I learned through a TV interview that Steve Ross, the American head-hunted to turnaround retail chain Edcon, has managed to more than double the size of the business and return it to healthy profits. Consequently, he’s considered somewhat a leadership guru in his S African sphere of commerce.
He was asked at the end, as these things often run, to isolate his one key tip. He answered that a manager must always “set the standard”.
It is a point frequently heard from “how I made it” autobiographies, but one worth reflecting on once more nevertheless.
Not only is it relevant to (sales) managers, but also to solitary salespeople. The standard set can so often rub off on those around you; your bosses, customers, prospects and colleagues. And when pursued with vigour, the right standard set can lead to all sorts of rewards.