Aug 31 2008
Sales Leadership, The Power Of Responsibility & A Management Catalyst
There are two distinct levels of self-sufficiency in how people work:
• Involvement. This can be created in various ways such as: consultation, giving information and making it clear that suggestions are welcome and that experiment and change in how things are done are good. This provides the opportunity to contribute beyond the base job.
• Empowerment. Empowerment adds the authority to be self-sufficient (making your own decisions) and creates the basis for people to become self-sufficient on an ongoing basis. In sense, empowerment creates a culture of involvement and gives it momentum.
The Power Of Responsibility
Together, involvement and empowerment create an environment in which people can have responsibility for their own actions. But remember: Responsibility cannot be given – it can only be taken; thus only the opportunity to take it can be given.
Creating a situation in which people do take responsibility for their work demands:
• Clear objectives (people knowing exactly what they must do and why).
• Good communications.
• Motivation (to show the desirability, for the individual as well as for the organisation, or taking responsibility).
• Trust (having created such a situation, you have to let people get on with things).
A team enjoying involvement in what they do, and having the authority to make decisions and get the job done, is the best recipe for successful management.
A Management Catalyst
A successful team is one that:
• Is set up correctly.
• Responds to the responsibility it has for the task.
• Seeks constant improvement (and does not ever get stuck on the tramlines).
• Sees its manager as a fundamental support to its success.
A team in this situation will do well and is more likely to go on doing well than a group just told what to do.
Your role is one of catalyst – constantly helping the team to keep up with events, to change in the light of events and to succeed because it is always configured for success.
You will find some additional articles on Leadership here
Today’s News:
The final Top Sales Article Of The Week for August has been chosen and now the panel will be deciding which of the excellent five weekly winners will be Top Sales Article Of The Month - it’s a really tough call. Just click on the banner above, to update yourself. You will also notice the brand new ticker box in the left-hand column, announcing this week’s nominees.
We are on schedule to launch The JF Journal next Tuesday, so if you haven’t subscribed already, simply click on the banner at the bottom. You’ll not only receive a complimentary E-book - you will also receive another FREE E-book every month for the next twelve months!!
Tomorrow: On The JF Guest Author Spot, Wendy Weiss, the “Queen Of Cold Calling” makes a very welcome return.
