By Aaron Wagner, Sales Director in Florida - New Home Star
A problem plaguing many homebuilders today is the lack of solid sales leadership. There are countless trends and never-ending new theories on how to be a great leader. It's wise to begin with the idea that every company culture is different. Every homebuilder has their own culture that causes certain leadership styles to be exalted. "The role of leadership in management is largely determined by organizational culture of the company" (Babatunde & Ikenga, 2015, p. 194). Leadership styles are therefore heavily influenced by the culture of the company, but individuals also develop their own personal styles that work best for them. Although styles vary, there should always be a foundational core to leadership that transcends styles. Simply stated, the best leaders know how to inspire and care for people.
What does it mean to be an inspirational leader? A helpful way to understand inspirational leadership is by thinking about the traits of a great coach. Coaches are able to hear the needs of their of team, while also developing strategies that will result in future success. The best coaches develop the skill sets of their team on an individual level. Not every skill or operational procedure can be taught at a macro-level. For example, shooting off a mass e-mail doesn't count as providing quality coaching. Great leaders pinpoint the needs of their individual team members and address them one-on-one, face-to-face, mano-a-mano. Great leaders, like great coaches, inspire their team one person at a time.
Although great leaders drill down on an individual level, they are still able to dream and envision strategies future success. Leaders who dream and explore innovative ideas will help followers by painting the picture of what could be. Rush (2012) confirms the idea that leaders need to be forward-thinking when describing the strengths or strategies for effective leadership. "If strategy is defined as the patterns of choices made to achieve a sustainable competitive advantage, then strategic leadership involves focusing on the choices that enhance the health and well-being of an organization over the long term" (p. 4).
Innovating new systems and strategies is a requirement for leaders who want to develop long-term sales success. The implementation of new ideas takes courage. Which is why "[l]eaders who exhibit both high moral and high physical courage exemplify the ideal leader" (Bangari & Prasad, 2012, p. 49). A leader who inspires performance by exploring innovative ideas is on the right path to becoming a great leader.
Although there are many facets to being a forward-thinking and inspirational leader, all strategies will ultimately break down if the leader does not simply care for his or her people. When people know that a leader is genuinely interested in their success, they are more likely to follow that person. When discussing leadership, Axley (1990) wrote, " [i]t is very much a 'give-to-get' phenomenon: you show your care for others and they will show theirs for you" (p. 30). The leaders who experience successful long-term sales results will be leaders who coach on an individual-level, who look ahead to new challenges, and who care deeply about individual team members.
Aaron Wagner is a successful new home leader based in Central Florida. Entering the industry as a Sales Trainee for New Home Star in 2012, Aaron has ascended through the ranks to now serve as New Home Star's Sales Director for Maronda Homes in Melbourne, Florida. Aaron's passion for leadership fits perfectly with New Home Star's mission to Build the Best Sales Team in the World, and he is working everyday to achieve it for Maronda Homes.
REFERENCES
Axley, S. R. (1990). The Practical Qualities of Effective Leaders. Industrial Management, 32(5),
29.
Babatunde, O., & Ikenga, E. (2015). The Impact of Leadership Style on Employee's Performance
in an Organization. Public Policy & Administration Research, 5(1), 193-205.
Bangari, R. S., & Prasad, L. (2012). Leadership in Action: Courage, the Critical Leadership
Differentiator. ASCI Journal Of Management, 41(2), 40-75
Rush, S. (2012). On Strategic Leadership. Greensboro, NC: Center for Creative Leadership
