“If you show up that way and align the leadership style to what the person needs in that task, in that moment, you will have tremendous success.” – David Weiss in today’s Tip 625
How about you? Are you a master of the task?
Join the conversation below and share your thoughts!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today David Weiss from Outreach is back to finish his sales leadership series. Here he is:
David Weiss: Good morning everyone out there and the Sales Success Community. David Weiss coming at you with another tip of the day. So this is the third tip in the Leadership Series. The first one was all about you and your person against their quota and their business. The other one is leveraging a strengths-based approach for coaching. And then the last one is all around situational leadership. So I’m a believer that if you do these three things, you will have better results and happier people.
So situational leadership is a concept created by Ken Blanchard. So check Ken out and it is all about understanding where a person is across four different levels on any given task. So the thought is you have the four levels are, you’ve never done the task before. You’ve done the task but in a limited amount. You have done the task successfully multiple times but maybe need some help. And you are a master at the task. You could teach it, you could write books on it. You know it. You’ve done it. You’ve executed on it.
Alright, so let’s kind of talk about the styles. Before you ask anyone to do anything in the business that you need, that has an outcome tied to it that you need them to do. You need to think about, “Okay. Where does someone sit on their experience level with the task I’m asking them to do and the way I just mentioned.” So if someone is, has never done a task before you want to be highly directive, here’s how you do it. Here’s when you do it. Here’s everything you need to go do it. Now. You don’t get a say in it, just go do it.
The next is coaching. So someone has done the task a few times before, but you know, they’re learning to be good. That’s “Hey, remember, last time I asked you to do this, what did I ask you to do? Okay. What questions do you have? Okay. What is your plan? Okay.” Now let me tweak a little bit of it and go do it.
The next level is the person who’s done it multiple times before some steps need some help. That’s when you just say to them, “Hey, remember the last few times you’ve done it. You’ve done a great job. Really appreciate that. What is your plan for getting it done this time? Okay. I like the plan.” If you need to help them tweak it or shape it, do it, but otherwise just let them go execute.
Then you have your masters, your masters all you tell them to do is here’s the expectation. Here’s when I need it done by you, don’t ask them their plan. You don’t ask them anything. You don’t spend a lot of time on it. You just tell them where to go and what you want done and they go do it. Think like the Navy seals, Navy seals aren’t going to tell you their plan. You’re going to say, “Go take that mountain.” And the Navy seals we’re just going to go take the mountain. That’s because they’re masters.
So think through this, because what I often see is people have a singular leadership style and they edit often falls into realms. They’re either highly directive all the time to everybody, no matter what. And your people who are really good at things are going to hate you. Like, I mean, literally hate you. When people take a directive style to me on tasks that I literally have written books on, I get pretty pissed off. Like it just doesn’t feel good. Cause I’m like, dude, I actually probably know how to do this better than you. The other leadership styles, they delegate too much. They delegate to people who have no idea what they’re doing. We’re only a little bit of idea that what they’re doing and they don’t give enough direction. And the people they’re just lost. They’re like, I don’t know what to do. Okay. I guess I’ll just try and figure it out. And then the results aren’t there. And then the person gets all mad and they don’t do a good job in the middle.
So when you really need to do is truly assess me as a leader, what am I asking someone to go do? And then truly assess where they are in their personal development, on those things. And then show up as the leader they need for the task you’re asking them to do. And as a tip, everybody is different and there you are at a different development level across all tasks. And there could be 50 plus tasks that you ask someone to do in business. So you’ve gotta be thoughtful about this, but if you show up that way and align the leadership style to what the person needs in that task, in that moment, you will have tremendous success, respect from people. They will feel heard. They will feel loved. They will feel understood and you will get better results. So thanks for listening and as always reach out to me, if I can help anything. Take care.
Scott Ingram: We’ll have those links for you to reach out to David over at DailySales.Tips/625. You should also check out the podcast he hosts with his wife Ehrin, who is a Psychologist, called PsychAndSales, and of course, we’ll have that link for you there as well.
Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!