I may have written these views before, but I find they boil management, leadership, and their differences to their essence, so if I’m repeating myself, I think they’re worth it.
Effective management results in compliance.
Effective leadership results in inspiration.
Leaders without management skills are often dreamers who don’t get things done.
Management without leadership is the DMV.
If you want an engineer to sell, you can promise all the bonus pay you want, you can rarely manage an engineer into becoming a salesperson.
Show that engineer how what you’re selling delivers on something he or she feels passionate about and he or she will learn to sell it for his or her own reasons.
But you’ll eventually have to give him or her a commission if you want the behavior to stick.