A clear Vision is an Essential Component of High Sales Performance

In my studies of leaders I have noticed that there are always three defining characteristics (Refer to my previous post)

Vision:
I would describe vision as the leader possessing a complete understanding of the 'big picture' of exactly where they want to be. This vision (whatever it may be) is clear and communicated to others as a means of providing direction and establishing a purpose. It is strong enough to withstand the challenges of outside forces. In other words nobody or nothing is going to undermine this vision. Not all followers of the leader agree with the vision, they don't have to, the vision belongs to the leader, and others work with the leader to find ways of achieving it. In sharing their vision the leader fosters good relationships, encourages collaboration, promotes innovation and develops camaraderie.

The following are examples of some vision statements:

"When I'm through …everyone will have one".
(Henry Ford on democratising the automobile)

"I believe this nation should commit itself to achieving the goal, before the decade is out, of landing a man on the moon, and returning him safely to earth"
(President Kennedy May 25th 1961)

"Empower people through great software, any place, any time, and on any device".
(Microsoft vision)

"2000 stores by the year 2000"
(Howard Shultz of Starbucks Coffee Company)

Management author Tom Peters, identified a clear vision of the desired future state of the organisation, as an essential component of high performance. Leadership vision is an essential means for focusing attention on what matters most; what you want to accomplish in your life and what kind of leader you wish to be. A useful vision has to be rooted in your past, address the future, and deal with today's realities. It represents who you are and what you stand for. It inspires you, and the people whose commitment you need, to act to make constructive change towards a future you and your team want to see.

If you are a sales representative working for a manager who you believe lacks vision the chances are you will operate with a short term focus, lack motivation and operate in a disjointed and haphazard manner.

If there is anybody out there who has a story to tell in relation to this topic, I would love to hear it.

In my next post I will deal with the second component of effective leadership referred to in my post 1/05/09 (Passion and Commitment) so come back for that soon.

Regards
Dave: http://www.davidquinnandassociates.ie/