Page 15 - Becoming a Successful Manager

6 KNOWING THE TERRITORY

are questioned. Ultimately, the nonprofessionals’ lack of confi -
dence, defensive nature, and apparent lack of complete control
over their domain cause others to distrust them and their judg-
ments. Such conditions inevitably create chaos and a negative
work environment.
Professionals focus their energies on fulfi lling their responsi-
bilities and achieving results, not on portraying a particular image.
Because professionals believe that their actions, performance, and
accomplishments speak for themselves, the positive image oth-
ers have of them is based on tangible results, not on what they
say about themselves. Nonprofessionals talk about what they plan
to do, but their talk is generally not followed by actions. This is
a symptom of their desire to create a favorable image. For non-
professionals, looking good seems to be of greater concern than
actually being good. However, in reality, they don’t look good,
because they don’t follow through on their promises, and as a
result, they are frequently criticized for “talking a better game
than they play.”
Professionals make what they do look easy. This is a result
of their awareness of what’s required to excel and their dedica-
tion to perfecting their skills. Nonprofessionals often struggle
to accomplish what is required of them. It’s as if they’re not
sure of themselves and what constitutes appropriate actions, so
they muddle along in pursuit of undefi ned and underdeveloped
objectives.
Professionals are subtle when performing their jobs. They ful-
fi ll objectives without calling attention to themselves and their

activities and without flaunting their position. Recipients of their

services know they’re benefiting, but they don’t know the minutia
of what the professional is doing to effect this result. Of profes-
sional managers we have known, their staff members say things