
21st July 2024
Sales and Leadership Wisdom from the Leaders,Abhay Aima
I had the opportunity to interview Mr. Abhay Aima – group head for HDFC Bank. He has produced many leaders in HDFC bank, so I asked him, what is the role of a successful leader in the corporate set-up? I was awestruck by his answer on the leaders in today’s corporate World. He said, “There is a flaw in the set-up of the corporate World, which is, as you move up in your hierarchy, you move away from your core competence.”
So, let’s say, in a sales organization the top salesperson becomes senior sales supervisor, becomes manager, senior manager, and so on. His core competence is sales, and it’s not necessary that he be a good manager, but you are moving him away from that. Then there could be a very good person in sales who actually has the qualities to be a good manager, but because he’s not got the numbers, he will never get there.
As you move a person away from his core competence, by default you are forcing him to do things which are not leader-like. So you will invariably have leaders who will be worried about whether this guy below me is going to take my position. How secure am I ? You become insecure, either toward the person below you or toward the top person, because you are moved away from your core competence.
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