In my last few blog posts, I’ve covered one Directive and two Supportive leadership behaviors—micro skills commonly used by SLII® leaders. In this blog post, my focus is on Showing and Telling How, another Directive leadership behavior. Directive behaviors are actions that shape and control what, how, and when things are done.
As part of our company’s SLII® training, we teach that when someone is new to a task or goal, they need specific direction from their leader. One aspect of this direction involves the leader showing and telling the direct report how to do the task correctly. After all, if someone doesn’t know what a good job looks like, how can they be successful?
As simple as this seems, many leaders have a problem with showing and telling how. Why? Because they believe it’s inconsistent to manage some people one way and others a different way—so they choose a leadership style they are comfortable with and use it all the time, on everyone. But suppose a leader’s preferred style is Delegating—assigning a task to a direct report and then leaving them alone to figure it out. That style simply won’t work on a person who has no idea how to do the task. The leader is setting the direct report up for failure.
But it doesn’t have to be this way.
Here’s an example. Let’s say you hire a smart, likeable, outgoing person to sell your service or product. They possess many of the qualities a great salesperson needs, but no actual sales experience. On the other hand, they have a positive attitude and they’re eager to learn and committed to being a successful salesperson. In terms of sales, according to SLII®, this person is an Enthusiastic Beginner who needs a Directing leadership style.
Knowing this, you give your new hire specific direction about everything that has to do with sales. You go with them on their first sales call. You have detailed discussions—even role play with them—on how to close a sale. You show them what experienced salespeople do and let them practice in low-risk situations. You create a crystal clear picture of what a good job looks like, and you remember the importance of checking for understanding all along the way. Throughout this showing and telling process, both you and your direct report know that you are setting them up for success.
As an SLII® leader who uses all four leadership styles as well as the Directive and Supportive micro skills, you are building meaningful connections with your team members—and you’re inspiring them to take on the new challenges of our ever-changing world.
Watch this space in the coming weeks for introductions to more SLII® micro skills!