| Take part in any sales leadership training for mid | | | | To be resides within each individual and therefore |
| or senior level management and you will observe | | | | power is truly far more about an individual's free |
| discussion about defining leadership and then in | | | | choice. Each person has power and can delegate |
| some instances how to turn that definition into | | | | that power to someone else who then in turns |
| action. Yet, it is the definition of leadership as well | | | | has authority through that delegation. |
| as the other words connected with this almost | | | | There is an interesting book written by Dr. David |
| magical quality that continues to allude many | | | | Hawkins, Power vs. Truth that examines the |
| organizations. | | | | inherent truth of words relative to the |
| Some of the words associated with this much | | | | subconscious of each individual. This article is not |
| sought after competency or characteristic include: | | | | to argue Dr. Hawkin's position, but rather to |
| - Authentic | | | | reinforce the concept that power comes from |
| - Authority | | | | within each individual. |
| - Servant | | | | Since each word we have in our minds has |
| - Power | | | | specific experience and emotions attached to it, |
| - Visionary | | | | then the words we use are indeed very powerful |
| Two of these words, power and authority, | | | | because they drive our actions. When we share |
| appear to generate more confusion than the | | | | these words, we unknowingly share different |
| other words. | | | | beliefs and consequently different behaviors are |
| Authority most will agree is when someone | | | | the result. This for many leaders is the beginning |
| delegates his or her support to another person or | | | | of conflict. |
| entity such as an elected official or law | | | | Effective leadership is truly about reaching a |
| enforcement. This is for the most part a decision | | | | shared understanding of critical words within the |
| made by the individual. Unfortunately as in the | | | | organization. By investing the time to reach this |
| case of organizations from businesses to | | | | level of awareness, helps the sales management |
| governments, those who have been given | | | | to stay focused on how to achieve the desired |
| authority abuse that gift and in doing so are no | | | | results through the clear articulation of positive |
| longer leaders. | | | | core values. And if "to be able" is not the |
| To understand power without confusion requires | | | | beginning of any value statement, then I truly do |
| looking to the origins of this word. Power is from | | | | not know what is. |
| the Latin verb "potere" which means "to be able." | | | | |