KEY POINTS:
What are some basic rules of leadership, no matter the state of the market?
There are certain rules you should apply to get the best from your team. One is to value other people's time as much as your own. Ask questions - even if you're a senior manager and feel you should know the answer - because questions generate more knowledge. A third rule is to remember that when you are the leader of a business, the smallest things are noticed. The environment created by the leader can be seen in the team working with them if the chief executive cleans up after himself in the communal kitchen, there will be no need for a "put your dishes away" sign.
What is the 60-minute challenge?
A management strategy in which you undertake to return all voicemail messages within 60 minutes It's a good way of dealing with the endless flow of interruptions during the average working day. and it's a good way to retain control over your day.
What's the best way to deal with uncertainty that can harm businesses by thwarting progress?
A good businessperson should focus on seeking closure on all pending business as quickly as possible - a yes is good, and a no, while not the desired outcome, allows for the reallocation of resources. A "yes/no" timetable should be placed on every project, and if you don't know what timeframe is reasonable, seek advice from a colleague.
How do you handle difficult conversations, and when is the best time to have these tough discussions?
In tough times, leaders need to know how to manage tough discussions. There are always phone calls or conversations that are tempting to put off, such as having to address a salesperson's poor performance. It's a good idea to spend time role-playing first, to ensure the result is as positive as possible for both parties. Write down the reason for the call or meeting, and then make that the opening line when you start speaking to the person. It's a good idea to set aside time each week to make difficult phone calls. For me, it's 4pm on Thursday - doing this late on a Thursday is ideal because it gets Friday off to a positive start, and gives people time either to complete an action that you may require of them before the weekend or to set up a follow-up discussion for Friday. Carey Smith is the chief executive of Ray White New Zealand and author of the new book Deliver, in which he shares what he has learned about leadership in more than 20 years in the industry.
On the web: www.careysmith.com
