To effectively lead and motivate employees, you don’t need charisma and a grand vision. Research from Michigan State University (MSU) found that being a successful boss was more about mind over matter.

The study, published in the journal Organizational Behavior and Human Decision Processes, found that a leader’s focus, or mind-set, affects his or her own behavior, which in turn affects employees’ motivation. And the good news is that your mind-set can be changed to produce certain outcomes from workers, from creativity to loss prevention.

“Effective leadership may be based in part on a leader’s ability to recognize when a particular mental state is needed in their employees and to adapt their own mental state and their behaviors to elicit that mind-set,” says Brent Scott, MSU professor of management and study coauthor. “Part of the story here is that you don’t have to be Steve Jobs to be an effective leader. There is no one-size-fits-all approach to managing.”

Source - Read More at: www.fastcompany.com

Fascinating article that explores a recent study that found that in order to create quota busting teams, conscious efforts count more than intrinsic, natural characteristics.

That is great news for everyone, since it essentially says that you can indeed LEARN to be a good sales manager ,and you can in fact learn to model characteristics or mind-sets that result in high performing teams.  

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