Optimize Your Strengths

CHAPTER 3 Habit 1: Sharing Vision (optimizing strengths): In which Joe practises optimizing his strengths…

Joe's meeting with Richard is to start 15 minutes late. He is stuck on a call with Kelly, who is criticizing the previous month's sales, which are 8% down on the month before. Kelly is clearly not satisfied with his explanation and has little sympathy for the staff problems he is experiencing. She is about to drop a bombshell…

“We gave you this job because we felt you had the leadership ability to deal with these issues, Joe, so don't bring me complaints about your team. You know you have the authority to hire and fire team members, so, if they're not working out, find people who have the right skills and attitude to get the job done. There is only one proviso, and this is something you are going to have to share with the rest of your staff: we're having to cut budgets across the business, so you cannot make any pay increases, or pay any commission-related bonuses, even if a member of your team meets their individual target. We're all in this together, Joe. Got it?” queries Kelly.

“Got it,” replies Joe, after a short pause, uncharacteristically struggling to find words.

Kelly's harsh words still ringing in his ear, Joe sits down for his two-hour meeting with Richard.

“You don't look terribly happy, Joe,” observes Richard.

“No. My head is spinning. I've just had another ...