Everyone hates the decision maker

If you are the decision maker in your business, people will hate you.

Do you agree with this?

The decision maker is a position that many seek as they build their careers, but often when the position is earned it, comes with far more scrutiny and far less enjoyment than anticipated. So, why do we constantly seek the decision-maker positions? The reason, as usual, is simple and strikes to the heart of each of us as human beings. The answer is that power is attractive and motivating, especially for men.

Let me take this a level deeper. Historically in America, men have been nurtured to be decision makers, to want to make more money than their peers, and to strive for greatness and power as a key criteria for success. This can be validated and documented easily over the past 100 years. This has lead to difficult circumstances for many managers, executives, and other leaders in decision-making roles. The fact that I may not want to be the decision maker usually hits home after I have already won the position of decision maker. Now what do I do?

There is no clear path out of a misfit position, or job requirement. It’s a messy situation at any angle of approach. The key is to not end up in a role that will not equal personal success.  Do this by striving for true self-awareness and self-acceptance. Without those valuable virtues it will be difficult to effectively navigate yourself to true success.

Too often, a decision maker is chosen or promoted because she/he is popular among management and peers. However, when the role is assumed, guess what happens to that popularity?

Take five minutes today to reflect on these two questions about being the decision maker:

  1. Do I enjoy having the final say and accountability for decision making?
  2. Am I truly self-aware? If yes, have I accepted myself?

 

Driving to Better Sales – 5 – Matching People to Work (C) Fit/Gap Analysis

The “Driving to Better Sales” video series focuses on improving sales performance through systematic sales manager training through construction and use of a Sales Performance Dashboard.  The Dashboard contains the critical information necessary for sales training coaching. 

This fifth video describes how the Dashboard assists with assessment and selection decisions, not only with pre-employment assessment but also career pathing with incumbent salespeople.

Driving to Better Sales Team Training & Matching People to Work

A key element of our approach to sales training coaching involves using a personality assessment test and career pathing.

The Matching People to Work process includes:

  1. Establishing a behavioral target for the “ideal” performer in the sales job.
  2. Validating our behavioral target with actual individual performance results.
  3. Identifying individuals’ behavior patterns with a personality assessment.
  4. Comparing the individual to the target.

A personality assessment test and system can provide a proven process for matching people to work.

We typically begin with a theoretical behavioral target of an “ideal” performer for the sales job based on the Job Description and management judgment.

This target is summarized in a variety of ways, including key behavior characteristics such as:

  • Selling Communication Style
  • Attention to Detail
  • Risk Orientation
  • Drive for Goal Attainment
  • Self Confidence Level

I use individuals’ personality assessment results to match the person to the job target and to build a sales team and the proper direction for sales team training and subsequent coaching efforts.

When developing coaching plans, keep in mind both the target and an individual’s personality pattern to fully leverage the insights gained.