Sales-articles. Strategy-planning. Insight Newsletter by Zachary Scott. RporateCoach. 12 Things Good Bosses Believe - The Conversation. By Robert I. Sutton | 9:32 AM May 28, 2010 What makes a boss great? It’s a question I’ve been researching for a while now. In June 2009, I offered some analysis in HBR on the subject, and more recently I’ve been hard at work on a book called Good Boss, Bad Boss (published in September by Business Plus).
In both cases, my approach has been to be as evidence-based as possible. At the same time, I’ve come to conclude that all the technique and behavior coaching in the world won’t make a boss great if that boss doesn’t also have a certain mindset. What do you say: does that about cover it? If you’re like most people I meet, you’ve had your share of bad bosses — and probably at least one good one. Robert Sutton is Professor of Management Science and Engineering at Stanford University. Newsletter Articles. If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you.
Managers struggle with this all the time, and many would be leaders lose their ability to successfully direct their teams because they are afraid of exercising this authority for fear of alienating other team members. The problem is that most managers and other figures of authority -- Directors, V.P.’s, and business owners -- have never been taught how to properly exercise authority and command respect as leaders. If you find yourself in this position, follow this proven, 5-step method for exercising authority. It will not only get results, but it will establish, or re-establish, your role as leader of your sales team or department. 1. 2. 3. 4. 5. About the Author: Disclaimer: The views and opinions expressed in this article are strictly those of the author.