Sales Manager Growth Strategies By Brian Tracy

Transcription

1 Sales Manager Growth Strategies By Brian Tracy How Excellent Leaders Lead Introduction Great hopes make everything great possible. (Benjamin Franklin) The job of the leader is to get results through others. Since every person is different in some way, and often in many ways, the very best leaders are those who have the greatest flexibility in their styles of working with other people. Your ability to get the very most out of the people who report to you is a key measure of your effectiveness as an executive. When you take the time to think about who you are working with and what it is you need for them to do, you will invariably use the best tools, techniques and methods to maximize the performance and productivity of the other person. The very best leaders are those who can elicit extraordinary performance from ordinary people. The purpose of organizations is to maximize strengths and make weaknesses irrelevant. Your ability to combine a group of people into a high performance team is the most important single quality you can develop for maximum results and continuous personal and professional growth. In this lesson you will learn: The appropriate leadership styles The four requirements of a leadership situation Analyzing the task relevant maturity of each subordinate The different personality styles facing each leader The top quality of successful leaders 1

2 What Do You Already Know? Test your knowledge by attempting to answer the questions below. 1. What is the difference between average managers and superior managers in dealing with different people? 2. How does the leadership situation determine the appropriate leadership style? 3. What is task-relevant maturity? 4. What are the different personality types in each organization? 2

3 5. How does the type of decision affect your leadership style? 6. What is the most important single quality of leadership in dealing with different people? 3

4 How Excellent Leaders Lead Leadership is an art as well as a practice and a science. The job of leadership and management is to get results through others. There are different styles and roles that you have to take on in order to do and be what is needed in every situation to get maximum results. 1 The appropriate leadership style for maximum results depends on basically four things: 1) The leadership situation that you are facing. 2) The task-relevant maturity of the subordinate. 3) The personality style of the subordinate. 4) The type of decision under discussion. 2 The leadership situation may involve your doing one of four things: 1) TELLIng situations requiring that you tell people what to do. Telling is appropriate when the person has limited experience or when the situation is very clear and simple. 2) SELLIng where you have to sell your ideas to others. a) Top leaders are excellent low-pressure salespeople. b) No matter what your job title or description, everyone is in sales! c) As a manager, your critical job is going to be selling other people on your ideas. 4

5 3) The third management style that is necessary is DELEgATIng the only way that you can multiple your ability. a) The only people you can delegate to are people who already know how to do the job well. b) Delegation is not abdication. 4) The fourth type of leadership style is participating. a) The more people participate in decisions affecting them, the more committed they are to doing the job well. b) Participatory management is one of the most powerful ways to build loyalty, dedication and commitment to the task. 3 Task-Relevant Maturity three categories: 1) High task relevant maturity the employee is thoroughly familiar with the work. He is experienced, competent and needs no supervision; 2) Medium task-relevant maturity this person has demonstrated competence at the job. He needs regular and friendly interaction to assure that he is on track and working on top priorities; 3) Low task-relevant maturity this person is new at the job and needs step-by-step instruction and feedback to learn and master the task. 4) Point: Even if the person has mastered a previous job and is excellent at it, when he starts a new position, he has to start all over again. 5) Rule: Hands-on, active participation and involvement with a new person in the new job is essential to his becoming successful. 5

6 4 To be an excellent leader, you must be aware of different personality styles in the people who report to you. Different personality styles require different approaches. Different strokes for different folks. The basic personality quadrant divides people along two grids to get four basic personality styles. Grid #1 The person may be introverted and self contained at the one extreme to extroverted and outgoing at the other extreme. Grid #2 The person may be highly people oriented at one extreme to highly task oriented at the other extreme 1) The first style is the relator this person is introverted, inner directed, self-contained and very people-oriented. The Relator is more sensitive, emotional and people-oriented. The Relator is motivated by getting along with others, being liked, and being part of a team. Let s all get along! 2) The second personality style is the AnALYzer this type of personality is task oriented but introverted; most interested in accuracy and being correct. The Analyzer style finds themselves in certain professions: accountants, engineers and computer programmers. Let s be accurate! 3) The third type of personality style is the Director this person is task oriented as well as but outward going or extroverted. The Director personality is often called the driver personality, is resultsoriented, impatient and focused on getting results. What s the bottom line? 6

7 The typical director is found in result oriented jobs, such as entrepreneur, manager, executive, fire chief and sales professional. 4) The fourth type of personality is the SocIALIzer this person is people-oriented and outgoing. Look at me; look at you! The Socializer can be an executive, the creative head of an organization, and is achievement-oriented. You must continuously adjust your personality to keep in step with the style of person you are dealing with. 5 Decision Making Styles: requires different leadership styles: Your primary job as a leader is to solve problems and make decisions. There are three major decision-making styles that you will deal with almost every day. 1) The first type of decision-making style is called the command decision. This is a decision that only the person in charge can make. 2) The second is the consultative decision. This is the type of decision where you ask for input from others, but you then make the decision by yourself. 3) The third is called the consensus decision. This is the democratic decision, where you allow the group to decide by discussion and voting. You must make it clear which kind of decision is under consideration in each case. 6 There are two key qualities of the best leaders. 1) clarity they are absolutely clear with regard to the outcomes expected. 2) ConSIDErATE they are friendly and they get along well with their employees. 7

8 7 The top quality of successful leaders is flexibility. 1) The key to your success as a leader is to learn how to practice different leadership styles. 2) You must be flexible in dealing with different people, under different circumstances and in different situations. Remember, the biggest mistake you can make is to try to treat everybody the way you are. Think about the people who report to you and then ask yourself, How could you change your leadership style to be more effective with each of them? Action Exercises 1. Who are the key people who report to you and what are their personality styles? KEY PEopLE PERSonALITY STYLES

9 2. What are the levels of task-relevant maturity of your staff? NAME TASK-RELEVANT MATURITY Which of your people are thoroughly trained and experienced in the key result areas of their jobs? 4. Which of your people could benefit the most from additional training? 9

10 5. What are three things that you can do to be effective when you must simply tell people what to do? 6. Give three situations where you have to sell and persuade others to get their cooperation: 7. When can you confidently delegate a task to another person? 10

11 8. Identify a Relator, an Analyzer, a Director and a Socializer in your company: Relator: Analyzer: Director: Socializer: 9. When can you confidently delegate a task to another person? 10. In what sort of situations do you use the consultative style with others in solving problems and making decisions? 11

12 What one thing are you going to do differently as a result of what you have learned in this lesson? 12