Spoke with Frank Horvath today. He is author of 151 Quick Ideas To Motivate Your Sales Team. We discussed leadership and the skill of self development. He quoted a few studies that said there are two key skills conspicuously absent in leaders of today: 1) Developing themselves and 2) Developing others.
At the Leadership Institute we see that–with virtually every company. In the Hogan Assessment, the skill is called Learning. Even when people rate high for it, it doesn’t mean they are motivated to work on themselves.
The problem comes when the landscape is changing in your market – and your leaders (or you), don’t have a propensity to develop themselves. Consequently, they run companies that get left behind.
An example is new media. Lead generation today doesn’t come from traditional sources. Marketing has changed. Lead generation has changed. Selling has changed. New media (blogging and podcasting) should be a part of your strategy.
But if your leaders, because of their resistance to learning new things, are doing the same things now they’ve been doing for 20 years, your revenue will stagnate.
If your leaders don’t understand the web, html, autoresponders, internet marketing, email marketing, and new selling models, they will continue to try things that won’t work.
So you can blame it on your marketing agency. But it may not be their fault. It might be that your leaders are underdeveloped and can’t adjust their view of the world.
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