Q: I’ve heard that being productive means getting more things done through other people, rather than doing them myself — leading people. But I’m not a manager, so how does this apply to me? How do I lead people in a positive direction? –Bob T.
A: Being a good leader works whether you have a management position or not. You’ll get more done, and with more support, if you’re capable, confident, know what you’re doing, and gently invite people to go along with you, instead of trying to push them ahead of you. Look at the way successful spiritual leaders get people’s support. There’s no pushing — but a lot of gentle, friendly encouragement — getting people to go along with them through enthusiasm, commitment, a sense of direction and confidence, and helping them meet their needs.
Successful corporate staff professionals use the same approach. They usually don’t have line authority to direct others to get things done — only their ability to convince people that their ideas are valuable. And, a result, they have to motivate people to get their support. If you examine some of the techniques these experts use, you’ll learn some valuable ways to lead people and get more done — even when you’re not in charge.
Push back “pushers”
Let’s start by looking at what typically results from “push” vs. “pull” leadership. Typical “push” behaviors include giving information; proposing information; interrupting. People perceive this as dynamic, but still aggressive, authoritarian, power-focused. This makes many people uncomfortable, so they resist it.
On the other hand, guiding people along gently usually causes less resistance. Here typical communication behaviors include seeking information; testing understanding; building on others’ ideas. This way, people perceive our message as democratic, sharing, concerned — and the person sending the message as someone who shares power. This makes people feel committed and involved, with low risk for damaging the relationship. Result: it’s seen as “our way” — we both win.
“Pull” everywhere
You can use the pull technique everywhere — with family, friends, while shopping, at work. You adopt it naturally as a way of dealing with people. It’s not something you can turn on or off — it has to become a habit. Here’s how you can use the “pull” style — and lead people successfully:
Work to understand people’s problems, both on and off the job. When we show an interest in what other people are thinking and feeling, they’re more likely to connect with us.
Give people clear directions or advice. Let them know what’s needed — and how it will benefit them and the group.
Provide ways for people to learn, develop, and use their skills and knowledge. For example, you might offer to teach someone part of your job.
Give people friendly, fair treatment; show that you’re dependable and consistent in your dealings with everyone — no excuses or blaming.
Invite people to participate in decisions that affect them.
Show them how to make their work interesting and worthwhile.
Encourage freedom of expression — like inviting their suggestions and handling complaints fairly. Let people know you’re willing to listen — and keep information confidential.
Protect them from humiliation. (Here’s a great opportunity to stand up for people who are a little shy or reluctant to stand up for their own rights. They’ll see you as someone they can look up to and depend on.)
Make the opportunity to work with you a positive experience. Be the kind of person that other people like to be around: pleasant, supportive, positive; flexible with change; helpful.
Consider each person as a unique, worthwhile individual, like someone in your family.
Bill Repp is president of Organization Development Group. E-mail him at billrepp@rochester.rr.com.
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Tags: Manage, Manage Pulling
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