Archives For certainty

 

I had a soccer coach in high school that was a bull of a woman. Like an Army Drill Sargent with a bunch of lazy new recruits she would yell, scream, and scowl like she was eternally disappointed in everything we did.  At times we despised her, and cursed her presence. But she knew her sport inside and out and regardless of her military style leadership method, we truly respected her as she turned that lazy group of recruits into a formidable team.

For a long period of time I thought that is what a good leader was, overtly passionate, hard as stone, and never accepted anything but the absolute best.  Fear was your weapon, punishment was indiscriminate and came swiftly without hesitation. I was wrong.

Years later, after college I met my current mentor, a serial entrepreneur and CEO whose leadership style was almost the exact opposite of what I expected from a successful leader. He led by example. He didn’t just ask the people around him to make things happen, he had no problem pulling on a pair of gloves or flying across the globe to move the business forward.  When he spoke, he shared strong beliefs in the mission of the company and the team.  He not only made room for failure, but expected everyone around him to try to reach beyond themselves and fail regularly.  He gave his power away, and put his faith in the team around him, guiding them, and mentoring them toward both personal and business success.

Influence:

Despite the difference in methods, both of these leadership styles contained an essential requirement of leadership. Influence. Ineffective leaders simply do not have any influence with the people they wish to lead. Usually, they lack influence because they lack position, lack permission, or lack production.  Many think that having the right position or title is essential for leadership, but permission and production are far more important.  Without permission and production, there will be no position.

People around you will not give you permission to lead if you do not have the personal connection, the buy-in, or the relationships that makes people want to follow you. Without permission you simply cannot lead.  To gain permission you must develop trusting relationships with the team you wish to lead and demonstrate personal interest in each and every individual’s personal and career success.

Concurrently, leaders must be able to demonstrate results. The people around the leader must be able to point to areas of credible production directly associated with the leader’s actions. When work gets done and goals are achieved morale goes up, momentum builds, and the level of leadership begins to rise. Production creates respect for the leader’s expertise and credibility.

Individuals that obtain permission and demonstrate production will often find themselves in a leadership position even without an official title. But when the time comes, the title will simply be a formal acknowledgment of the leadership level that already exists.

Inspiration:

Influence is good, and a minimum requirement of leadership. But, inspiration combined with influence is what makes great leaders, great companies, and great brands. Great leaders inspire us to believe in the potential, believe in the opportunity, and believe in a better version of ourselves. This is the difference between good leadership, and world changing leadership.

How to inspire others is a complex conundrum of human psychology. But, it can be boiled down to some very simple practices.

Clarity of Why – The leader must be able to provide a clear picture of a greater future and over-communicate the value and purpose of pursuing it as a team.

Lead by Example – Maintain a fair and principled set of values that cannot be influenced by outside forces or levels of financial success or failure.

Develop Others – Expect more of those around you and create an environment that supports and highly values the pursuit of personal growth and mentorship.

Take a Stand – Draw a line in the sand that separates those who believe in and are part of the mission and those that are not. This line should clearly differentiate the clients, partners, and team members that you work with.

Eat Last – Put the company, employees, and clients before yourself when it comes to acknowledgment and financial rewards.

I am deeply indebted to my mentor for the valuable leadership lessons he has taught me. Grow your leadership skills and your business will grow along with you.

Recommended Reading –

The 21 Irrefutable Laws of Leadership and The 5 Levels of Leadership by John Maxwell

Start with Why and Leaders Eat Last by Simon Sinek

The Advantage by Patrick Lencioni

Lots of leadership books and speakers talk about what you need to be doing as a leader. Inspiration, influence, and impact showing care, candor, character, and competence. But, what does your team want out of their opportunity and how can you support it?

Human beings are strange and complex. These six expectations every team member is looking for when they come to work demonstrate that complexity.

Certainty – Everyone needs to know that the sun is going to rise tomorrow and that the doors of the business will be open.  Base level requirements for everyone is the ability to rely on some things being certain and reliable. Without base level certainty, anarchy erupts.

