ACTG Sales Management Blog

Sales & Sales Management Expertise Blog  

Lessons from a Few Great Leaders

Posted by Linda Cole on Thu, Oct 01, 2020

Many Great Leaders precede us and the mentorship these leaders provide can help us move our businesses forward if we study and implement some of their learnings and accomplishments. A myriad of basic business tenets demonstrated in the leadership of many influential historical figures have the potential to help us plan our next expansion, create or grow with exploding demand or navigate unprecedented times of change.

adult-african-american-people-black-women-business-1181605

Charles Schwab comes to mind. His book, Invested; Changing Forever the Way Americans Invest, provides us the biography of his revolutionary consumer-direct investment concept. Schwab led the way for the birth of an industry with his passion, beliefs and tenacity in the face of a traditional and hostile Wall Street. The take-aways from his book are numerous and inspirational. Most notably, Charles Schwab had an unwavering vision. His commitment, tenacity and fortitude are demonstrated throughout the book.

Abraham Lincoln created a team composed of able political rivals-- People who were unafraid to voice their opinion or disagree with him. These people were confident in their own leadership abilities. Early examples of diversity and inclusion, Lincoln’s actions help us understand how much better we can be if we find and recruit people from differing perspectives who challenge our thinking. This is particularly relevant for attracting and representing differing constituents--when we are looking to expand our appeal to various market segments or different types of employees. 

Beth Mooney of Key Corp, became the first female CEO and Chairman of a top 20 US bank in 2011. Mooney led the way for women to become management and executives in banking. In an interview with Barron’s published April 3, 2020, she tells the story that in 1979 she was a secretary for a bank in Texas. She applied and interviewed for a management training program, then refused to leave the interview until she was accepted. Which she was, with the caveat that she earn her MBA.

Clearly, Beth Mooney was ambitious. She demonstrated commitment and a stubborn focus throughout her career. She knew firsthand the challenges that women and minorities faced in the white-male dominated banking space and through her determination and actions, Mooney made it possible for many women, minorities and LGBTQ to succeed.

Jesus had a servant heart. “The least of you shall be the greatest.” Focus on the needs of those people for whom you are responsible. Balance conviction with passion – Do not bend from your objectives when correcting behavior or outcomes. At the same time, do not “break the backs” of your people. The bricks and mortar of your business may crumble but armed with great followership you can remain strong and prosper. Leadership skills will only take you as far as your character allows. No amount of skill will overcome a lack of transparency, integrity or honesty.

Margaret Thatcher, the autocratic leader, was known as the “Iron Lady”. Her conviction and values along with her determination enabled her to set goals and see them through, even in the face of personal threat. An example of this was her reducing the influence of mining unions in the UK in 1984-95 , regardless of the push back from public and private opinion. A controversial leader, Thatcher believed that too much government involvement stymied economic growth and she worked untiringly transitioning the economy into the hands of the British people and businesses. Believe in your guiding principles with your heart and soul. If you fail, fail as a result of execution rather than belief. 

Who are your leadership heroes and what takeaways do you take from each? Maybe a parent or teacher provided great leadership qualities. What qualities do you hold yourself to? What qualities do you hold others to?

Identify areas where you are strong and defend your position. What would others say about your list? What are necessary areas of improvement for you? Where are your gaps? What impact do these gaps produce? Are they problematic? Must they be addressed and if so, how will you fix them?

Finally build your own plan for improvement. Then share the plan with others and express your expectations of them. The best way to do that is to tell a story. What is your story?

Need to Improve Your Leadership Skills?

Topics: sales management success, sales leadership development, Leadership Skills, traits of successful people

    Follow #ACTG

     

    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

    Subscribe Here

    Most Read

    Recent Blogs