It is not about the business, or you…

The key to understanding someones actions, and therefore being in a position to influence them and their behaviour in the future, is understanding their agenda.

  • That salesperson who does everything by the book is not interested in the thrill of discovery.
  • That wannabe’ high flyer pursuing their own promotion is not interested in the development of other people’s potential.
  • That account manager who does the 9-5 but seems to have lost their passion for the work – is passionate about something – just not working for you.

The key to outstanding management is to recognise that it is not about your organisation, or you – it is about them and their agenda. The sooner you invest time an understanding this the sooner you will start to get a significant return on your investment in relationships.

2 Responses

  1. Andy, I tried to avoid stereotypes. Do you know many salespeople who do ‘everything by the book’!. I agree with you though that a manager who can show sensitivity to personality types as well as aspirations and goals is going to be streaks ahead of a manager who engages everyone the same way.

  2. I agree entirely, except that your examples rsk inappropriate stereotyping. At the risk of stating the obvious, this is where techniques such as Myer-Briggs Type Indicators (MBTI) come in.
    I’ve always thought it would be helpful if people went round with their MBTI-type stamped on their foreheads! Alas, we don’t have this resource, but if you can somehow gather this information – through team-building events or simply by obeservation and deduction – then it can give a powerful insight into why people behave the way they do.
    As a well-known book on the subject is entitled: “I’m not crazy, I’m just not you!”

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