the startups.com platform about startups.comCheck out the new Startups.com - A Comprehensive Startup University
Education
Planning
Mentors
Funding
Customers
Assistants
Clarity
Categories
Business
Sales & Marketing
Funding
Product & Design
Technology
Skills & Management
Industries
Other
Business
Career Advice
Branding
Financial Consulting
Customer Engagement
Strategy
Sectors
Getting Started
Human Resources
Business Development
Legal
Other
Sales & Marketing
Social Media Marketing
Search Engine Optimization
Public Relations
Branding
Publishing
Inbound Marketing
Email Marketing
Copywriting
Growth Strategy
Search Engine Marketing
Sales & Lead Generation
Advertising
Other
Funding
Crowdfunding
Kickstarter
Venture Capital
Finance
Bootstrapping
Nonprofit
Other
Product & Design
Identity
User Experience
Lean Startup
Product Management
Metrics & Analytics
Other
Technology
WordPress
Software Development
Mobile
Ruby
CRM
Innovation
Cloud
Other
Skills & Management
Productivity
Entrepreneurship
Public Speaking
Leadership
Coaching
Other
Industries
SaaS
E-commerce
Education
Real Estate
Restaurant & Retail
Marketplaces
Nonprofit
Other
Dashboard
Browse Search
Answers
Calls
Inbox
Sign Up Log In

Loading...

Share Answer

Menu
Sales Management: How do you drive a management style that is inclusive and yet focused on results?
SR
SR
Suzette R. Hinton, Expert Life Coach, Author & Businesswoman answered:

I heard a fantastic illustration at a Masterclass I attended virtually, hosted by Eleanor Beaton that fits this to a T. She explained broad focus versus narrow focus using basketball. The point guard has to have broad and narrow focus. When he or she brings the ball down the court, they have to see the broad picture. That broad picture helps him to see where everyone is and to decide whether to pass the ball or create a play himself. That requires a narrowing of the focus. He can't see the hand that's up from his team mate asking him to pass them the ball if his focus is broad.

Are point guards born that way? No, it's a skill he or she develops. In the same way, a manager has to be able to move between broad and narrow focus aka inclusive yet focused. It takes effort to develop that skill.

My personal experience has been that the people who you manage don't expect you to be "nice." They do expect you to be fair. What makes them feel comfortable in your management style is the leadership you show. Can they trust your instincts? Have you invested enough in getting to know them individually such that they feel they can trust you even if they don't agree with you? Do you leverage their strengths in a way that makes them feel that their contribution matters? In essence, I discovered that problems with the people I was leading was more about me than it was about them.

Please feel free to contact me to discuss further. I've been managing people since I was 10 years old and even at a young age, older people respected me even then. You see, I was the choir director and musician of my first choir at that age and oftentimes these were people who were old enough to be my parents and grandparents. I learned skills then that I have served me well in leading others.

Talk to Suzette Upvote • Share
•••
Share Report

Answer URL

Share Question

  • Share on Twitter
  • Share on LinkedIn
  • Share on Facebook
  • Share on Google+
  • Share by email
About
  • How it Works
  • Success Stories
Experts
  • Become an Expert
  • Find an Expert
Answers
  • Ask a Question
  • Recent Answers
Support
  • Help
  • Terms of Service
Follow

the startups.com platform

Startups Education
Startup Planning
Access Mentors
Secure Funding
Reach Customers
Virtual Assistants

Copyright © 2025 Startups.com. All rights reserved.