorrow, whether I have to do it or bring my friends in here to do it, we will be open and serve. Will it be as great as I'd love it to be? Probably not, but I don't need and he always would say he was not above picking up something, filling up something. He said we work 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 fulfilling the duties of the general sales manager and a well run organization. When dusty goes home and dusty takes a day off or dusty goes on vacation, doesn't need money, someone steps into yeah, those those duties. So the machine continues to move forward. But to your...

...point, it is everybody is there to do one thing, serve the customers and maybe make their experience great. So if you have to go wash a car, hey, got to wash a car, hey. The only reason I'm washing a car is we're selling eight cars today and we're busy as all get out. You know, just like that owner would take food out if we're backed up, and he'd say this is great. He looked at it as a positive if if I'm doing is 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 sales floor would come and go, Hey, can you grab lunch? You know we're busy. Can you Gret your heck, yeah, I can, sure I got 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 having a servants mentality. I'll tell you this. You know, and again I draw back on the navy. I'll never...

...forget the first time I saw this sign 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 infantry training and everything is when I got to my first aircraft carrier and they have a damage control section, which is like shipboard firefighters. That's that's their main job is to fight and fix things and stuff like that. But they had a sign that hung up there that said ship shipmate self, and I'll never forget that because everybody's mentality is that if the ship's not sailing, we can't complete the mission. If your shipmate can't do his job, then he can't make the ship sale, which means we can't complete the mission. If you're not up to snuff, if you're not taking care of yourself, then you can't take care of your shipmate and help them do their job, then the ship, the ship, can't do their movements and complete the mission. Ship, shipmate self. Whether you looked...

...at it from the top down or the bottom up, it didn't matter. Everybody's job was equally important. Everybody's job was equally could be done by everybody else. In the Navy you have a thing called warfare devices, and that's it's a time honor tradition that you go no matter what your job is, and you stand to watch every watch in the ship, knowing everybody's job, knowing everything that the ship can do. So if something happens, if there was a mask in figuration, then somebody could pick up that person's job and go to town and do it and there would be no loss. I'll never forget when I got ready to leave the 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, and he 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 department or a service department or a Parts...

Department or a restaurant that doesn't necessarily need 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's take on this and also his service. I loved how he compared the military to all of the aspects of building a successful team. I think it's it really clarifies his points and I hope you took a lot of notes and will apply that. so please connect with dusty. As he said, his informations in the show notes. So please reach out to him if you have any questions and, as always, audience, you know what to do. Please sign up and subscribe for the podcast on Apple Or, if you're an android user, on spotify or any platform that you listen to podcasts. We are there. You can also listen to the full conversation with dusty its episode one thirteen. You can also jump over to Youtube and watch the full episode again, episode one thirteen of the podcast.

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

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