A GREAT BOSS IS LIKE A NIDDLE IN A ....

PART 1


Napoleon once said: “One bad general does better than two good ones.” It takes a moment for the sense of this to register, but it is the same as our modern saying that “too many cooks spoil the broth”. Having one set of instructions, even if they are flawed, is preferable to having two sets of perfect directions that, when enacted together without reference to each other, cause havoc. 

This is the principle of leadership in a nutshell. It is all about maintaining focus and creating positive outcomes. 

So - what makes a successful leader, allowing one to accomplish this?

1. Ask to be judged 

2. Don’t abuse your power 

3. Your team is intelligent and can be trusted 

4. Listen 

5. Stop being an expert on everything 

6. Be constructive 

7. Judge your success by your team’s 

8. Don’t be a narcissist 

9. Have a sense of humor 

10. Don’t be too distant 


Sun Tzu, writing in the 5th century BC in The Art of War said: “What enables the wise sovereign and the good general to strike and conquer and achieve things beyond the reach of ordinary men is foreknowledge.” 

This is an as-yet-unmentioned attribute of a great leader – the ability to predict. No matter how many managerial and people skills the business leader possesses, they will all be jeopardized if he or she cannot anticipate the effects of the plans they put in place, and the actions they take. In this respect, it may be that their age and experience must take precedence over consultation with the “troops”, who may little understand the ramifications of what is about to take place. 

This is where the genuine leader comes to the fore and truly claims their title. When all around are scratching their heads and reluctant to make a decision, old-style leadership must come into play. The modern leader may utterly fail in this scenario for lack of guts and an over-familiarity with their team. 

As Sun Tzu says: “Some leaders are generous but cannot use their men. They love their men but cannot command them… These leaders create spoiled children. Their soldiers are useless.” 

Leadership may have become a different beast over the years, but it is still, at its heart, about leading. 

Agree? Disagree?


PART 2

Do you entrust your team or run them down? Work with your sales reps in the trenches.

Work through the entire sales cycle.

Sign on to coach each one of your sales reps through a deal they’re working on at least once per quarter.

What will this accomplish?

·            You’ll teach them to fish and feed themselves.

·            You’ll build a level of camaraderie and trust.

·            You can show them that even though they’re doing well, there’s always more to learn.

·            They’ll come to realize they can rely on your support and that you won’t sabotage the deal.

·            They’ll come to realize you actually know what you’re talking about.

·            They’ll realize that you’re willing to roll up your sleeves and help them succeed.

Remember, this isn’t your deal. You’re a fly on the wall.

They don’t like the idea? Show them the power of executive sponsorship.

Throw your card down on the table, offer a second contact but always defer back to the expertise of your salesman and never contradict or coach them in front of a customer.

The rep still runs point, and assumes all responsibility and ownership for managing the overall deal.

When you go to battle together, the wins and losses are incredible experience that build culture, trust and stronger relationships within your team.

Do you work on through any deals with your sales reps?


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