Home >  Blog >  The leader must

The leader must

Posted by John Buchanan on 27 December 2017
The leader must

The Leader must 'infuse' not 'invoke' the vision and the overarching strategies.

Steve Waugh had just taken over as captain of the Australian Cricket team prior to my appointment as Coach. And, while he was uncertain about the concept of 'invincible', he too shared a vision of the team putting its mark in the annals of Australian and world sporting history.

Indeed, it would do this sooner than we both had envisaged. After winning the First Test against Pakistan reasonably comfortably, we miraculously won the Second Test in Hobart with a come-from-behind win Adam Gilchrist and Justin Langer's partnership sealing one of the greatest winning chases in the fourth innings of a game.

While there is nothing like winning, there is nothing like winning the seemingly unwinnable to fuel the belief of a team. This Australian Cricket Team went on to win sixteen consecutive Test matches across six series and four countries a record that still stands.

Having a clear vision of where you want to take people is one of the most important roles of managing and coaching a team. Everything else follows: the leadership, the team ethos and culture, the methodology for achieving the vision, and the type of people needed to drive it.

As with any team or organisation, for a vision to become reality it has to be shared by the majority of its members, especially the team or senior leaders. This can be a difficult process as different people may have a different picture of what can and should be achieved. The important role here for the coach or the leader is to recognise who the key players are and what they see as the future of the team or organisation.

I have often used various quotes from visionaries such as Sun Tzu, author of The Art of War, and his military principles of war to reinforce the concept behind a team's vision. A few examples of quotes that can emphasise the message behind a vision are:

  •  ' ...we are what we repeatedly do. Excellence then is not an act, but a habit ' Aristotle. 'Every job is a self-portrait of the person who did it autograph your work with excellence ' author unknown.
  • 'If better is possible, good is not enough!' author unknown.
  • 'It is not how good you are, it is how good you can be.' A former coach's comment on tennis player Roger Federer.
  • 'I do not skate to where the puck is, I skate to where the puck will be." Wayne Gretsky, one of the greatest North American ice hockey players.
Take free our sales assessment and to see how you can improve your sales performance quickly.


Author: John Buchanan
About: Despite John’s legend as one of the most successful Australian sporting coaches, John also brings with him over 3 decades of peak performance coaching, leadership development and consulting success across corporations such as Vale, BHP Billiton, Price Waterhouse Coopers, MLC, Telstra, KPMG, Queensland Cotton, HSBC, Queensland Government Departments, Daimler Chrysler/Mercedes, PGA Australia, and has established divisions in India for an international technology company. He has taken his place on the board of international leadership groups and sporting bodies alike and has authored 3 books on the topic of coaching.
Connect via: LinkedIn
Tags: High Performance Sales Sales Behaviours Initiatives Sales Growth Cadence Mindset Sales Leadership

Post comment

Recent Blog

Is your CRM Opportunity Sales Process Driving the Right Behaviors?

Posted by Tony Hall on 18 April 2019
Is your CRM Opportunity Sales Process Driving the Right Behaviors?
When setting up your sales process in CRM, there are several key issues that should be address...

Effective Sales Managers - Part 3

Posted by Paul Davenport on 9 April 2019
Effective Sales Managers - Part 3
In my past two blogs we explored the importance of creating the right environment for sales te...
Posted in: Sales Behaviours   0 Comments

B2B customers should demand their suppliers articulate the value they can deliver

Posted by Tony Hall on 27 March 2019
B2B customers should demand their suppliers articulate the value they can deliver
The B2B sales environment is a dynamic market place with intense competition and high levels o...
Posted in: High Performance Sales Sales Behaviours   0 Comments
< Previous | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | Next >

Improve your behaviours to improve your team

+61 3 9532 2066

999 Nepean Hwy,
Moorabbin VIC 3189, Australia

PrintTell a FriendBookmark Site