A few years ago, we had a fascinating assignment. Two clients came to us around the same time with basically the same puzzle.
“We have seven sales territories. Wherever we assign this manager, sales go up significantly. When she1 leaves, sales drop down to the level of the other territories. The manager looks like everyone else both on paper and in real life. We would love to bottle what this manager does and serve it up to the others. Can you find out what it is?”

We were totally intrigued by the question. Likely, you are too.
The simplicity of what we found should not distract from its power. Indeed, it should add to it. As Leonardo da Vinci said:
“Simplicity is the ultimate sophistication.”
We each took one client team and asked individuals on the team the same question: What does your manager do that gets such great results?

We compared our findings after the interviews and were blown away, not only by the simplicity of what we found, but because we found the same result. And, we should note that while these were both sales managers, they were in very different industries: one proving B2B health insurance and the other a logistics firm.
The first finding was pretty basic and typical. Each star manager asked members of their teams what they could do to help them achieve their objectives. No surprise here.
Then, and drum rolls please, the managers asked:
Where do you want to be in five years and how can I help you get there?

Team members uniformly proclaimed that no one had ever asked them that before. Further, they were utterly surprised that the managers did not want their answers restricted to work related aspirations or goals.
Managers encouraged their workmates to think about all aspects of their lives including family, leisure and travel. It was not uncommon for people to be thrown off by the question and needing more time to think about it.
One team members’ response was both colorful and memorable.
“Show me a wall and I will try to run through it for Jerry.”

When we sat back and thought about our discovery, there really was no reason to be surprised. Too often workers feel they are viewed as parts of a machine that grinds out results during work hours. But they have lives outside of work including important roles they play as spouses, parents, children, students and citizens.
Along with all the roles they play they have goals. Not all of them are related to work. Be that special leader and ask the simple question:
Where do you want to be in five years and how can I help you get there?
You will be rewarded by more than team performance.
1 one manager was a woman, the other a man. Coincidentally, both organizations had seven territories.