Caring or controlling, and responsible ‘to’ or responsible ‘for’!
The two ‘C’s’ come into force – as do the two ‘R’s’ – the minute you recruit just one person, and so start to build a team.
Let’s discuss responsibility firstly; you are responsible TO your direct recruits. You are responsible to give them some initial training, to support the launch of their business and to guide and support them throughout their career.
You are not responsible FOR them. For example, if you help them to devise a list of contacts, teach them how to approach those contacts and how to ‘close the sale’ (that’s a whole other blog topic) – yet they don’t take action to gain sales, bookings or recruits – then you are not responsible for their results. You’ve done your job. As the old saying goes, ’you can take a horse to water…’.
You are also responsible to inform your team about upcoming meetings, and to contact them if you can see that they are not achieving their personal/business goals (which often relate to the reason they joined).
I remember a few years back, when one consultant I was working with expected to earn 30% commission on his monthly sales. When his pay-slip arrived he was shocked to see he had been paid £247.50 instead of £330.00. What had happened was that he had earned 25% commission on his personal sales; he had expected to earn 30% but…he had sold £10 short of the £1000 needed to hit the 30% commission level. Ouch!
He was not happy and when he rang his upline to share his disappointment he said, ‘If I go to the supermarket the cashiers usually tip me the wink if there is an offer I that I may have missed. I find that really helpful’.
He carried on, ‘It would help me if you could let me know if I am close to my monthly goal so that I don’t miss out again’
The upline and the consultant agreed that, going forward, around a week before the end of the month, if extra sales were needed to reach a certain level of discount the upline would call the consultant to check that he was aware and had a plan to achieve his goal!
When I discussed ‘team support calls’ with this consultant’s upline, she told me, ‘I’ve never made them because my team are self-employed and I don’t want to push them or put pressure on them…I don’t like pressure myself and I know they are intelligent people; I ***ass-u-me (d) they all tracked their own sales and I don’t want my team to think I’m a control freak’.
As we know, most people in our profession are busy people. They are not infallible though, so they can miss things. Our job as leaders is to CARE enough about our team to ensure we offer support; that also means ‘tipping them the wink’ when we can see something that means they may miss out!
A tactful, caring, leader makes calls such as…’Hey, I just noticed you are a little way off track with your business….how can I help you?’
A controlling leader is more likely to say, ‘You need to….’
Can you guess which type of leader is the most successful?
NB A voice call is so much better than a text or email – you can put expression into your voice, so that there is no mis-understanding as to whether you are calling to ‘Care’ or ‘Control’.
***assume (d) is making an ‘ass (out of) u (and me) – as many of you will know.