Leadership by the numbers | radioinfo

Leadership by the numbers

Saturday 26 May, 2018
Peady's Selling Engagement sponsored by IRD Prospector

Welcome to this week’s post on sales and selling success!

Leadership and management are terms that are often used interchangeably to depict someone who manages a team of people. Such as a sales manager. The truth is leadership and management have very different meanings. 

Managers are given their authority by the nature of their title. They ensure work gets done and focus on day to day tasks by managing the activities of others. Managers focus on tactical activities and often have a more directive and controlling approach.

On the other hand, leaders are more strategically focused; they inspire and motivate their team to drive themselves. Leaders are adept in the art of emotional intelligence and apply it to attain the best work out of their people.

Tony Robbins nailed the definition of leadership: “Leadership is taking people to a place they wouldn’t have gone by themselves”

Eight important leadership traits

  1. They have an explainable mission. Leaders have a defining mission - a purpose, an obsession or a calling. This trait separates managers from leaders.  
  2. They create a clear vision. A “picture” of a future goal. Leaders have big ideas and dare others to be great.  
  3. They are focused on change. Leaders recognise that continual improvement in their people and their activities is a step towards continued success. Change = Success. 
  4. They trust their team members. An effective leader is not a micro-manager, they rely on the ideas, experience and energies of all team members.  
  5. They keep their heads in a crisis. Leaders take a position and defend it when things go wrong. Being brave under fire is the surest way to building credibility. 
  6. They encourage calculated risk-taking. Leaders push boundaries. If the team never makes mistakes, it may never become great. 
  7. They are experts. Leaders are intimately familiar with their products / services. Nothing replaces experience on the front-line and knowing what is reallyhappening. 
  8. They are coaches and mentors who create a learning environment. Leaders teach, train and mentor their people - those who may soon replace them. 

To summarise, you might describe management as a 9 to 5 obligation while leadership is a 24/7 responsibility. In the words of  John C. Maxwell“A leader is one who knows the way, goes the way, and shows the way”

Until next week good selling, no make that good leading!

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.

He can be contacted at stephen.pead@nrsmedia.com



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