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COACHESCORNER

Don't Fence Them In

Do the boundaries you set in your business support or hinder the results you desire? 5 things to consider when placing your fence posts

By Kevin Eikenberry

Farmers and ranchers put fences up primarily to keep their animals where they want them. The fence defines the boundary of where it's OK for the animals to live and graze.

While people aren't animals, managers and leaders have always created fences (or boundaries) for employees as well. They are set up for much the same reasons—to provide safety and exert control, as well as to define where people can't go.

Fences or boundaries can be helpful, but when set unclearly or too narrowly, they can cause significant problems.

Consider these guidelines when setting your fence posts:

1 | Define the fence line.

A lot of energy is lost when people make assumptions about boundaries. A salesperson who isn't sure whether she can make a certain decision or adjust a process is less motivated to succeed. When you clearly define what behaviors and decisions are inside the fence and which ones aren't, you make life and decision making much easier for your sales team.

2 | Expand the boundaries.

Ask yourself what would happen if you gave your team more freedom to make decisions and cover additional territory. While there may be errors, there may also be new ideas, approaches, energy and ownership.

3 | Clarify the goals.

When you help people understand the goals and purpose for the organization or their team, you are taking an important step towards empowering them. With a clear goal they are better able to work within the boundaries to achieve better  results.

4 | Trust people more.

When you assume the best in people's intentions and potential, you will be more willing to expand the boundaries. If trust is heightened, results will improve and those expanded fence lines will stay intact.

5 | Give more responsibility.

Granting more trust and coupling that with greater responsibility and accountability accelerates an employee's passion, interest and ownership in their work. It's important to give people more responsibility as they develop the skills and experience to manage it effectively, yet most leaders are too tentative in expanding responsibility. Do it intelligently, but consider doing it sooner rather than later.

As you broaden the boundaries, thereby expanding trust and responsibility, you empower people in ways that you haven't before. That heightened empowerment often leads to people standing by the fence, looking for more opportunities and challenges.

Remember, most people are thinking "don't fence me in." Move the fences outward and you'll find greater productivity, passion and results on the other side. Make the fences clear, but be willing to expand them. You won't regret it and your team will thrive.

Illustration by Travis Foster

The Kevin Eikenberry Group (www.kevineikenberry.com) is a learning consulting company. More information is available online or by calling 317-387-1424.

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