“Leadership Qualities” vs. Competence: Which Matters More?

Stanford’s Lindred Greer has published an interesting new study which seeks to answer one of the great leadership selection queries: Will an organization achieve peak performance with a highly competent leader or one with the strongest leadership qualities?

From the Harvard Business Review, the short answer is that the leader's competency – perhaps above other factors – has the greater impact on the success of the team.

In one group of teams, influence was aligned with competence: the person who knew the most about the task to be done led the team. These groups performed best.

A second group of teams shared power – they were relatively non-hierarchical. This group did not perform as well as the first, but they did outperform our third group of teams — hierarchical teams with a randomly chosen leader.

We replicated these findings in the field, by the way. We studied 49 teams at a publicly held Dutch company; the teams were auditing finances in search of tax evasion and fraud. If the team leader didn’t have a deep, technical understanding of tax fraud, he or she led the team badly astray.

This is simple to understand in more everyday examples. Would you prefer an airplane captain with vast experience or one who effortlessly rallies others to the cause? Of course we want someone who can fly the plane expertly. And that is Greer's greater point: depth of experience and expertise allows highly competent leaders to make difficult decisions and mentor others to success.

So… easy, right? Not so fast. Studies show organizations demonstrate a bias towards high leadership dynamic over high skill in selection, even when similar selection has led to failure.

In the end, executives must remember to hire for purpose. If we strive to build highly successful teams that achieve difficult goals, then the leadership for these teams must be exceptionally skilled.

Simply stated: competency matters.

Shared: Thoughts on Servant Leaders and The Great Outdoors

I was greatly inspired by this article on servant leadership twelve years ago. Written by the National Vice Chief of the Order of the Arrow, I happened upon it again today and it resonated as deeply now as it did years ago. I'm sharing this inspirational article in full in hopes that others may find it as meaningful as I do.

TTHOUGHTS ON SERVANT LEADERS AND THE GREAT OUTDOORS
By David Dowty, 2004 National Vice Chief

The vast forests, fields, oceans, and mountains of the United States have become our most vital resources in the Boy Scouts of America and the Order of the Arrow; they are, for us the staging grounds to learn life's most precious lessons for every scout and scouter. As an Arrowman, one of our central obligations is to be mindful of our duty to the outdoors, to not only preserve them but also to interpret the deeper messages that nature leaves behind.

We are charged to be servant leaders and as such must strive toward leaving an everlasting legacy of cheerful service. In doing so, each of us defines what our own dreams are and with every breath drawn and every mile tread come closer to the ultimate pinnacle. The domain of our leadership though, is the future. It begins as a single spark within and becomes a roaring flame so intense that all around are enveloped by it. However, we must keep in mind that as we dream and look toward the future, a fire must be built in steps.

There is a natural progression of life around us, soaring through the air, rushing through the rivers and rising from the earth. Every great achievement by our natural surroundings has taken time to develop and grow from its own modest beginnings to an awe inspiring presence. The giant redwoods of Sequoia National Park, the deep gorges of the Grand Canyon, the breadth and power of the Mississippi River and the eloquent beauty of the Great Smoky Mountains took millions of years to become some of the most beloved natural treasurers within our nation's borders. Each built upon past successes and accomplishments because the natural world we live in knows that great undertakings take time. It is from this simple observation, that we can learn a valuable lesson.

Leaders are meant to be authors of great ideas and wild dreams, taking a simple problem and applying a unique form of creativity to imagine the possibilities. As the dream takes shape, a leader must also determine and define for themselves and for their group how success will be measured. If we only defined success as achieved after we had reached and perfected our dreams, no one would ever feel that deep sense of accomplishment. Never knowing the taste of victory can demoralize and dishearten those you serve. Within little goals and aspirations can a group find the will and energy to continue serving their ultimate purpose; it is through those "baby steps" that Mother Nature perfected the natural world and that we will come closer to reaching our own summits.

As a leader, celebrate victories often. Always seek out and learn to identify the building blocks that become the foundation of a truly great achievement and with every block placed, have a party. Observe the world around you and see that even the largest tree in a forest was once a sapling, the deepest canyon, a shallow hole, the widest river, a trickling stream and the oldest mountains, a modest hill. A servant leader can look beyond the horizon of tomorrow and believe that although what they do today may seem small and insignificant, they too will someday realize their ultimate dream.

3 Great Sales & Customer Service Reads for the Week

Here are three short, compelling reads regarding customer service and sales. I found each of these very poignant for guest service and hotel sales in our industry:

For more customer service and hospitality sales insights, please follow me on Twitter: @mrkevindonahue.

How To Position Yourself as an Expert – ROLL UP YOUR SHIRT SLEEVES!

I happened upon a curious article entitled "How to Roll Up Your Shirt Sleeves" via a luxury company's social media and it really struck me. As a man who wears shirts, I suppose I am well-within the blog's target demographic for this post; however, what really interested wasn't the content, but rather the positioning. 

