Those few who use their strengths to incorporate their weaknesses, who don’t divide themselves, those people are very rare. In any generation there are a few and they lead their generation.
—Moshe Feldenkrais, psychologist
Know your people’s strengths.
It’s the fundamental business insight that inspired the book From Good to Great by Jim Collins. And this idea of going from good to great also applies to the people you motivate. It’s far more effective to build on their strengths than to worry too much about their weaknesses. The first step is to really know their strengths so you can help them to express them even more.
Most managers spend way too much time, especially in the world of sales, trying to fix what’s ...