Leadership, like class, is hard to define, but easy to spot.
Someone once defined management as "the effective coordination of the efforts of the individuals in a group to accomplish that stated objectives of the organization." Managers get results by establishing goals and working with and through people to achieve those goals.
As a manager, your success depends on your ability to:
? Find and attract career-oriented men and women who have the knowledge, skills and attitudes to do the job, who are motivated to work, and who will cooperate with you and each other, and;
? Develop and manage these people to meet specific performance standards.
Management is a process because it involves a series of skills. But management is as much attitude as it is skills. Managers should be helpful supporters, working to build trust and confidence, and seeking to improve performance by recognizing that individuals have different needs, motivations and aspirations.
That means, the more of a leader you are, the better manager you will be.
Happily, most leaders are made, not born. They are cultivated, shaped and strengthened by education, training and real-world experience. Understanding leadership AND management is a good way of becoming more proficient at both.
What is leadership? What does it take to be a leader? Here's a short course:
? Leadership means having a mission and inspiring others to be committed to it. The mission is everything; leaders approach it with enthusiasm.
? Leaders are agents of change; they make decisions based on a vision of the future, not just on established directions. ? Leaders take risks to make things happen that would not otherwise happen.
? Leaders need a combination of competence, integrity, credibility and authority. They're seen as being involved in a lot of things and able to answer a lot of questions.
Leadership is a collaborative, not individual, process. It's the ability to get people to do what you want them to because they want to do it!
? Leaders help people do their best.
? Leaders depend on themselves and act on their own authority, but they recognize the importance of others.
? Leaders ask questions and know how to listen.
? Leaders let others talk; they don't talk about themselves.
Leadership begins when people disagree.
? Leaders recognize that performance and progress are forged on the anvil of constructive conflict.
? Leaders are willing to be unloved! In the words of Admiral John S. McCain (the late father of the Senator): "People may not love you for being strong when you have to be, but they will respect you for it and learn to behave themselves when you do." Try it; it works!
Qualities of an Effective Leader
? Leaders are purposeful; they have a clear view of their objectives and avoid digressions into irrelevancy.
? Leaders know their stuff; they have a thorough grasp of their subjects, when possible, backed up with hands-on experience.
? Leaders are prepared. No matter how well you know what you're talking about, choose appropriate ways of getting your message across. Avoid shortcuts.
? Leaders are enthusiastic, but season their enthusiasm with intelligence and appropriate humor.
? Leaders understand the use of drama. Dull is boring, so cultivate a sense of staging, especially when addressing a group.
? Leaders are confident and easy-going. Regardless of their management style, they speak clearly, projecting their voices and looking people in the eye. Distinct speech is a sign of distinct ideas; self-assurance catches on.
? Leaders maintain a positive attitude. They never speak ill of their organizations or of individuals under their management. The glass is always half full, never half empty.
? Leaders demonstrate the contagion of example. It's not enough to talk the talk; leaders must walk the walk.
? Leaders support their subordinates, giving them the widest possible authority and discretion, while keeping responsibility centralized with themselves.
? Leaders live the U.S. Army's motto: Adapt, Improvise and Overcome.
Leadership Makes Businesses Work
If management ability keeps systems operating efficiently, leadership identifies management needs and seeks systems to address them. If management skills are required to administer existing programs and systems, it takes leadership to create a vision of success, and get people excited about attaining it.
In short, leadership-provided by agency heads, sales managers and other members of the management team-makes businesses work. It enables them develop to the limits of their potential, then helps them break those limits.
Wnat More? Send comments and questions to w.willard3@knology.net
Sources:
Management Online ? A "Do-While-Learning"? Program, The Diversified Group
The Marine Officer's Guide, Naval Institute Press
Bill Willard has been writing high-impact marketing and sales training primarily for the financial services industry for 30 years. Through interactive, Web-based "Do-While-Learning?" programs, enewsletters and straight-talking articles, Bill helps SBOs and independent professionals get the job done: profitably improving performance, helping grow your business, skipping expensive mistakes, making the journey to small-business success faster, smoother, easier. And fun!
![]() |
|
![]() |
|
![]() |
|
![]() |
This article may be reprinted in its entirety with express... Read More
Business development is important for every business and refers to... Read More
Remember in the last message we talked about your directional... Read More
I recently attended the monthly Italian language Meetup here in... Read More
There are four primary activities that successful salespeople engage in... Read More
The objective of an incentive is to incite action within... Read More
You may have heard about the "summer slowdown". You may... Read More
These 4 marketing myths can cause you to lose sales... Read More
So everyone thought you were crazy when you announced 6... Read More
Few businesses keep tabs on competitors, yet such knowledge can... Read More
Sales forecasting is the process of organizing and analysing information... Read More
Business can be like war sometimes.You may have to fight... Read More
Help buyers discover the answers they need to understand and... Read More
One marketing technique may work wonders for someone, but that... Read More
Of the many mistakes small business owners make, a big... Read More
So you have a boss who dumps all over you... Read More
I don't even like saying the word d---------g. I have... Read More
As spring moves to summer, the forecast should be for... Read More
Recently, I was asked to spend some time on the... Read More
"We're in the relationship business?...airplanes are what we use to... Read More
Imagine you run a pizza parlour. You have all these... Read More
Compounding the problem are two myths regarding measures of competency... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
The Cash to Cash Cycle Part Three of SeriesWe're sprinting... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
Do you need help overcoming sales objections? Do you sell... Read More
I was in the depths of a major depression. As... Read More
Bill Borders stepped up onto the podium. He had just... Read More
In the 30-plus years I spent working in advertising and... Read More
Is lack of sales results, more sales training costs, months... Read More
The old adage in selling has always been, "Find out... Read More
While heading home at day's end, you begin reflecting on... Read More
Inspiration and Management from Within ? Part 2.The more you... Read More
How high is your sales trust factor?Is it higher than... Read More
I recall a heated discussion with a sales director some... Read More
This week's article is my response to a question by... Read More
We all agree one of the most important parts of... Read More
Business can be like war sometimes.You may have to fight... Read More
For many years as a sales manager, I would only... Read More
Sex, Drugs & Rock-n-RollHere's the Scenario...You're at a trade show.... Read More
Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More
Business development is important for every business and refers to... Read More
Help buyers discover the answers they need to understand and... Read More
Increasing Sales by using Coupons. Will it help your business?... Read More
Exactly what is CRMThe idea itself is nothing new; its... Read More
I just got off the phone with Susan. She is... Read More
You've heard this before: There were four people named Everybody,... Read More
There are several types and sub types of people in... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
Another key reason why companies suffer from 80/20 performance is... Read More
It's a fact - the online world dies down in... Read More
What does it mean to be an "effective executive"? Well... Read More
Do you want to make more money?Yes, I guess that... Read More
In today's 24/7 driven business word, accountability is becoming a... Read More
Do you need help overcoming sales objections? Do you sell... Read More
Standard metrics and KPI's (Key Performance Indicators) are created usually... Read More
Twiddling your thumbs and waiting for some business to come... Read More
In the past, if you said the word "plan" to... Read More
As a group of sales trainees took a break from... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
Everybody thinks that the businesses will slow down a bit... Read More
Imagine you run a pizza parlour. You have all these... Read More
Recently, I was asked to spend some time on the... Read More
Every dollar you discount is a dollar of pure profit... Read More
What are you and your company's services and products worth... Read More
Remember in the last message we talked about your directional... Read More
Sales Management |