Distinguish Between Selling and Leading

By Dennis McCafferty

Don’t Seek to Control

As opposed to dictating desired behaviors, look to influence them - and then observe carefully how results are obtained.

Take the Point Guard Approach

True leaders make everyone around them better, to a level where strong performance is so routine it emerges as instinctual.

Embrace Brutal Candor

When employees/colleagues give genuine feedback, it presents an unfiltered evaluation of your effectiveness.

Avoid Perfectionism

All innovation requires tolerable risk. Employees must know they're allowed to fail in order to pursue innovation.

Be Generous with Time

Setting aside moments for serious exchange can develop employees as independent thinkers -- and you'll learn about intuition from them in the process.

Get Comfortable with the Illogical

Innovation doesn't arrive from the tried and true. The word "paradox" stems from a Greek word for "opposed to existing notions."

Crush the Hierarchical Mindset

Collaborate with others based upon their capacity to contribute, not their job titles.

Gain a Total View of Customers

They're more than profit generators - they provide valuable feedback and business-focused insights if they are skillfully engaged.

Distinguish Between Selling and Leading

Sellers view business simply as a transaction. Leaders interpret business as part of a large, interconnected Web that forms relationships and communities.

This article was originally published on 11-30-2011