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Posted: Sat Feb 01, 2025 6:38 am
A large-scale study of 2,000 global leaders found that frontline leaders such as managers and supervisors were more likely to engage in a directive style of leadership than their more senior counterparts — favoring instructions over collaboration. The problem is that this style of leadership can have unintended, long-lasting, and negative consequences on team performance. It’s also an issue that can become further exacerbated when leaders find their teams tracking behind their goals, especially gambling data turkey during high-pressure quota periods.
When the stakes are high, leaders can be tempted to go down a dark path, usurping full control over their reps’ deals and taking on the role of “Super Rep” in an effort to save the day. Warning: Don’t Play Super Rep! Donning your cape, pushing your way into your team’s deals, and taking on the role of the “Super Rep” when things aren’t going according to plan may seem necessary on the surface, but engaging in this behavior repeatedly and in the wrong way can have negative consequences, including: 1.
Stunted Learning If you constantly rescue your sales reps, not only will you condition them to be rescued, but they’ll also struggle to learn essential skills for overcoming obstacles. Give them room to navigate tough situations with your guidance, not by assuming total control. 2. Strained Trust Taking over deals can make your team members believe you don’t trust their skills and experience. This creates unnecessary tension and leads to decreased team morale and loyalty, ultimately limiting your growth and development as a leader.
When the stakes are high, leaders can be tempted to go down a dark path, usurping full control over their reps’ deals and taking on the role of “Super Rep” in an effort to save the day. Warning: Don’t Play Super Rep! Donning your cape, pushing your way into your team’s deals, and taking on the role of the “Super Rep” when things aren’t going according to plan may seem necessary on the surface, but engaging in this behavior repeatedly and in the wrong way can have negative consequences, including: 1.
Stunted Learning If you constantly rescue your sales reps, not only will you condition them to be rescued, but they’ll also struggle to learn essential skills for overcoming obstacles. Give them room to navigate tough situations with your guidance, not by assuming total control. 2. Strained Trust Taking over deals can make your team members believe you don’t trust their skills and experience. This creates unnecessary tension and leads to decreased team morale and loyalty, ultimately limiting your growth and development as a leader.