1. Know Where Motivation Comes From
Leadership is the art of getting someone else to do something you want done because he wants to do it.
—Dwight D. Eisenhower
There was a manager named Tom who came early to a seminar we were presenting on leadership. He was attired in an olive green polo shirt and white pleated slacks, ready for a day of golf. Tom walked to the front of the room and said, “Look, your session is not mandatory, so I’m not planning on attending.”
“That’s fine, but I wonder why you came early to this session to tell us that. There must be something that you’d like to know.”
“Well, yes, there is,” the manager confessed. “All I want to know is how to get my sales team to improve. How do I manage them?”
“Is that all you want to know?” ...
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