The Sales Leaders Playbook. Nathan Jamail

not exactly sure of what to do. Whatever happens, the team should not feel this. Let them know when times are tough. Let them know you are reviewing options, but do not let them feel it. Always be confident in yourself, your team and your decisions.

      If you got on a plane traveling from Los Angeles, California to Dallas, Texas, and, as you were walking onto the plane, you asked the pilot, “What do you think about our flight today?” And he responded, “Well, I think we will make it. I mean we have done it before.” Do you think you would feel confident about his ability to get you to Dallas? I would say probably not. Perhaps you might feel compelled to run back up the runway and find another flight!

      Flying Leap

      Here is a true story about flying and confidence. In January of 2007, my wife and I were flying back to Dallas, Texas from a speaking engagement in Las Vegas, Nevada. We absolutely had to get to Dallas this same night because we had another speaking engagement at 8:00 a.m. the following morning. The weather in Dallas was terrible with severe ice storms and snow (it should be noted that winters are not normally too severe in Dallas; so, this was unexpected). All previous flights had been canceled and this flight was the last and only one out.

      Before I go on, let me also tell you that, although my wife flies all over the country, she is terrified of flying. I mean terrified. She even takes a prescription medication in order to relax her enough to fly.

      So, as the story goes, we begin to board the flight. Honestly, we really thought even this flight was going to be cancelled, but were grateful it was not. As soon as we reach our seats, the flight attendant gets on the intercom system and starts with this truly motivational speech:

      “Welcome to ABC airline. As you know, we may be the first flight to land in Dallas today (please note the key word being ‘may’). Now folks, we cannot control mother-nature. So, please understand. And hopefully, we will arrive safely in Dallas.”

      What was she trying to say? Not only did her words sound terrible, but her tone, loaded with 100% doubt, assured us that we were doomed!

      At this point, my wife is trying to grow wings herself and fly to Dallas. To make matters worse, the passengers next to us begin talking about how we might not make it too! As you can imagine, my wife was having a complete “come apart” (that is Texan for panic attack).

      The pilot must have overheard this less than reassuring speech given by the flight attendant because soon thereafter his voice was heard resonating through the cabin.

      With a calm tone, which emanated 100% confidence, he said:

      “Folks, thank you for flying ABC airline. I want to let you know we just came from Colorado and we are now going to Dallas. We will be flying above most of the weather; so, please relax and enjoy your flight. We don’t expect any other delays and we will be landing in 3 hours and 30 minutes.”

      Now, I do not know how he felt inside, but he sounded very confident. Therefore, we felt that he was competent, which brought an end to the grumblings. In the end, the flight ended up being just fine with only a few bumps and an extra glass of wine for my wife.

      This story clearly shows the impact a leader’s confidence can have on his followers. Now, granted, we had no choice, but to follow because we were on his plane. However, we felt safe and assured that the pilot knew what he was doing.

      Take a moment and think about the many ways a leader in the workforce affects their employees. First, they are responsible for their team’s livelihoods. They also contribute to their job satisfaction and a major part of their overall success. So, how important is it that the leader be confident in their decisions and direction? The answer is – very. An employee must believe their leader is going to show them the way to success, so much so that their families are counting on it (that would be the paycheck they bring home). Confident leaders do not ignore their fears; they act in spite of their fear.

      Chapter 1 Highlights

      

Great leadership is a constant process.

      

Coach the employees and manage the business.

      

“Personally, I’m always ready to learn. Although, I do not always like being taught.” – Winston Churchill

      

Knowledge is only power when you have the discipline and the motivation to do something with it and take action.

      

Confidence breeds competence. When people believe you are confident, they will believe you are competent.