Earlier this week I posted an article on leadership as seen through the eyes of a gentleman-Bob Reiss-who was the president of a company that I worked for during the 1980’s. Here is the follow up article and the remaining bits of wisdom that Bob offered during a sales meeting.
If you wait for things to happen…they will. If you want specific things to happen, you must have a visionof what they are. (Earlier in my blogging life I wrote a post about envisioning what you want and that you will receive it. I don’t know whether Bob had that exact thought in mind but I’m guessing that we aren’t too far apart in terms of meaning.)
If I lead will “they” follow? That will depend upon where you intend to lead them (vision), whether or not their expectations are met during the journey (thinking in multiple time frames), whether or not you have convinced them by example (hard work), and whether or not you have communicated your vision (communication skills).
Mind set is a fatal disease.
Leadership: How do you know when you are on the right track?
- Your group is productive–they get the job done.
- Your group has a special pride and esprit de corps.
There is no such thing as born leader. Leadership skills are gained through practice and conscience efforts. Many have had the experience, but few have stayed awake during the process. If you are not a successful leader, the only thing between you and the “you as a successful leader” is your mind.
The following 24 leadership components are phenomenal. In my humble opinion only great men create lists like these and Mr. Reiss was a great man.
- Simple system of measuring of success
- Belief (Development of a belief system)
- Example (Do as I do)
- Communications (Sustained)
- Facilitate by Providing the correct environment
- Objectives and goals (Clear & concise)
- Listen (Ideas, proposals, thoughts, & complaints) (The positive and the negative)
- Consistency and Predictability
- Oral and written communications
- Written decisions
- Arbitrate disputes decisively
- Team building
- Lofty and abstract goals
- Historical perspective
- Believable and convincing
- Physical and mental stamina (Think until it hurts)
- Provide a system (Facilitation for accomplishment)
- Need a formal system of expectations (for instance, learning curves, experience curves)
- Quantitative policies, procedures, and rewards
- Sense of timing
The session where I learned about these was over 20 years ago so I’m not going to claim that I know exactly what Bob meant by each of these. But I have a pretty good idea. Over the next several months, in my Thursday/Friday post, I’m going to define these components as to how they relate to sales management.
The Final Thought: The enemies of resourcefulness are: negative attitude, complaining, and blaming. Bob Reiss