The key to understanding someones actions, and therefore being in a position to influence them and their behaviour in the future, is understanding their agenda.
- That salesperson who does everything by the book is not interested in the thrill of discovery.
- That wannabe’ high flyer pursuing their own promotion is not interested in the development of other people’s potential.
- That account manager who does the 9-5 but seems to have lost their passion for the work – is passionate about something – just not working for you.
The key to outstanding management is to recognise that it is not about your organisation, or you – it is about them and their agenda. The sooner you invest time an understanding this the sooner you will start to get a significant return on your investment in relationships.