Testimonials
Val Dani, Group General Manager Dome Garden Supplies
We began working with Barrett midyear 2009. Our Sales Team was in need of a makeover as our business had grown from Small Business to SME in a very short time. We desperately needed skilled, organized and proactive sales reps to sustain the growth and maintain our position in the market place. For a period of 6 months, Sue Barett became our surrogate Sales Manager and held ...read more
"The past, present, and future mingle and pull us backward, forward, or fix us in the present. We are made up a layers, cells, constellations."
Anais Nin
Anais Nin
"The Recruitment Kit provided a clear, consistent approach that meant we have been able to find, interview and hire fantastic people without the help of recruiters. We have transitioned from a pretty haphazard, individual approach, to a standardised system."
Sales Manager
Sales Manager
Leadership Styles and Derailers |
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Measuring Leadership Styles & Derailing Behaviours
Leadership involves building and maintaining a high-performing team, especially Sales Leaders. Things that detract from a leader's ability to build a team also detract from their performance as a leader. Indeed, it is this distinctive area of personality that other people would probably notice about an individual, as it is the area that makes them stand out from the crowd. Most business leaders have coping behaviours they draw on when under pressure. The Hogan Development Survey (HDS) measures strategies and behaviours leaders have developed over time (even from childhood) to cope with increased levels of pressure whether due to change, high stress, multi-tasking, work saturation, unhappy environment or being outside of their comfort zone. i.e. Excitable, Sceptical, Cautious, Reserved, Leisurely, Bold, Mischievous, Colourful, Imaginative, Diligent, and Dutiful. The HDS is not purpose built for sales leaders however it has a wide body or research on sales leadership with relevant norm groups to refer to. Research shows that most leaders display at least one coping style. In measuring extremes of personality then, it is very important to remember that these can have highly positive implications. Our distinctive personality characteristics are often the factors that have caused us to be successful in our careers to date. There is, however, always a potential downside to extremes – because if they are not managed effectively or appropriately they can become problematic. When business leaders, especially sales leaders are not managing their interpersonal façade well (perhaps because of stress, pressure, deadlines, etc.) these extremes can emerge unchecked and upset the delicate balance of teamwork and interpersonal relationships. This report serves to describe the positives and negatives of extreme characteristics, and not make judgements about them. Applications
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