Leadership What is leadership Leadership is the art

Leadership

What is leadership? • “Leadership is the art of getting someone else to do something you want done because he wants to do it. ” • Dwight D. Eisenhower • Leadership is influence – nothing more, nothing • less. If you can’t influence others, they won’t follow you. And if they won’t follow, you’re not a leader.

How do you develop leadership? • Leadership is developed daily, not in a day. ‘Larry Bird became an outstanding free throw shooter by practicing five hundred shots each morning before he went to school. ’ • “The only real training for leadership is leadership. ” • Anthony Jay

How do you develop leadership? • There is no quick way to develop leaders. They must learn throughout their lives – never ceasing as students, never being above gaining new insights or studying innovative procedures or methods. • Champions don’t become champions in the ring – they are merely recognized there.

What does it mean to lead? • To show the way by going in advance • To guide or direct in a course • To guide the behavior or opinion of • To direct the performance or activities of • To inspire the conduct of • To play a principal or guiding role in • To act as commander, director, or guide

Are leaders born or are they made? • “Leaders aren’t born, they are made. And they are made just like anything else, through hard work. And that’s the price we’ll have to pay to achieve that goal, or any goal. ” • Vince Lombardi

Group Discussion • What are the traits you feel the ideal sales leader possesses? • Take ten minutes to discuss • Nominate a group spokesman • Be prepared to discuss your list of traits

Traits of a Leader • “In order to be a leader a man must have followers. And to have followers, a man must have their confidence. Hence, the supreme quality for a leader is unquestionably integrity. Without it, no real success is possible, no matter whether it is on a section gang, a football field, in an army, or in an office. If a man’s associates find him guilty of being phony, if they find that he lacks forthright integrity, he will fail. His teachings and actions must square with each other. The first great need, therefore is integrity and high purpose. ” • Dwight D. Eisenhower

Traits of a Leader • Leaders at every level have the stamina to recover rapidly from disappointment – to bounce back from discouragement – without losing clear perspective, the emotional strength to persist in the face of seemingly impossible circumstances.

Traits of a Leader • The quality of unyielding drive to accomplish assignments. • Resilience to overcome personal misfortunes, discouragement, rejection and disappointment. • Recognition of the fact that they cannot do all the work themselves. • The ability to make difficult decisions.

Traits of a Leader • Assertive • To put oneself forward boldly or forcefully in an effort to make an opinion known • Organized • Enthusiastic • Responsible • Consistent/Persistent • Communicative

Leadership Styles • Autocratic • Tells others what to do • Limits discussion on ideas and new ways of doing things • Group does not experience feeling of teamwork – When effective • Time is limited • Individuals/group lack skill and knowledge • Group does not know each other – When ineffective • Developing a strong sense of team is the goal • Some degree of skill/knowledge is in members • Group wants some spontaneity in their work

Leadership Styles • Democratic • Involves group members in planning and carrying out activities • Asks before tells • Promotes the sense of teamwork – When effective • Time is available • Group is motivated and/or a sense of team exists • Some degree of skill or knowledge among members of group – When ineffective • Group is unmotivated • No skill/knowledge is in members • High degree of conflict present

Leadership Styles • Laissez-Faire • Gives little or no direction to group/individuals • Opinion is offered only when requested • A person does not seem to be in charge – When effective • High degree of skill and motivation • Sense of team exists • Routine is familiar to participants – When ineffective • Low sense of team/interdependence • Low degree of skill/knowledge is in members • Group expects to be told what to do

Exercise • A leadership yarn • Write a narrative on ‘What type of leader you will be. ’

A final quote… • “An army of a thousand is easy to find, but, ah, how difficult to find a general. ” • Chinese Proverb