Let me set the scene:
On Jordan’s first day on Wall Street he meets two managers;
The first one calls him pond scum, the second is Mark Hanna.
Mark Hanna shows leadership that we can all learn from.
Mark Hanna’s Leadership Lessons:
1. He greets Jordan with genuine warmth.
Mark Hanna is vastly successful. He runs the floor. He has an ego bigger than Manhattan and yet greets his new recruit with genuine interest. He pays him a compliment and makes him feel part of the team.
Action: As a sales leader, how do you greet your new rookie hires on their first day? Do you make them feel like pond scum or instantly part of the team?
2. Mark kick starts the sales floor into action.
At 9.30am Mark ignites the sales floor into action. The most effective morning meeting is the one that gets the sales floor started. Mark achieves this with minimum words but with maximum energy.
Action: How do you ignite your staff? What is your motivational call to action? Do you even have one?
3. He leads by example.
He closes a deal; the ultimate display of leadership on a sales floor.
Action: Do you empower your people by showing them how it’s done?
4. He enrolls Jordan in the process.
Jordan is enrolled in the processing of the deal. He is involved as a participant, not just a spectator. Engaged right from the start into the action.
Action: How are you enrolling your new hires on their first day on the job? Leaving them to spectate or having them participate?
5. Mark takes him to lunch on his first day.
A senior, successful leader making the time to take a new entry-level team member to lunch has huge impact for the new hire. It doesn’t have to be lunch, make it a coffee instead. Take the time, get off site and connect.
Action: What is your plan for connecting with your new hires? A standard one-on-one in the ‘bored-room’ or lunch over a beer or a coffee?
6. He tells him the real rules for success.
In that classic chest thumping scene Mark tells him the ways of the world. The real rules for success. I would suggest that your rules are different from Mark’s (!) but the principle is the same. Equip your new hire with what it takes to succeed in your company and in their role.
Action: Strip away the complexity, tell them what they really need to master in order to succeed.
7. Mark is magnetic.
Mark is ‘real’. One man talking to another. Human to human. You can see the admiration on Jordan’s face. He is hooked! Mark is magnetic.
Action: How are you connecting with your new people? How magnetic are you? Are your people hooked?
It’s the subtleties that count with leadership.
If you missed these leadership lessons, you may want to watch the scene again.
Dare I say, we might need more leaders like Mark Hanna!