The article details (with photos AND videos!) different ways for men to roll up their shirt sleeves. This is, I suppose, interesting information for a number of readers. 

Beyond the content, I think this is a great example of how to position yourself as an expert.

Each of us has a number of interests in which we have a great depth and breadth of knowledge. Be it personal or professional, I'm sure there are several areas in which you could be considered an expert. And therein lies the opportunity. 

By taking the next logical step and SHARING your expertise, you can not only impact your audience but also establish yourself as an expert – a status that can reward you handsomly in career pursuits. After all, who would you rather hire/work with/buy from? An expert or the other guy? 

In what areas are you an expert? Find your niche and roll up your sleeves!

The Sales Rep vs The Sales Expert

Ryan Estis posts a great blog on the value of sales positioning and how the role of the sales professional has changed in the last ten years, including this slide on the difference between the sales rep and the sales expert.

 

 

 

I'll give you two shots on who wins more business, but I bet you'll get it on the first guess.

More from Ryan Estis here.

 

If you don't like something… the Holstee Manifesto

The new year brings opportunities for introspection and resolutions. For me, that means trying to live the words of the Holstee Manifesto.

This is your life. Do what you love, and do it often. If you don’t like something, change it. If you don’t like your job, quit. If you don’t have enough time, stop watching TV. If you are looking for the love of your life, stop, they will be waiting for you when you start doing things you love. Stop over analyzing, life is simple. All emotions are beautiful. When you eat, appreciate every last bite. Open your mind, arms and heart to new things and people, we are united in our differences. Ask the next person you see what their passion is, and share your inspiring dream with them. Travel often; getting lost will help you find yourself. Some opportunities only come once, seize them. Life is about the people you meet, and the things you create with them. So go out and start creating. Life is short. Live your dream and share your passion.

Here's to a wonderful new year!

5+1 Changes to Make to Your Resume NOW!

I read an interesting article on Glassdoor entitled, "5 Changes to Make to Your Resume NOW" in which some often overlooked points were resurfaced. It's worth a read. 

One point that was not mentioned and should be emphasized is how important it is to communicate your social media handles along with your contact information. Your social media standing is a direct reflection of your professional interests and network. and can demonstrate industry engagement

This important engagement element should not be overlooked. After all, there are (literally) hundreds of studies showing that prospective employers are going to seek you out through social media. If this is a point of distinction for you, then you should showcase it, right? 

If you're actively promoting yourself professionally through a blog, Facebook page, or Twitter, you should definitely include a handle or link in the header of your resume. Don't miss a chance to make this positive impression!

5 Simple Ways to Get the Most out of LinkedIn

At last count, more than 100 million professionals have registered on LinkedIn, but a much smaller number use the career networking site regularly. For many, LinkedIn is simply a place to summarize their resume online, but the reaility is that the site can be a substantial resource for expanding both your business and your career. 

5 Simple Ways to Get the Most out of LinkedIn

1. Monitor LinkedIn's "Signal" feature to glean market and industry insights. 

One of the new-ish features introduced by LinkedIn is "Signal", which allows you to filter and expand your "wall" beyond just the updates from your immediate connections. For example, you can easily drill down to find updates and posts by the greater LinkedIn community (2nd and 3rd+ connections), filter by geography or industry, or focus on specific companies. This is a great tool to see what your customers are saying about their own companies or industries. 

2. Use LinkedIn Apps and Groups to establish yourself as an expert.  

Becoming an expert in your field can be extremely lucrative and LinkedIn is a great way to establish your credibility. Not only can you post documents, white papers, or presentations to your own profile, but you can also use LinkedIn Apps to integrate your reading lists or blog posts directly into your online profile. Another great way to demostrate your expertise is by applying your experience and insights in one of the many LinkedIn Groups. 

3. Download your Connections to your Address Book. 

Being able to connect to industry professionals and peers is one of the most significant benefits to using LinkedIn, but did you know that you can export the contact information for the people in your network? Simply click the Export Connections link at the bottom of your Connections page to download your entire network into Outlook or any popular contact manager. 

4. Quickly find customers and connections using saved searches. 

One frequent criticism of LinkedIn is that there isn't a good workflow for many users to quickly find quality connections. While I think LinkedIn has a great recommendation engine in the People You May Know menu, you can also save up to three advanced searches as a free member. This is a great way to target your current and potential customers, as well as peers in your industry, for future connections. 

5. Make yourself easy to find on LinkedIn. 

It may sound basic, but you will not gain many beneficial connections if users can't find you profile. Verify your settings within LinkedIn to ensure that your profile is displayed in user searches. While your at it, you can customize your LinkedIn page link to promote your personal or professional brand and enhance your LinkedIn profile page to better connect with your customers and peers. 

For more great ways to get more out of LinkedIn, read 10 Mistakes People Make on LinkedIn and visit this post on LinkedIntelligence