Jeffrey Gitomer September 5, 2013

Leadership actions that are not an option for leaders.
 
“Where’s the action? Where’s the game?” is a line in the song “OldestEstablished” from the immortal Broadway show (and my personal favorite) Guys and Dolls.
 
For the uninformed, the show is about a craps game and a leader namedNathan Detroit. The movie version stars Frank Sinatra and Marlon Brandoand won all kinds of awards.
 
The plot is about gambling,winning, attracting, and making it happen no matter what. It’s just agreat show and movie with great music and a happy ending.
 
Thetheme is one of looking to the leader to make things happen. And it’sthe same in your business – just without the craps game and the songs.BUT not without gambling. All business is a gamble and all businesseslook to their leaders to “make it happen.”
 
Here are theactions I have observed about leadership that are mandatory forleadership success. They’re internal actions that build trust, earnrespect, and create a team of inspired people – inspired to beproductive and do their best…
 
• Great leaders are value providers, not order givers. At the TOP of every employee’s list of job wants (besides more money)is to be appreciated and valued. When appreciation for a job well doneis conveyed, positive environment thrives.
• Great leaders tell the truth. Truth creates trust and confidence and a reliance on the consistency ofmessage. All other leadership characteristics and outcomes fade if there is a lack of truth. (Same in life.)
• Great leaders are in control and earn respect. Quick to decide and not afraid to make or admit mistakes, great leaders arerespected because they take action and respected because they arevulnerable.
• Great leaders focus on OUTCOME to ensure completed tasks. Don’t focus on task or project completion. Rather, think what willhappen AFTER the project is completed. Outcome, not task. Outcome, notresults.
• Great leaders are responsible by example and expect the same from their people. Everyone “looks” to and at leaders. Watches their every move. If theleader is slack, lacks work ethic, or is slow to decide, they have given tacit permission to theirteam to be and do the same. The best leadersare first in, last out, and work their ass off in the middle.
•  Great leaders value and display tolerance and temperance. First in themselves – then from others. I’m not a fan of leaders who rant.Lots of successful ones do rant, but there are rules to follow if you’re one of them.
RULE 1 – Praise in public.
RULE 2 – Reprimand in private.
RULE 2.5 – Record yourself doing both praise and reprimand. See how yousound to others by listening to yourself. You may not like it.
• Great leaders are excellent communicators that are listened to intently, and are clearly understood. The one characteristic that gets more productivity and generates moreachievement and positive outcome is clear communication. Leaders have aresponsibility and a challenge to be excellent at it.
• Great leaders train WITH their people, continuously. If training is to have a lastingvalue, it must have leadership supportAND participation. Leaders must train to be better leaders. Start byrating yourself 1-10 on the qualities I have listed here. Anything lessthat a 7 (out of 10) requires immediate attention.
• Great leaders are wide open to new ideas and innovation. “That’s the way we’ve always done it” is a recipe for failure. Leaders arereaders, constantly searching for new ways to be better.
• Great leaders are tech-savvy. Leaders need to be tweeters, and need to lead the way by communicatingvalue and ideas through social media. A leader’s example can create anavalanche of great service, goodwill, loyal customers, increased sales,and better reputation – or not.
• Great leaders concentrate on and think BEST. It always takes extra effort to be or strive to be “best,” that’s whyso many people fail. Failure occurs when people (leaders or not) fail to do their best and be their best – daily.
• Great leaders remain committed. The best leaders never waver. They’re loyal, steadfast examples of what and who others aspire to be and be like. They’re not just mission driven;they’re also “personal mission” driven. They are respected and followedbecause of their commitment.
• Great leaders encourage. Theybuild pride with a “you can do it” philosophy and communication style.They encourage their people to succeed, and do so with a helpful,positive attitude. A coach and a teacher, not a manager or a boss. Bigdifference, both in results and morale.
 
Did I just define yourleader? Did I just define how you are inspired to be and do your bestevery day? I hope so, but I doubt it.
 
The challenge for you,whether you’re a leader or a team member, is to study these qualities,and talk about them openly. One of thetragedies of leadership is thatthe (overrated) 360-degree feedback process, usually only goes 180degrees.
 
Great leaders don’t just lead by example – they set the standard. What kind of standard are you setting?
 
Jeffrey Gitomer is the author of twelve best-selling books including The SalesBible and The Little Red Book of Selling. His forthcoming book, 21.5Unbreakable Laws of Selling, will be available September 3rd, and willfeature a national public seminar tour.  Get the details atwww.gitomer.com. It will lead you to more information about training and seminars, or email him personally at [email protected].
 
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