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Leadership

Leadership. Steve Harris. What is a Leader?. A Leader provides vision and has influence. A Leader “moves” people both physically and emotionally to make his/ her vision a reality. A Leader is a Manager.

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Leadership

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  1. Leadership Steve Harris

  2. What is a Leader? • A Leader provides vision and has influence. • A Leader “moves” people both physically and emotionally to make his/ her vision a reality.

  3. A Leader is a Manager • Managing is shaping work, projects, tasks and outcomes through a system of organizing, planning and directing by using company systems and checkpoints.

  4. A leader is a coach • Coaching is the ongoing process of shaping and developing people through training, observation, feedback and follow up in real time and on the job

  5. A leader always….. • Puts people FIRST!!! • Its not about YOU- Its about THEM!! • Find out THEIR goals and objectives. • MRO (a tool to define objectives and create accountability). • Establish expectations (both ways) from DAY ONE!

  6. A leader always… • Connects with their people by understanding their “WHY”, • The best leaders ask questions- They ask enough questions to assist their people in finding the answers themselves. • To help people develop, you must first help them become aware, on their own terms, of the need to change. To do this, you ask questions..

  7. A leader always… • Positions people to WIN! • Get the right people on the bus and sitting in the right seats. • Build Trust by working with your agents as committed. • Be optimistic about the future- Upon reaching the SA contract, immediately begin talking about the AD contract. • Have a plan for the future of EVERY new hire.

  8. Start with this Premise • The function of leadership is to produce more leaders NOT more followers. • Understand the “Law of Reciprocity”- Remember that as a leader you are rewarded through pay, recognition and promotions for what people do.

  9. Build Trust • When people follow you, they put themselves in a vulnerable position. In the book “Discover your Sales Strengths”, where you find top performing sales people, you'll find great sales leaders.

  10. Create positive emotional experiences • Make every moment a “coaching” moment • Remember to celebrate progress over searching for perfection • Failure is a necessary and needed aspect of success. • The best coaches are Optimistic, Visionary, Confident, Authentic, Studious and Empathetic.

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