Fear Factor The Biggest Reason Managers Lead With Fear

Book Karin & David Today Fear Factor: The Biggest Reason Managers Lead With Fear Most leaders know better. Leading with fear and intimidation is so old-fashioned. So why do so many managers slip back into destructive behaviors? Mark, a senior govt at a Fortune 50, slams his fist on his desk as he evaluations the latest sales results. He thinks: “Why don’t they get it? We can’t miss our targets this quarter! Sure there have been some unusual circumstances, but this is no time for excuses. We’re within the fight of our lives! I’d better be sure they perceive how severe that is.” So he calls an emergency assembly with his Director group, and lays the concern on thick. A few F-bombs, desk slams, and thirty-seven “OR ELSES.” He would never discuss this way to his sales managers. He’s mastered the art of strolling round.…. But he figures these guys can handle it. When his spouse, Jenny, questions his “I actually let them have it this time” approach at dinner, he laughs nervously. “That’s why they receives a commission the “massive bucks.† Grace, considered one of Mark’s prime Directors, leaves his assembly a bit shaken. She is aware of her group is all over this. They simply got here up with a great plan final week. Her intestine tells her to go away them alone and let them work the plan. But, Mark mentioned to have a gathering so she’d higher have a meeting. So she calls an emergency huddle to make sure everybody will get the message. She repeats again Mark’s words verbatim and throws in a couple of further “or ELSES,” of her personal. “Somebody’s going to lose their job right here, and it’s not going to be me.” Bill, Grace’s most seasoned manager, is a bit shocked as he leaves her meeting. “Wow,” he thinks. “She NEVER acts this fashion. She’s stopped listening. I may have advised her about that huge deal my team just closed that gets us nearer if she had let me discuss.” So Bill calls a meeting of his team leaders. “THIS IS CLEARLY YOUR EXECUTION ISSUE. YOU NEED TO FIX THIS NOW. OR ELSE.” He takes a stack ranked report with everyone under quota highlighted in yellow. “I want to know if it’s a will problem or abilities issue with each one of your reps. BY TOMORROW.” Bill is aware of he’s being a bit rough. If he have been truly coaching reps he’d have productive conversations about behaviors and search for solutions. He would dig deeper and figure out how he might help. He figures his team leaders will know what to do. They’ll work out a method to coach the proper method. They know that individuals can’t promote properly when they're scared. One of Bill’s staff leaders, Kathy, will get the outlier report and hears his message loud and clear. She leaves the assembly and then… Your staff takes its cues from you on how to treat others. If you don’t want fear to roll downhill, watch out how you show up “even to the folks that can handle it.” See Also: Entrepreneur: How Your Leadership Style Could Be Stifling Your Leadership Karin Hurt, Fo under of Let’s Grow Leaders, helps leaders all over the world achieve breakthrough results, with out losing their soul. A former Verizon Wireless executive, she has over two decades of expertise in gross sales, customer service, and HR. She was named on Inc's listing of a hundred Great Leadership Speakers and American Management Association's 50 Leaders to Watch. She’s the writer of a number of books: Courageous Cultures: How to Build Teams of Micro-Innovators, Problem Solvers, and Customer Advocates (Harper Collins Summer 2020), Winning Well: A Manager's Guide to Getting Results-Without Losing Your Soul, Overcoming an Imperfect Boss, and Glowstone Peak. Post navigation Your email tackle won't be printed. Required fields are marked * Comment Name * Email * Website This site uses Akismet to cut back spam. Learn how your remark information is processed. Join the Let's Grow Leaders neighborhood free of charge weekly management insights, tools, and methods you can use instantly!