Leadership : 5 Secrets to Exercising Authority
|
|
By: Mike Brooks
Date Submitted: 2009-07-02 14:28:27 - Article Views: 130
|
|
If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you.
Managers struggle with this all the time, and many would be leaders lose their ability to successfully direct their teams because they are afraid of exercising this authority for fear of alienating other team members.
The problem is that most managers and other figures of authority -- Directors, V.P.'s, and Business Owners -- have never been taught how to properly exercise authority and command respect as leaders.
If you find yourself in this position, follow this proven, 5-step method for exercising authority. It will not only get results, but it will establish, or re-establish, your role as leader of your sales team or department.
#1) Make sure your instructions are clear. Having ambiguous goals, or methods of achieving them, automatically undermines your authority and dooms many projects from the beginning.
Rule #1 -- be clear on the goal and the instructions on how to accomplish it. After you have delivered them, ask your team if they have any questions about what is required, so problems can be cleared up from the beginning.
#2) Encourage people to approach you if they run into problems. Establishing open communication and feedback early on is crucial to avoid big disappointments later. Helping team members resolve problems as they arise ensures quick resolution, continued progress, and good morale.
#3) Take action quickly when you learn of any real problems. Failing to act quickly once you learn of a problem, or putting it off for days or weeks, not only undermines your authority, but alsoarticles morale and confidence. Problems tend to get bigger the longer they go unresolved, and your job as a leader is to solve problems not avoid them.
#4) Insist your team report all the news -- good and bad. So many companies treat bad news like the plague. Sales teams are taught to "always be positive," but an attitude of "always be accurate and let's find a way to succeed," is more productive (and realistic).
In meetings and one-on-ones, your goal should be to motivate as well as problem solve. Always encourage your team to report all the news.
#5) Use crises as an opportunity to develop people. You are a leader for a reason! Rather than shy away from a crisis (a big deal lost, unexpected bad news, major delay in delivery, etc.), teach your team members how to find opportunity in crises and how to grow as professionals and as people.
Focus on the skills or attitudes that are needed to overcome the situation, and work with them to develop and strengthen them. |
Author Resource Required for Reprint:
If you want to Double Your Income Selling Over the Phone, then check out Mike's Award Winning 5-CD Series and learn the techniques and strategies of Top 20% producers. Visit: Order now and receive over 400 worth of free sales tools and resources as well as a FREE copy of Mike's "The Complete Book of Phone Scripts."
|
Article Source: ThoughtSearch.com 
|
Tags:
Sales  prospecting inside sales sales training sales management motivation cold calling close |
|
|
Bookmark and Share
|
|
 Leadership Category Rss Feed |
|
|
-
Some leaders are readers, and some are non-readers. Can you guess which type is the more successful leader?
Viewed: 32 Times.
Read More ...
-
Most people have forgotten their new year's resolutions by March. But with a written-out schedule and plan, you can make a new year's resolution to create breakthroughs and accomplish that worthy task. This article contains such a schedule and plan to help you.
Viewed: 32 Times.
Read More ...
-
You not only have to market your business, you also need to market yourself. After all, 'you are your business'. There are a number of ways you can do this and still feel comfortable.
Viewed: 32 Times.
Read More ...
-
The biggest single hurdle preventing employees from increasing their performance is their bosses.
Viewed: 32 Times.
Read More ...
-
Leadership comes in many styles and forms. The best leaders use a mixture of styles in order to achieve the best results and pull the best performance from each individual under their leadership.
Viewed: 32 Times.
Read More ...
|
|
| Mike Brooks's Author Feed |
|
|
-
Sales meetings. What kind of feeling does that term bring up in you?
Viewed: 33 Times.
Read More ...
-
When I talk to people about goal setting, I'm often surprised by their reactions.
Viewed: 33 Times.
Read More ...
-
I get many requests each month for phone scripts. People want to know how to open the call, how to avoid being blown off, how to handle objections, etc.
Viewed: 34 Times.
Read More ...
-
Need help setting goals? Use the SMART goal formula to set attainable goals that will keep you motivated all the year through.
Viewed: 34 Times.
Read More ...
-
For those of you who have been through training with me, or have purchased any of my training material, you know that I am BIG on preparation.
Viewed: 35 Times.
Read More ...
|
|
Article use is considered your agreement of our Terms of Service.
This work is licensed under a
Creative Commons Attribution-No Derivative Works 3.0 United States License.
Thanks for visiting ThoughtSearch.com
Copyright © 2009 - 2010 ThoughtSearch.com
|
|
|
|
|
| |
| |
|
|
Print
