Page 160 - How Great Leaders Build Abundant Organizations That Win

HOW DO I BUILD A POSITIVE WORK ENVIRONMENT? (EFFECTIVE WORK CULTURE OR SETTING)

and preparation—holes they could set about plugging with
training and supervision. The overall work environment is
more positive when people know they are providing good
service.

7. Attitude Toward Accountability: Enfeebling
Others Versus Empowering Others

A new head of a U.S. sales operation presented his plan to
the senior executive team. He was a bit embarrassed that
he did not have a dramatic new program to increase sales
in a tough market. What he proposed was “Management
101”—having each salesperson set clear goals for sales and
make practical plans about which customers to meet with,
what products to offer, and how to spend time to reach the
goals. He prepared a simple one-page accountability form to
use to follow up with each direct report each week. Nothing
dramatic, no fancy program, not a lot of fanfare. But no one
was surprised when after three months revenues began to
increase. As employees began to realize that their new leader
had clear, reasonable expectations and held them account-
able for results, they came to trust that they could succeed.
Employees want leaders to lead, not just be peers or
friends. Leading includes setting clear goals and expectations
and then following up to make sure people are accountable
for results. When employees participate in the expectations,
they have more ownership for them. When leaders offer
direct and clear feedback and help employees analyze their
performance strengths and weaknesses, employees learn and
move forward. When employees succeed, they have a better
experience at work.

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