What’s a Fatal Flaw for the Sales Management Leader?
Assigned reading for this quarter’s class in my Master’s in Transformational Leadership program at Bethel University is The Extraordinary Leader by Zenger and Folkman. Have you read this book yet? If not, I highly recommend!
One of their key research findings is that character is core to leadership. You can all sorts in incredible talents and skill, including the ability to drive results and to communicate well. However, lacking character is a Fatal Flaw that will destroy any leader, whether a president, CEO or sales management leader.
This topic is apropos since I’m actively involved in helping two separate companies in separate industries, medical device and manufacturing, hire VP of sales. Yes, the skills identified in Yes You Can: 67 Tips to Raise Sales Results in a Recession, are important; but, they are useless with character.
So, how is character defined? Here are some of the way that authors indicate that character gets defined (page 56 of Extraordinary Leader). I invite you to rank yourself on each of these attributes.
Making decisions with the company in mind; not their personal interests.
Keeping commitments. They walk the talk.
Committed to continuous improvement; they are constantly learning how to improve their game.
Receptive to feedback; in fact, they actively seek feedback from others to help them grow.
Approachable by everyone, regardless of rank or position.
Treating everyone the same; no preferential treatment.
Treating everyone with respect and dignity, regardless.
Assuming others have good intentions; trusting others.
Works collaboratively with others.
Tenacious; being determined even in the midst of difficult obstacles.
Emotionally resilience; adjusts rapidly to changing circumstances.
So, how do you rank yourself? Where are you strong? Where do you need to continue developing and strengthening your core, your character?