THE DIFFERENCE BETWEEN MANAGING AND LEADING
Manage Things, Lead People
Every decision we make has emotional and rational components because we are emotional and rational beings. Certain decisions require that you should be more influenced by one than the other.
So how do you know when to pay more attention to the emotional side? How do you know when to pay more attention to the rational side?
In sales management, we have the same quandary with the fact that sales managers are required to be leaders and managers at the same time. How do you know when to be more of one and less of the other?
The rule of thumb is that you lead people and you manage things.
When making decisions concerning things, such as money management or choosing the best location for a new office, you should use your rational intelligence.
So when dealing with facts and figures and the like, you should lean towards your rational intelligence, and with people, your emotional intelligence, but you’ll notice that in all cases you use intelligence.
You won’t be able to achieve long-lasting success by using just one of them. You will need both. Part of becoming successful will require intelligent business decisions (rational intelligence), and, since no one becomes successful by themselves, the other part of becoming successful will require intelligent decisions about people (emotional intelligence).
I wanted to make this point to clear up any misconceptions about whether or not emotions should enter into the decision-making process. The truth is that they always will, because emotions are part of who we are. What I am reflecting on is the great number of gifted individuals that I’ve seen self-destruct because they made decisions during very emotional times in their lives.