Someone asked me today, “Alastair, what’s the number one trait you expect or want from your staff”. Hmm interesting – this made me think very hard. Some of the obvious ones sprang to mind immediately:
- Hard Working
They all came close.
Do you know what I ended up answering and on reflection still consider up there at the top? (enough to write a post about it! at least!)
Someone who ‘Accepts Responsibility’
What do I mean by this?
This person never blames anyone else, they accept responsibility themselves in a positive way and offer a solution which they learn from and better themselves with. In sales especially this is very important and easy to explain using the following example:
Sales person A returns from a pitch, and say’s the following: “Boss we didn’t get it because the customer doesn’t have the money just now – times have been tight because of the recession and the chips are down – it’s hard out there right now.”
Sales person B returns from the same pitch and say’s, “Boss I didn’t get the pitch for these two reasons – I didn’t qualify the person hard enough, so hadn’t realised they didn’t have the right budget for our product and I didn’t build a good enough relationship with the decision maker. I tell you what though, I’m not going to make the same mistakes again and I’ll nail the next one Boss.”
Who accepted responsibility in that scenario? Who would you rather have working for you? Yes of course, the second guy right?
This doesn’t just apply in sales, it happens in all areas of business and I personally want to surround myself with people who have the ability to accept responsibility. If someone comes to me and says they made a mistake but they’ve learnt or they know how to fix it then that’s a HUGE tick in the box. If they come to me blaming someone else or some external factor then it has the opposite effect.
There is a great article on the Livestrong Blog which goes into far more detail about the topic and is well worth a read if you agree with my points above: http://www.livestrong.com/article/14698-accepting-personal-responsibility/
Now Your Thoughts
- Don’t forget that when you employ people, you are looking for things like this from an early stage – what sort of questioning could you use to coax this kind of personality trait out of someone?
- What would you say the No1 trait you look for in your staff is?