My lessons on leadership started from birth with my original mentors in life, my parents. They taught me lessons and instilled the values I still live by today in every aspect of my life. They prepared me for my most essential and challenging jobs in life: being a mom and a spouse, first and foremost. 

My parents gave me unconditional love while teaching me the core value of honest feedback, a skill I use daily. Tough love was a common term in my upbringing, but they knew I needed it to become the best version of myself. I knew they always had my best interest and development as a young adult at heart. 

As I have grown as a leader, these lessons remain at my core. I lead with transparency and honesty, even when the truth can be hard to admit or discuss. Whether it is in my company or in a mentoring relationship, I do not shy away from uncomfortable conversations as they are just that, a conversation. 

At Preferred Sales, there is a quote by leadership coach and speaker, Peter Bromberg, that we live by: “When we avoid difficult conversations, you trade short-term discomfort for long-term dysfunction.” We encourage an environment of open communication for the betterment of the organization and development of the team. We try to address things head-on versus letting things fester. We believe in the power of constructive criticism because we all need a good dose of self-awareness. 

People cannot correctly develop unless we, as leaders and mentors, are honest about performance. However, to be effective, coaching and feedback always need to be done in an environment of trust. This all roots back to those core values I was taught from my upbringing.

Be proactive with professional development

I am honored to be part of this community for the past 22 years. The industry has provided some unforgettable memories and experiences, and I have made many close friends during my career. It was not always easy, though. I came into this business as a 24-year-old woman who was the first female sales rep that many of my customers had ever seen. I was also young for the average age of a manufacturers’ rep. I would be lying if I didn’t say it was extremely intimidating at first as I stood out from my peers. Initially, I got tested everywhere I went. 

Here is the lesson I would share with those entering the industry today: I was proactive about my career development. I did not wait for someone to come and train me. I reached out to my manufacturers’ regional sales managers. I asked them to travel with me as it gave me perspective on learning the industry, our customers and their line simultaneously. 

I decided that I was going to know my products better than my peers. I studied the lines on my line card and asked questions any chance I had. I sought out trainings that enhanced my technical abilities and soon after made a name for myself by doing troubleshooting trainings in the market that were traditionally only done at the factory. I also took time to listen and learn my customers’ businesses to find ways to add value, not only show up for a milk run. 

All this caused me to get comfortable with being uncomfortable at times, but I grew as a professional. Today, my network is one of the most valuable resources I have. My team will commonly hear me say, “You need to make your Net Work for you.” Take every opportunity to meet new people and to learn something from them. 

Industry involvement pays big dividends

Get involved in the industry. Don’t just attend events; volunteer your time on a board. I have met some of my closest friends and best mentors by being on the board of the Association of Independent Manufacturers Representatives, where I now am honored to be president. 

My fellow board members have become my tribe that I lean on. We helped guide each other through COVID-19, talking on a weekly basis about how we were leading our companies through the uncertainty. If I did not have them, I would have felt as if I was alone trying to navigate those turbulent times.

Many of my mentor and mentee relationships also came from being involved in the industry. Networking and mentorship are two-way streets. It is not only about finding a mentor but also giving back by being a mentor to help develop the next generation. 

I remember attending my first Women in Industry event in Washington, D.C. It was such a unique experience for me as it was the first time I was not the minority in the room. I was surrounded by women of all ages sharing their stories like mine and supporting each other. 

I came back and told some of my peers about it and that they needed to attend the following year. I remember one of them telling me she was not sure what she would get out of it. I told her that it might be more about what she can give to someone else versus what she might take away from it. She agreed and then registered. 

We were at a point in our careers that we could give back by sharing our experiences and help guide the next generation with the female perspective, which is something we did not have early in our careers. 

Time and energy are precious resources

The last thing I want to share is another core belief I have learned throughout my career. As professionals and leaders, we must protect our time and energy like we protect our money. They are the most precious things we all have, yet many of us are quick to waste them. 

Carmen Fiordirosa mentioned in her column: “If you want brutally honest feedback, talk to your family — they’ll tell you exactly where you are falling short.” I had a similar experience with my family a few years ago. They told me there were days that they felt I would give the best parts of me to everyone else when I was at work and when I came home, they would get the scraps of me that were left over. 

It was eye-opening to hear this from them, but I knew it was coming from a place of love. From that moment on, I have tried to be more present with my energy when I walk through the door, putting the phone and technology away to be present and focus on them. 

As professionals, we must also be aware of how we use other people’s time and energy. If we ask for a meeting, we should be respectful enough to make an appointment, plan for the meeting (i.e., create an agenda), keep within the time constraints provided unless permitted to go over, and then do what we say we will do as a follow-up. Our business relationships would flourish if we could take these few steps to help protect each other’s time and energy.

This industry has been so rewarding to me personally and professionally. When people ask me why I like being in the plumbing and HVAC business, the answer is simple: it is all about the people! This community embraced me 22 years ago and has provided a phenomenal life for myself and my family. 

So, here is my parting advice: First, find a mentor (or mentee) and cultivate that relationship. It will be one of the most rewarding experiences of your life. And second, don’t get defensive the next time someone offers you constructive criticism about your performance or business. Instead, take a step back and say, “Thank you.” Thank that person for caring enough about your career or business to help you grow. 

Michele Lewnes-Dadas, CPMR, is the president of Preferred Sales, a manufacturers’ representative firm with more than six decades helping plumbing, hydronics and HVAC pros grow their businesses. Lewnes-Dadas is also the president of the Association of Independent Manufacturers Representatives.