Erick Lauber, an applied psychologist at Indiana University of Pennsylvania provided insight on the three myths great leaders should be on the look out for. We’ve applied these to our FLIP’D framework to hopefully remove these obstacles from your coaching efforts in the future. Here they are …
The Myth of Omnipotence
Being an “outside-in” manager and thinking you can tell anyone on your team to do practically anything … and they are going to just jump on it, with a smile and a nod, is not realistic. Blind obedience is not based on someone’s position in an organizational chart. Yes, this works for the military (re: chain of command) but not in a highly functioning sales organization.
FLIP’D Around: Building a team of followers, required winning hearts and minds. Start with careful nurturing of each individual on your team and develop that trust over time vs. demanding it up front.
The Myth of Omniscience
It’s not realistic to believe that all leaders know EVERYTHING there is to know about the business, the products and the customer. In most settings if you perceive yourself (or are perceived) as the “knower of everything” it makes a brand new leader micromanage and attempt to oversee the smallest of details.
FLIP’D Around: Be extremely transparent and admit to not knowing, if you truly don’t. Even taking the POV of “pretending” to not know, and asking more questions, to extract the answers from your AEs is a great coaching technique.
Putting on the “human costume” versus the Superman version is extremely refreshing for your sales reps and extended teams. Admitting areas of weakness are actually strengths in a top leader.
The Myth of Omni-Adrenaline
Believing that excellent execution from a team demands “adrenaline surges”, rousing speeches, fire and brimstone, and lots of shouting (or extremely intense discussions) is common for some leaders. In reality, these types of surges are only useful for invoking “over-learned, mindless performance” in the face of fear and actual physiological arousal. Not so good.
FLIP’D Around: The “Always-On-Manager and Pacesetter” that drives a team through constant injections of adrenaline is really diminishing. Think about how to find creative problem-solving and skillfully guided coaching conversations with your team.
Remember it’s all about “decision velocity” in a revenue driven world. Shots of weekly adrenaline during your team calls (or meetings) start to wear off quickly. Think long term and leverage your FLIP’D coaching framework to guide meaningful dialogue to drive results, that are FOCUS oriented and specific to the individual.
Putting these into Action
These three myths are excellent topics for a future team (or 1:1) call. Ask your team members, in a fully transparent and honest way — do I ever accidentally slip into any of these — or do you feel that I represent any of these myths? It can make for a great team conversation!