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The SAMMER Test: Leading People To Get The Right Results At the Right Time In The Right Way
As a leader, you do nothing more important than get results. But simply getting results can be easy. What's not easy is getting the right results ... to the right degree ... at the right time ... for the right purpose ... in the right ways. It's been my experience consulting with thousands of leaders worldwide during the past two decades that the vast majority of leaders get the wrong results -- or the right results in the wrong ways. Here's a tool to help you get the right results. It's called the SAMMER Test, and you can use it continually throughout your career. The SAMMER Test is simply a way of testing the results you intend to achieve, or the results you actually achieve, to insure they are the right results. SAMMER is an acronym. Results should be: S - Sizable. Whatever results you are getting now, you can always get more. Not only can you get more; but as a leader, you MUST CONTINUALLY STRIVE TO GET MORE. Sizable is not an option. Sizable is a necessity. A - Achievable. Many leaders impose unrealistic expectations on people and so lose their trust and confidence. People must be challenged to do what they don't think they can do, but they must also be able, ultimately, to do it. Here's a tip for making achievable happen in the realm of sizable. Say to whom you are challenging: "I know you don't think you can meet the challenge I set for you. But I know you can, and I'm going to support you in every way possible." M - Meaningful. Leaders who find little meaning in their jobs or the results associated with those jobs, shouldn't be leaders, or they should change jobs and/or results. Most leaders understand this. But few leaders understand that meaning also involves the jobs of the people they are leading and the attitudes of those people toward those jobs and the results the jobs aim to achieve. These leaders stumble on what I call the Leader's Fallacy. The Fallacy operates when leaders believe that their beliefs are automatically reciprocated by the people's beliefs. The fact is, because leadership is challenging people to do what they would not otherwise do, leaders' belief is seldom reciprocated. Automatic reciprocity is an illusion. If it happens, great. But for the most part, leaders have to work at making reciprocity happen. M - Measurable. There is no value in business without measurements. Measurements link disparate things, organize activities, and help unify those activities. Apply precise, meaningful measurements to the results we want before we challenge others to get them. Without measurements, we can't make consistent improvements. Make sure your measurement system conforms to four attributes, that they are RELIABLE, REPEATABLE, ACHIEVABLE, and CONTROLLABLE. E - Ethical. As a leader, you not only have to get results, but you have to get the right results. Results only happen when people take action. To get the right results, they must take right action. Ethics help promote right action. Ethics, then, are not traffic lights, they're running gears. Ethics shouldn't impede your getting results, they should help you get more results. R - Repeatable. Evaluate your leadership and the leadership of others not only on the results you achieve and don't achieve but on the results that you REPEATEDLY achieve. When we talk about repeatability, we must deal with process. A process is a series of mental or physical steps leading to results. Often, results are not as important as the processes you develop in getting the results. Repeatability is promoted when you identify the steps that helped you get those results then apply those steps as a process to get more results in that area or get additional results in other areas. In that way, you make repeatability a driving force of your leadership. Just because you are getting results doesn't mean you are being successful. Success hinges on getting the right results in the right ways. Whenever you must lead people to achieve results, apply the SAMMER Test to clarify, prioritize, and give direction to the actions that must be taken to achieve right results. 2005 © The Filson Leadership Group, Inc. All rights reserved. PERMISSION TO REPUBLISH: This article may be republished in newsletters and on web sites provided attribution is provided to the author, and it appears with the included copyright, resource box and live web site link. Email notice of intent to publish is appreciated but not required: mail to: brent@actionleadership.com The author of 23 books, Brent Filson's recent books are, THE LEADERSHIP TALK: THE GREATEST LEADERSHIP TOOL and 101 WAYS TO GIVE GREAT LEADERSHIP TALKS. He is founder and president of The Filson Leadership Group, Inc. and for more than 20 years has been helping leaders of top companies worldwide get audacious results. Sign up for his free leadership e-zine and get a free white paper: "49 Ways To Turn Action Into Results," at http://www.actionleadership.com
