What distinguishes a leader from a manager? When asked, many wax poetic about passion, and charisma, and vision. But how can you tell the difference in a more empirical way?
One of the surest ways is to look at the metics they focus on: inputs or outputs?
Input focused managers look at hours, leads, costs, and keystrokes. They obsess over how hard people are working and how their work is done. The input is the effort, the team is the tool.
Output focused leaders look at sales, profits, and results. They obsess over happy customers, repeat business, and a productive team. The outputs are the results, the team is the reason.
The first thing many managers need to do to become leaders is focus on the other end of the pipeline.