I think Albert Einstein summed this one up best when he said “I don’t need to have all the answers myself, I just need to know where I can find the answers when I have to.”

As leaders, do we need to be experts in all aspects of every part of life that affects every part of our industry in order to lead our organization? As parents, do we need to become an expert on everything from skateboarding to music videos in order to connect with our kids? The simple answer is no.

So knowing what it takes to get something done doesn’t really mean always having all the answers yourself. It means having the confidence to trust your team. It means having the confidence to trust your Sales Manager when he or she tells you there’s a better way. It means having the confidence to trust your partner when they tell you there’s a problem at home.

One of the critical things all leaders have in common is the ability to get things done. Since “no man is an island”, that certainly means being able to trust and communicate with others. In the end, trusting your own judgment so you can accurately assess the information as it relates to the attainment of your purpose and those of your staff.

Effective sales people do not spend all their time learning the answers to every question, they spent their time creating a system where they know how and where to get all the answers.

Sell with integrity.

Fred Sarkari

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