Uncertainty – Yep, we all also need an element of uncertainty in our lives.  Will I have the opportunity to lead that project? How will the prospect react to the sales scripts I have been practicing? How will the boss react to my idea for change in my department? There must be some level of uncertainty to create the excitement that keeps people motivated. Some jobs can get monotonous. When in doubt, create a little uncertainty and watch the team spring back to life.

Significance – An extremely important need within us all that is often defined by our professional lives is our significance to others and influence in our department, company, community, and the world at large.  Feedback clarifies each individual’s significance in their world and providing regular praise to those who work with, above, and below reminds every one of their significance and supports a positive outlook.  Team members that are feeling insignificant will often resort to gossip and uncooperative competition with other team members.

Connection – Regardless of an individual’s MBTI or DISC personality profile, humans need connection to other people. Some introverts may prefer a small number of deep connections while others a wide range of many connections. But maintaining a connection with those you work with and those you serve is essential to maintaining a connection with “why” we all do what we do.

Growth – This need cannot be stressed enough and it is often the most ignored.  Inspiration and passion directly stem from curiosity and personal growth.  Not only must a leader demonstrate personal growth, but also provide opportunities for team members to learn and grow in areas they have strengths or curiosity.  Many of the most productive and inspiring leaders are lifelong “learners” and your business growth can be heavily dependent on the personal growth of the team.

Contribution – Few things feel better and are more motivating than taking a step back and saying “I did that”.  When I was younger, every fall my father would purchase and have me “stack” what felt like endless cords of firewood. But when I was done and could see the long rows of perfectly stacked firewood, I felt accomplished and that my contribution to the family was visible. In our highly evolving and fast paced digital world it is easy to lose sight of the big picture contribution. Discovering ways to make those contributions visible will pay long term dividends.

“40 million dollars, the whole global market is only 40 million dollars.” said the self proclaimed “old gray hair” and my long-term mentor across the table after reading my report on the market size of the company we were involved with. With a heavy sigh he simply said “the business DNA just sucks”.

Every business has a DNA… similar to human DNA… and that DNA sets the scope and global potential of the business.

Just as I will probably never play Major League Baseball as my personal DNA has set my baseball skills capacity at a maximum of “Little League Coach”…  some businesses simply don’t have the DNA to match the leadership team or owners short and long term expectations. Like opening a Hot Dog stand on a rural route, in a “city” with a population of  700. Even if that business hit it out of the park and was as successful as it could possibly be… the owner would likely be grinding it out for the rest of their life simply to get by. Yet entrepreneurs do it everyday with high expectations of business success.

I have met and spoken with a number of entrepreneurs who have big dreams and high expectations for their business ideas.  I applaud them and firmly believe that success is achievable if you are willing to put in the time and effort. But, decisions some entrepreneurs make in the heat of the moment as they file their state and federal tax ID forms bring me visions of a Vegas wedding to someone you just met.

Before you get involved with or start a business, take a minute to examine the DNA of that business and picture very clearly in your mind what the absolute maximum potential for success that business may have. Then, work backwards to clarify what is going to be required to get there, what is the time frame, the financial requirement, what is the longevity of the business, and the market response necessary for that success.

Most recently I was contacted by a Dentist who was looking for distribution for his new “battery powered toothbrush cleanser”. A simple contraption that was designed to clean the microbes from a toothbrush between brushings. He had left a thriving dental practice, and invested his life savings, to pursue his dream of manufacturing and selling his invention.  He had hit the wall and was becoming frantic trying anything and everything to get his product to market. He was a victim of poor business DNA. Not only is the market size for toothbrush cleansers about as large as a hot dog stand, his invention was more expensive than existing products, bulky, and had low margins. His business DNA just sucked.

Some things you can change within a business, with good leadership, talented people, and personal growth the “lid” on the business can move up. But, recognize and examine the DNA of a business before you take that first leap, it may save you from a nasty divorce with your Vegas bride.