.bodytext {float: left; } .floatimg-left-hort { float:left; margin-top:10px; margin-right: 10px; width:300px; clear:left;} .floatimg-left-caption-hort { float:left; margin-bottom:10px; width:300px; margin-right:10px; clear:left;} .floatimg-left-vert { float:left; margin-top:10px; margin-right:15px; width:200px;} .floatimg-left-caption-vert { float:left; margin-right:10px; margin-bottom:10px; font-size: 10px; width:200px;} .floatimg-right-hort { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 300px;} .floatimg-right-caption-hort { float:left; margin-right:10px; margin-bottom:10px; width: 300px; font-size: 10px; } .floatimg-right-vert { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 200px;} .floatimg-right-caption-vert { float:left; margin-right:10px; margin-bottom:10px; width: 200px; font-size: 10px; } .floatimgright-sidebar { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 200px; border-top-style: double; border-top-color: black; border-bottom-style: double; border-bottom-color: black;} .floatimgright-sidebar p { line-height: 115%; text-indent: 10px; } .floatimgright-sidebar h4 { font-variant:small-caps; } .pullquote { float:right; margin-top:10px; margin-left:10px; margin-bottom:10px; width: 150px; background: url(http://www.dmbusinessdaily.com/DAILY/editorial/extras/closequote.gif) no-repeat bottom right !important ; line-height: 150%; font-size: 125%; border-top: 1px solid; border-bottom: 1px solid;} .floatvidleft { float:left; margin-bottom:10px; width:325px; margin-right:10px; clear:left;} .floatvidright { float:right; margin-bottom:10px; width:325px; margin-right:10px; clear:left;} The leader of a symphony orchestra knows how to play every instrument. He also knows how those instruments blend together to create a symphonic sound. The leader of a choir knows every note that everybody has to sing, and knows how the voices and notes blend together to make harmony.

They’re actually called “conductors,” but you know what I mean.

When you take both of these leadership elements and put them together, you have symphonic harmony. You have a team of people who know their individual talents, know their individual notes, know their lyrics, know how to play, know how to sing and know when to use their skills to create team harmony.

And IF the leader is prepared, in control and respected, the results can be spectacular.

If you’re the leader of these people, it is imperative that you know how each player must perform. Otherwise, you will fail. Same in sales.

All bosses want their people to be a team. All salespeople resist it because they just want to sell, but often need other team members (accounting, production, shipping, service) to make sales happen.

THE TEAM SECRET IS: Everyone must know his or her own skill. Until they know themselves, they can’t play well or sing well with others.

THE LEADERSHIP SECRET IS: To be able to extract the excellence of their people combined with the excellence of their own performance.

THE LEADERSHIP REALITY IS: If you’re a real leader, you can’t blame the players for poor performance. You have to be the teacher, the conductor, the coach and the encourager.

On the evening of a symphony performance, thousands of people pay to hear the orchestra AND the conductor perform. At the end there is usually a thunderous applause, cheers of “Bravo,” flowers given out, and, at the urging of the conductor, members of the orchestra standing one or two at a time to take individual applause and a bow.

But the outcome was not determined by their performance that evening. The outcome was determined long ago when they were practicing.

It’s the same in sales. You can’t just be the boss. You also have to be the leader by example, and the coach who knows the game.

If you’ve ever seen the video of the immortal UCLA basketball coach John Wooden on leadership, you saw him on the court passing the ball to his players. He shows his players by practicing with them. The more you practice together, the more likely you are to win championships.

In sales this means go with your people. Make calls with them. Help them make more sales. Be their coach, not their boss.

Invest your time in getting ready to lead and coach your people. Invest your time in preparing new information for your people that they consider valuable. Invest your time in your own personal development by studying attitude and encouragement as two of the self-determining factors of your success.

Here are two more indicators you’re on the winning path:

1. You’re attractive. Not pretty. I’m talking about people calling you up on the phone because they want to work for you. Did you ever have a college professor everyone would line up for, hoping to make it into his class? The questions you need to ask yourself are: Who wants to play on my team? Who wants to sell for me?

2. Your former players stay in touch with you. I want anyone who leaves to say that you were the best coach, the best leader they ever had. You don’t just win “best coach”; you win the game of life.

If you want a few more leadership qualities, go to www.gitomer.com, register if you’re a first-time user, and enter LEADER in the GitBit box.

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2007 Jeffrey H. Gitomer