All posts tagged: independence

Take Me to Your Leader

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Last month, a number of you responded to my article on leadership Must Practices, mentioning a few of your own ideas as to which practices are an absolute requirement for success. For those who’ve not had a chance to read this yet, I’m sure you’ve heard of best practices, those methods that are supposed to be what the best of breed companies are doing. While some ways of doing business are called “best” or even “innovative” yet, are not, there are a non-negotiable set of practices that are a must for any leader wanting to not only succeed, but thrive in today’s world of business.

Here are five more of these Must Practices:

You can’t short change change.

While change management processes are often overly complicated and convoluted, a Change Accelerator approach enrolls all responsible parties in getting done what matters most in a more rapid and complete manner. The most effective leaders never short change what it takes to create complete and positive change.

What your employees want is not always what they need.

If you work backwards from the desired outcomes and goals, you’ll often find that the education, processes, technology, and support are, at least some of the time, different from what people desire. Great leaders always address needs first, wants second.

Good leaders make the hard decisions. Great leaders ensure those decisions become outcomes.

Making decisions is often easier than implementing those decisions. The best leaders always ensure that initiatives become outcomes by expecting consistent follow-through to achieve the desired results.

You can’t motivate others. You can only create opportunities for people to choose passion and hunger. Motivation is an inside job.

Leaders who try to motivate end up with a less motivated workforce. Creating an environment where employees are responsible for their own initiative and drive shifts the responsibility for motivation to those who can actually make it happen.

Where there’s a will there’s a way. Your job, as a leader, is to pave the way.

Great leaders see their job as anticipating roadblocks, removing obstacles, and then getting out of the way of their direct reports. This is very different from less effective managers who are constantly pushing their people down the road, who then trip over all of the distractions and debris that is in their way.

Fully effective leadership can only happen when leaders follow these Must Practices, making them as common place as breathing. Those that do consistently breathe new life into their teams, the fresh air of a positive work environment, and the winds of collaboration that promote a continued focus on what really matters most.

Scott WintripTake Me to Your Leader
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Land of the Free Lunch and Home of the Bravado

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I’m happily American, but not happy with some things here in America. I know I’m not alone in this sentiment, especially, when it comes to what’s going on in Washington. Unfortunately, what’s failing in the US, and across the globe, isn’t just limited to politics.

One key failure is that too many buyers are still overly focused on price. This free lunch mentality isn’t, however, a deficiency within those who buy. The cause is the bravado of salespeople. Lots of outdated, feature-benefit selling, which prompts those who sell to vomit voluminous amounts of factoids, has promoted buyers to shield themselves from this deluge of talking. As a result, selling sinks to the lowest common denominator—price.

People dislike selling but value and, often, even enjoy buying. Instead of bravado, those who sell need to embrace the brave new world of shutting the hell up. While some may take offense at my choice of words, this is the very phrase going through the minds of many buyers while on the receiving end of another sales pitch.

It just takes one or two brave leaders in every company to install the mental equivalent of clamps on the lips of all customer-facing staff. The best way to do this is generous amounts of practice. By leading salespeople, recruiters, and all service personnel in regular practice sessions, habits begin to change from the bravado created by excessive talking to the collaborative, buying experiences prospects and customers welcome and value.

Yes, the US is the land of the free and home of the brave. Part of having an effective free market system requires bravery to learn from mistakes and do better. By eliminating the bravado, the free-lunch mentality disappears on its own as buyers sell themselves on buying what they need from people they trust at a price that reflects the value of the services. On this Independence Day holiday in the United States, an elimination of outdated sales methods is something we can all celebrate.

 

Scott WintripLand of the Free Lunch and Home of the Bravado
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