What is your campaign promise?

​October 2016

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If you want to be successful as a manager, you need to elevate your thinking (“DUH!”).  But in a world where most of you have been elevated without formal training, that idea is not that basic: observing role models and reading books is not enough to train you for successful management.  You have to do some exercises that help you go higher, no matter what your level  or degree of responsibility.   
 
You must stand for something.  You must develop a system of beliefs that can be translated into daily behaviors for the good of your peeps…and for the long-term sustainability and growth of your career.  

Too often in my practice I hear the following answers when I ask managers “what do you stand for?...what is your M.O. in terms of daily leadership duties?” 

1. “I’m a relationship guy.”
2. “I lead by example.”
3. “I’m all about the close.”
4. “I’m there 24/7 for my people.”

 None of these are management principles.  They’re catch phrases and clichés that are fed to me because the manager thinks it will pacify my query, or that it’s the right answer.  They’re not necessarily wrong, but these answers aren’t right either; these responses are not expansive and comprehensive enough to constitute vision and a strong leadership platform.
 
Let’s quickly critique the above answers and then get on with our assignment…yes, there’s homework.  (Ya didn’t think I’d give you all the answers, eh?)

1. “I’m a relationship guy”:  Narrow and assumed (it’s a part of your job to have good relationships).  This answer lacks depth that covers a wide swath of issues you’ll face as a manager needing attention and careful thought.
2. “I lead by example”:  Assumes others accurately assess your actions and behaviors…heck, this even wrongly assumes others are watching and/or getting to see your entire body of work.
3. “I’m all about the close”:  Again, too narrow.  What about the numerous, nuanced steps that lead to the opportunity to close?
4. “I’m there 24/7 for my people”:  Hope so.  Being in management means full accessibility and frequent contact.  But you’re not a 7/11 franchise selling Pepto Bismol at 2am. 

 
We’re gonna continue this convo in next month’s Selling.2.YES which will give you a month to work on the answer to the questions: “What do you stand for?  What is your management credo?”  And more importantly, “how does your credo (manifesto…whatever you want to label it) get activated through the myriad number of scenarios and challenges that you face in every day life?”
 
If you want to send me some thoughts ahead of time for a 1:1 dialogue, ping me here at the email you have for me, Michael@core6advisors.com.
 
Ciao for now!   ​ 

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