Are you an Effective Leader?

By Rob Swette, Managing Partner, Sales Growth Associates | Sandler Training

What does it take to be an effective leader?

Do the skills that make you an effective manager – planning, organization, and communication – make you an effective leader? Or does it take something else – something more?

Management is mostly about processes.  Leadership is mostly about behavior.

Effective management relies on intellectual, analytical, and technical capacities.  Effective leadership relies on appropriate attitudes, behaviors, and the ability to connect with people on a human level.

Effective managers recognize that they must support corporate initiatives through the accomplishment of department goals. They must channel their people’s efforts in the appropriate directions in order to accomplish those goals, and in turn, be looked upon favorable by those at the top of the organization. This leads to the notion that the people in the department are there to serve the managers.

Effective leaders, however, reverse that notion. They recognize that leadership involved serving the people in the department, not the other way around. They inspire, motivate and assist their people in the accomplishment of goals rather than direct, demand or otherwise pressure them to take action.

Leadership isn’t the result of any particular management process, but rather the manner by which the process is implemented – the attitudinal qualities the manager brings to everyday interactions. Qualities such as honesty, integrity, positivity, humility, passion, compassion, sincerity, commitment, confidence and sensitivity. Followers are drawn to people with these qualities.

Leadership is about encouraging and recognizing people for their performance. It’s about supporting their efforts in the direction of department goals rather than directing their efforts in support of department goals. The distinction between the two may be small but it’s that distinction that defines leadership.

Rob Swette is Managing Partner of Sales Growth Associates | Sandler Training in Carlsbad
(760) 579-7316 |

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