In the early 90's, I worked for a Branch Manager who was an exceptional leader. His branch was consistently the top ranked sales branch in the region (of 25 branches) and in the years I was there, the branch was the #1 branch office in the country (out of 250 branches).
He was a master both at understanding people and how to best motivate and reward them and in building a high performance culture.
Some of the things he did were completely counter intuitive. For example, during good times - when we were blowing away our numbers - he would be absolutely brutal in our management staff meetings. Maniacally drilling down on the numbers, pipeline, etc. My fellow managers and I would look at each other like we were in the wrong meeting! Conversely, when we were having a tough quarter or two, he would make passing reference to the numbers, but there was no drilling.
I finally came to realize that Harry was building a high performance culture. He did not want anyone in his organization, particularly his management team, to be complacent. He was establishing a "No Complacency" Zone.
A website for safety officers defines complacency as "self-satisfaction, especially when accompanied by unawareness of actual dangers or deficiencies". Harry knew that complacency is death. It is the beginning of the end. Excellence, innovation and risk taking can not thrive in an environment where complacency lives.
Harry didn't have to apply the hammer during tough times, because he never let us get complacent during the good times.
As you manage your alliance relationships, make sure you establish a "no complacency zone"!
No comments:
Post a Comment