Leadership Execution Essentials

2

Leaders are In Control

Expectations &

Feedback

Consequences&

Incentives

Skills&

Knowledge

Tracking & Visibility

Inspiring&

Motivating

Sales Leader

3

Leaders Provide Clear Expectations & Feedback

Set expectations early and often• It is never too early to explain what is expected• Expectations are set and the process never ends• Ask each team member how they like to be led/managed

Reinforce expectations through multi-channel communication• Verbal – team meetings, 1-on-1 meetings, ad-hoc• Written – memos, email• Through Action – leaders show their team what is expected

Provide timely feedback when expectations are exceeded or not met

Establish a feedback loop so that all levels can communicate how your leadership style effects them individually

4

Leaders Provide Consequences & Incentives

Clearly articulate the consequences of acting outside of expectations.• As well as the incentives related to desired performance

Make sure that you are catching your people doing something right and reward them for it.

• Create fun and engaging ways to reward and recognize the right behaviors

People work better when….• they clearly understand expectations, • why they are important• what the impact of non-compliance is

People respond better to the carrot than the stick

5

Leaders Improve Skills & Knowledge

Coaching and development is a key responsibility of a Leader.• This must be done on a regular and ongoing basis, not just at training events and meetings

Leaders provide clear expectations. People need to know exactly what is expected of them

Leaders show the team how to do something, not just tell them to do it. People learn by seeing and doing – a description or command is not enough

Leaders continually identify opportunities to coach for improved performance. People want to improve in what they do – good coaching is always welcome

6

Leaders Inspire And Motivate

Leaders work with their team to create a shared vision• A shared vision creates a common goal that is inspiring and motivating

Leaders communicate frequently and share successes• Communication and recognition makes people feel important and inspires team

members to excel

Leaders build relationships with their team members• Relationships help to build real motivation – people work harder for people they care

about

7

Leaders create Tracking & Visibility

Developing Success metrics is a key responsibility of a Leader.• Carefully thought-out and aligned to the expected behaviors and outcomes.

Leaders provide continuous visibility to the organization of progress against expectations.

People know exactly what is expected and tracking provides the individual and organization real time data against goals

Reporting provides the organization with insights that allow for pro-active behaviors People learn by seeing and doing – a description or command is not enough

Leaders use data/reporting/tracking to identify opportunities to coach for improved performance.