MANAGING VS. SUPERVISING (“FARMERS” VS. “RANCHERS”)
Management=Participation vs. Supervisor=Observation

• Managers, like farmers, plant their people (crops) in the best possible situation (soil) to grow to their potential (harvest).  Not every person is designed to grow and flourish in every situation.  The talents present that make a sales person successful are different than the talents present that make a technician successful. 
• Supervisors, like ranchers, move their people (herds) from place to place, usually using pain as a motivator and usually from behind.  A herd, unlike a crop, is successful when it gets where it’s going and hasn’t died.
• Managers, like farmers, cultivate and maintain their people (crops) every day.  They recognize the presence of distractions (weeds), disease (attitude), lack of skills sets (fertilizer) and they address the issues constantly and consistently to ensure the best possible yield.
• Supervisors, like ranchers, monitor their people (herds) from afar only making sure that they are present.  A supervisor’s job is complete when their people are in attendance.
• Managers like farmers, work with their people (crops) actively in every aspect of their sales process (harvest). They are hands-on through the sales process pulling every bit of profit and productivity from their people, the customer and the selling situation.
• Supervisors, like ranchers, get behind their people and push them along through their employment cycle until such a time as the cycle is finished; retirement, resignation or termination.  The results are inconsequential because their people (herds) are.