Wednesday, February 19, 2014


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When I was a Sales VP I met with sales directors all over the country & I would usually ask about their management philosophy. Often, they couldn’t answer – even the good ones – and that was puzzling.

Do you have an operating philosophy? Have you shared it with others? If you don’t know what you stand for, or if you don’t tell people about it, how will your employees know? And f you don’t tell others what you believe in, then it’s hard to have a team that operates in alignment.

What is your standard for client service? What guides your decision making? Do you resolve conflicts by a personal set of beliefs? Should all employees operate under one set of rules? Do you have a consistent set of standards for your staff?

When your staff is speculating about a decision you are pondering, well, they shouldn’t have to speculate very much. They should be able to predict how you will likely decide. Because they know where you stand on most issues.

When teams work together they have to be able to anticipate how one another will behave. And make decisions. As the leader, it is so important that you examine your personal tenets and make them known. That way, everyone on your team can anticipate intelligently and operate in concert with the standards you set.

Try this: write down five beliefs that guide your decisions and/or your behavior. Ask the members of your team to do the same. Use this as the agenda for a staff meeting and tell one another.