Sales & Marketing: Choosing Your Leadership Behaviors
Have you ever wondered why some leaders tend to not only make so many successful decisions but they also know exactly how to get the most buy-in throughout their team? Have you noticed how excellent leaders tend to move with just the right amount of speed and deftness in decision-making and execution? What these great leaders are displaying is the adept use of a variety of leadership and decision-making behaviors that improve success in decision making and team building.
After years of research around leadership styles, Yale professor Victor Vroom, Ph.D., discovered that there were five distinct leadership behaviors. Everyone has a time and place where it is appropriate. Adept leaders of companies, divisions, plants, sales teams or any team can improve their growth and effectiveness by discerning the right leadership behavior.
These behaviors are described as the following types:
A1 A2 C1 C2 G2
A1—Leader acts alone. Leader has the information and makes the decision on his own.
• Appropriate if you have all the information and there is no need to create buy-in and time is of the essence.
A2—Leader seeks information from others, but doesn’t indicate the reason and then makes decision on their own.
• Appropriate when you need additional information, and when you need others to remain objective in how and what information they will share with you or when the decision must remain confidential.
C1—Leader acts in consultation, describes the issue and seeks information and/or opinion from others.
C2—Leader consults with a group, seeks information and/or opinion but retains decision-making prerogative.
G2—Leader convenes a group and gives the decision-making authority to them. If the leader influences the decision then it is back to C2, but truly giving the decision over to the group is G2.
• C1, C2 and G2 appropriate if the group has agreement on objectives.
Going from left to right from A1 to G2 takes more and more time. The further to the right you go, the more development and consensus may be built, but there are also factors that can maintain consensus when making decisions closer to the left.
If you cannot be certain that all the people throughout the group have the same goals and agreement on the appropriate objectives for making the right decision, then G2 will not be effective.
What is most fascinating about Vroom’s work is that he discovered in retrospect that managers could prove out the following:
- Ag markets posted a mixed showing before the long weekend
- Central American farmers generate energy from coffee wastewater
- Big potential in China for U.S. corn, livestock exports
- Outback Guidance introduces next generation auto steer systems
- Ag markets proved quite mixed again Friday morning
- Court ruling in Hawaii finds that crop protection is state law