January 29, 2019
Setting the Example
Share This Post
We’ve all witnessed it, right? The executive leader who acts (and probably views themselves as) “too good to do the dirty work”. Whether this feeling of exclusivity comes from
A television show called Undercover Boss showed us executive leaders that temporarily put on a disguise, and sweated it out with the field workers in order to better understand the inner-workings of the business. At the end of each episode, the executive would discuss what they learned, and share what they would change. In almost every episode, the leader committed to
Why don’t more leaders do this? The psychology for this could likely be an article on its own, but it is safe to say that there
Doug Dickerson shared a story in 2016 about
Leaders are busy. There is seemingly little time to get into the field, but it can be done if you take the time to plan for it. In my last corporate position, I planned into my calendar specific times and dates where I would be in the field with sales and with service. I would typically time this around operational reviews, or other visits to the local management in the field. If I could be seen in the field helping to sell or install our products and services, this caused the local team to be more open with me as I asked questions regarding the operation. This could then be used to better understand how I could help (or re-direct) the management in that office.
There were other unexpected benefits that came from this. As I had a regular track record of sales in the field, this removed many of the excuses from the management team as to why they couldn’t be in the field selling from time to time. This was especially true when I sold a product or service that was new or innovative; of which, the field was often hesitant to try. I similarly remember a time where I was in Dallas with an installation crew, working on a particularly labor-intensive project. This project required some specific licensure which I did not hold, so I could not do much outside of rough manual labor.
Share This Post