Leadership

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Leadership
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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 cant influence others, they wont follow
  you. And if they wont follow, youre not a
  leader.

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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

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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 dont become champions in the ring
  they are merely recognized there.

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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

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Are leaders born or are they made?

• Leaders arent born, they are made. And they
  are made just like anything else, through hard
  work. And thats the price well have to pay to
  achieve that goal, or any goal.
• Vince Lombardi

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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

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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 mans 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

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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.

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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.

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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

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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

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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

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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

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Exercise

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

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A final quote

• An army of a thousand is easy to find, but, ah,
  how difficult to find a general.
• Chinese Proverb

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