Take a Fresh Perspective

I’m always curious about what experiences have the most impact on leaders – which ones teach them lessons they use for a lifetime.  Recently I asked a VP of Sales this question.  He didn’t hesitate for a moment.  Here’s the story he told me:

When he started with his current company, they gave him a territory to manage that was off the beaten path – one that was small and nowhere near headquarters or a major metropolitan area.  It was his first management position, and he was excited.  It was his chance to jump in and try all the things he’d learned.  Top of his list?  Motivating people based on their needs, not his.  Being available to listen to their concerns and their ideas.  Delegating as much as possible, but keeping in mind their skills and interests.  

It was hard work, but it turned out well.  By the end of the first year, his territory was among the top 5 in the company.

At that point the CEO took him aside and congratulated him.  Then she added, “Frankly, I’m astonished at your success.”

He was more than a little concerned.  “I hope it wasn’t because you didn’t think I had it in me.”

“No,” she replied.  “Nothing personal.  But that territory?  It was the dumping ground for sales people who’d failed elsewhere.”

He was shocked.  But here’s the lesson he took away.  No one told him they were failures so he didn’t treat them that way.  And they rose to the occasion.  

After sharing this story, he told me “From that point on, I’ve tried to avoid listening to other people’s opinions about my folks.  I assume the best, and then I watch the results. I admit it’s not easy doing this, but I certainly try!  My motto:  Take a fresh perspective.  And I encourage those around me to do it too.  For me, it’s the path to success!”