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Coaching Stand Out as a Leader, Do 5 Things Better! Number One: Improve the Quality of Your Decision Making! The manager administers, the leader improves; the manager maintains, the leader develops; the manager relies on systems, the leader relies on people; the manager counts on controls, the leader counts on trust; the manager does things right, the leader does the right thing. -Fortune Magazine Are You a Good Manager or a Great Leader? Your word is your truth - Know that when you speak, you will fulfill your promise to others and others will know they can depend on you. Think before you speak. Under promise and over deliver. Always keep your promise. Leadership: Wisdom of the Ages If you gather 100 experienced leaders together to share with you their most important secrets for success, you probably wouldn't hear a lot of academic theory or jargon. Instead, this is a good idea of what you'd hear: Character -- Why It Matters In Leaders "Character is much easier kept than recovered." -Thomas Paine Make The Elephant Jump -- Leading With A Kind Heart Leadership is not about getting people to do what they want. If they did what they want, you wouldn't be needed as a leader. Instead, leadership is about getting people to do what they don't want to do (or don't think they can do) and be ardently committed to doing it. 3 Cs Leaders Must Communicate! "Of every noble work the silent part is best, Of all expression that which can not be expressed" - William Wetmore Story Leadership Is Power: Test Your Ethics "The payoff for the ethical person is a reputation for honesty. It's a payoff that makes every undertaking easier and attracts unsolicited opportunities. It's also a payoff that results in strong friendships based on trust. And I don't think there's anything more rewarding. -Don Dwyer Trust - The Most Vital Component in Leadership "Trust is the emotional glue that binds followers and leaders together." Miraculous Leadership It was a time of turmoil. In November 1979, supporters of the Ayatollah Khomeini took 71 Americans hostage in Iran. On Christmas Eve that year, the Soviet Union invaded Afghanistan. Gasoline prices, inflation and interest rates were soaring as 1980 began. President Jimmy Carter said America was in a "crisis that strikes at the very heart and soul and spirit of our national will." Creating Unlimited Belief for Success! What's holding your team back from experiencing "breakout performance"? Leadership Challenges: The Walls In Our Lives We have all experienced walls or challenges in our work lives. How you handle the walls may be a defining point in your leadership and your career. There are a variety of ways to attach these walls some more effective than others. Would Socrates Be A Celebrity Today? Last week, as I was standing in the checkout line of my local grocery store, I found myself staring at the dozen or so magazines on display. As I gazed upon the various photos and headlines praising or trashing the celebrity du jour, I got to thinking. Father Knows Best A good strong example of a family leader would be Joshua in the Bible. He was a true spiritual leader and a strong man of God. He was not one to let the circumstances of the outside world convince him of defeat. Because of his strong leadership and convictions, everyone looked up to him as a father figure. Everyone but him and a few others were cut short and fell in the wilderness journey because they would not obey and follow God's instructions. Even today we still fall short of who we will serve. Idols have been and still are a major downfall in our success and failures. That is why Joshua told the people to choose whom they would serve. If they chose to serve the idols that their father's served, then they should be prepared for God's wrath. But, his advice was, "As for me and my house, we will serve the Lord." Josh. 24:15 Chris Top 7 Favorite Leadership Books 1. The West Point Way of Leadership. Managing Monsters in Meetings - Part 6, Deadlocked Discussions Although a meeting is a vehicle for resolving differences, it can break down when the participants become mired in a disagreement. Stepping Into Leadership and Being The Source Of Your Success Why is it that we often wait until we have achieved a level of success in network marketing before we feel as though we have earned the right to step into a leadership role? Leadership is NOT a position you acquire as a result of having achieved a certain volume or compensation plan position. It is a place you come from as a declaration that guides your decisions and actions. When you are the source of everything that shows up in your life and in your business, your actions will be in sync with this self-declared leadership role. 10 Attributes of Effective Strategic Leaders! Did you know that people who lead strategically resemble fine-tuned machines? By focusing on their strategies, leaders see a bigger picture, they understand the reasons why and recognize the worthiness of elusive opportunities. Leader is Not a Title There is a steady flow of information in the form of books, articles, white papers and training all in the context of [ "what is leadership" or "how to develop a leader"]. In this issue, I will avoid those two questions and write about two others that I believe might be on the minds of a lot you readers and they are: Leadership Is Action?Not Position! People respond to good leadership! Period! It is in all aspects of our lives, not just business. A mother is a leader in her home; a son may be leader of a team sport or a daughter the leader of the debate team. A group relies on the person in charge to actually lead them to success. A true leader is highly ethical, honest and respected. Ten Steps To Effective Leadership Many people end up in a supervisory position or SOHO ownership almost by default. In today's workplace, if someone stays on their job long enough, they will probably be promoted as others, more senior to them or higher up the chain of responsibility, leave for other opportunities.
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