In addition to all the strategy and tactics of sales management, there’s another aspect to your success which is much more foundational and related to your own personal development.
It’s your ability to communicate and positively influence lead your team.
What’s really interesting is your success in this area is based almost entirely on just two key factors:
Your Character
The personal qualities you need to develop to lead with authenticity…and
Your Skills
The current and relevant skills required to perform at the top of your game.
You really need this holistic approach to provide you with both the personal and professional development required for long term sustainable success.
It’s probably true that everyone would like to be a better leader and be able to positively influence others. I’m going to use the words leadership and influence synonymously here because when you really get down to its core, leadership is really the ability to communicate and influence people so that they listen and are moved to act, to change their thoughts or behaviour.
So if this is not happening then really you are not influencing them or leading them.
Now you might not necessarily think of yourself as a leader, often people are promoted to positions of responsibility based on their previous personal success rather than their ability to lead others. A situation that is all too frequent in sales where top performers are seen as the next potential top managers. Unfortunately, the two roles are very different and require completely different skill sets!
The reality is though, that in every area of life we are called to lead. Whether that is in business, sales, as a parent, a school football coach or as a company MD. We are all leading and influencing others. So it makes sense to invest time in understanding how you can become outstanding in this area.
The world is crying out for men and women who can get things done, at every company there is a constant need for true leaders. But what allows these individuals to have so much impact?
Here is a small exercise which I’d like to invite you to do:
List below two or three people you consider to be great leaders?
They can be from history or alive today.
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Next, list what you think are the five characteristics of great leaders?
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Now as you look back at your list ask yourself on each one.
Is this a character trait? Or is it a skill?
Does it have to do with who they are as a person? Or is it a skill they do.
I’ve done this exercise many times with groups and individuals over the years and the result rarely changes. Nearly 100% of the time it’s the character traits people choose rather than skills when they are describing great leaders.
That’s because there is a core principle at play here;
People decide, either consciously or subconsciously, whether they will allow you to influence them based on two fundamental factors: Your Character and Your Skills.
So who you are as a person, plus how they perceive your skill level –what you do and how well you do it.
Based on these 2 factors they decide almost exclusively whether to follow you or not.
Can I ask you when was the last time your company sent you on a 4hr character training program?
Never right? We tend to focus on developing skills and we need to, it is an important factor. However when it comes to leading others, firstly people are deciding. Are we a good person?
Did you notice that they allow you to lead or influence them? This ability to lead is a gift that they give you. It’s their personal choice and they can take it away too at any time.
So based on these principles the only way to enhance your depth of influence is to improve your character and the skills you demonstrate day to day.
Now you might not think of yourself as a leader and you may not be a good one or at least not yet at your full potential. But with this understanding you can now look to purposely develop the traits and skills of a great leader!
Here are just three top Character Traits and Skills of Successful Influencers:
There are many fine personality traits that universally we value in others but especially in our leaders.
For this month’s newsletter I’ve just picked three that have a positive influence on others. Developing yourself in these areas will enable you to become a better leader, influence more people, and make more sales – all from the right foundation.
You can own each of these, they are under your control which is an important distinction to make because there are some things you can’t own or directly influence. Success comes when we learn how to own what is ours, do the best we can with it, and leave the rest alone.
Sincerity
This quality is foundational to the ability to lead people. In essence it is the genuineness of your motives, actions and behaviour. It involves living your life in a way that is whole and undivided. The minute people see you are divided or have two codes of conduct either in your personal or professional life you break their trust and belief in you.
Being governed by your values and principles regardless of what may seem to be expedient or convenient to do in circumstances of the moment.
Commitment.
Anyone that you seek to lead is bound to ask one question.
How committed is the person asking me to be committed? You can’t expect this from others if it’s not clearly evident in you.
Is your commitment demonstrated in your life….Your Performance?
Let me ask you when was the last time you met an athlete or a top business person that wasn’t fully committed to it? It just doesn’t happen does it?
Does your performance reflect this commitment to achieving your results?
Your life’s ambitions and victories, looking longer term do you demonstrate a commitment to achieving your goals.
Your commitment affects your quality of life.
When was the last time you found somebody who was totally uncommitted with a very high quality of life?
Someone who doesn’t want to grow, improve or get a better job. But who says their life is just perfect?
So are you committed to continually learning, growing and improving the quality of your life?
“The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavour.” Vince Lombardi.
Attitude.
How do others perceive your attitude? Is it positive or negative?
Would your team describe you as an optimistic person?
The root of the word optimistic is the word Opt or to Choose.
You choose your Attitude.
Who wants to follow a pessimist?
Optimists lead people because people want to get better.
So you get to choose how you will see things. This is done in a very specific way. Firstly, you need to understand the relationship between your thoughts, feelings, actions and results.
You must be very aware of the thoughts you allow into your mind and control any negativity, these thoughts are powerful things and they control your emotions and feelings. These emotions will drive your beliefs, behaviour and actions, which ultimately will create your results. It takes real self-control to take control of your mind and it’s dominate thoughts but this is the only way to maintain a positive attitude that is not affected by day to day circumstances.
“There is little difference in people, but that little difference makes a big difference. That little difference is attitude. The big difference is whether it is positive or negative.” W. Clement Stone.
So rather than just read and move on, my challenge to you today is to choose one quality to focus on developing this week, be specific and start developing this quality and begin to see your ability to lead rise accordingly.
All the best!
Peter
