Leadership elements Flashcards
What are vital for the success of the organization?
Management and Leadership
What is a managers role?
- Reacts to what just happened
- Focuses on short-term issues
- One-way communication
- Do things right
- Leans mostly on transactional leadership style (activities regarding day-to-day operations)
What is a leaders role
- Takes proactive steps to avoid future problems
- Builds a team that works together toward a long-term vision
- Listen/respond to concerns using two-way communication
- Do the right thing
- Leans mostly on transformational leadership style (inspires others to perform at levels above and beyond expectations)
Transactional Leaders
- Focus on goals
- Use rewards and punishments for motivation
- Are reactive in nature
Transformational Leaders
- Focus on vision
- Use charisma and enthusiasm for motivation
- Are proactive in nature
Customer Manager
- Account plans
- Key Relationships
- Complex sales
- Opportunities
- Assist sales process
Field –> Company (leaders and managers)
- Market info
- Field performance and activities
- Strategy for local needs
- Administration and Logistics
Company –> Field (leaders & managers)
- Resources
- Company functions
- Strategy for local needs
- Company culture and Policies
- Administration and Logistics
People Manager
- Recruitment
- Coaching
- Leading
- Management
- Motivation
Truths about Leadership
- You manage THINGS, you lead PEOPLE
- Having a title (VP) does not mean you are the leader
- You are not really the leader until the group leading says so
How do you build influence as a leader?
- Meeting people’s legitimate needs
- Service and sacrifice
- Trust
Purpose of team
Make strengths of each person effective, and weaknesses irrelevant
How do effective leaders communicate?
- Listen actively
- Speak clearly
- Show empathy
- Use non-verbal cues
- Practice active listening
Characteristics of strong writing skills
- Simple
- Surprising
- Stirring
- Seductive
- Smart
- Social
- Story-driven
How do effective leaders engage their audience
- Create a safe environment
- Don’t intentionally embarrass anyone
- Ask a question, then shut up
- Acknowledge an answer or question
- Repeat what is said/asked
- Include others in the group
- Keep calm…. you influence the audience
What should you do when writing documents?
Make it plain and simple. Executives skim for key info before deciding to read entire report
What is a business report?
- Concise documents
- First inform by summarizing and analyzing key facts and situations
- Make reccomendations to a person or group asking for the report
- Can be broken down by:
– Audience
– Purpose
What is the purpose of a business report?
- Reconsider assignment with
(understood) audience in mind - GOAL should become clear
- Inform the audience by summarizing key info
- Analyze data: compare costs or SWOT analysis
Do leaders have strong writing skills?
They are essential. You need them to effectively communicate and to sell any ideas, products, or services you’re offering.
Write to fit audience
- Read the assigned task carefully
- Conduct important pre-writing
– Determine audience need
– How much background do they have
– Don’t bore with info
– Define important and unclear words
– Determine how much detail is too much
Executive summary
Summary of all key points of the report with purpose statement
Sales Creativity
Number of new ideas generated, and novel behavior exhibited by salespeople performing their job
Myths of creativity
- Creative thinking is mostly daydreaming
- Creativity is a trait you have to be born with
- Creativity usually happens at random
- You can only think creatively when you’re alone and quiet or out in nature
Truths about creativity
- Often involves hard work and concentration
- Creativity can be learned and developed
- Creativity often occurs as a result of specific, unique situations that can be structured
- You can be engaged in vigorous activity when thinking your most creative thoughts
Effective leaders solve problems
- Problems are OPPORTUNITIES to improve system
- Problems are situations that create GAPS between desired and actual outcomes
- Problems typically DO NOT HAVE an immediate obvious resolution
Steps to solving a problem
- Specify the problem
- Analyze the causes
- Develop potential solutions
- Select solution
- Establish goals
- Develop action plan
- Implement, and follow up
Process steps to successful collaboration
- Manage feelings
- Create a supportive climate
- Describe conflict
- Understand goals
- Create solutions
