Adam Grant’s new book, Hidden Potential / The Science of Achieving Greater Things, contains his evaluation of typical team performance. As part of his analysis, he thinks about how we select team leaders:
“When we select leaders, we don’t usually pick the person with the strongest leadership skills. We frequently choose the person who talks the most. It’s called the babble effect. Research shows that groups promote the people who command the most airtime – regardless of their aptitude and expertise. We mistake confidence for competence, certainty for credibility and quantity for quality.”
Most CRE teams don’t select a leader; the leader is the top producer who added people around themselves in hopes of being more productive. Only rarely do we see a team leader that has honed their leadership skills. The technical skills (needed to produce commission income) are extraordinary; the social skills to lead a team are often lacking.
As a starting point, ask yourself if you are the leader your team really needs. If your team needs a leadership check-up, we can help. We’ll evaluate your style and your skill set and bring appropriate insights and potential solutions to bear.
Not sure if you need help? Contact us to schedule a no-obligation call, and we’ll walk you through a quick assessment.
