Leadership - Salesyards style
In my teenage years I worked as a casual in the cattle and sheep saleyards throughout the western district of Victoria for a strong leader and mentor named Norm. It has taken 4 decades to recognise these experiences formed the basis for what I consider is important in leading others.
Our days started early with me climbing into the Norm’s car at 4am, still pitch black, to start work before first light. Always punctual, he would generally drive 15 minutes out of town to pick up “Mick” an old man who eked out a living yarding sheep or cattle. Including Mick in his duties was typical of Norm who treated everyone with respect and recognised their capabilities no matter what their circumstances.
Typically, we would be first to arrive at the sale yards, trucks already lined up on the road and the quiet movement of stock penned in the yards overnight. Norm’s staff would arrive soon after, when he would gather them all together to share his objective for the day, which was to create a sales day to maximize prices for clients and meet buyer’s needs. He would detail the duties and responsibilities for each person, share the guiding principles of where stock would be penned for sale. “We’ll start with the best of the young ewes at the top of lane one to set the price standard for the day, then work through the wethers over the coming lanes and finish with the old sheep in the last lane”. Norm spoke clearly, detailing specific client needs, leaving time for questions and suggestions from his team to ensure the best outcome from the day. ‘Clients come first’ was Norm’s strongest message in actions and words.
Norm was seemingly everywhere, demonstrating and explaining what was needed from his team and always available to chat quickly with those who arrived early to check on their stock. He exhibited his maxim that people,”listen to what you say but watch what you do”. His actions and behaviours set the standards, think first, fit within the plan, take action and assume responsibility.
Though he was clearly in charge he lived by his view “don’t have a dog and bark too” which he demonstrated by delegating effectively and never abdicating responsibility, especially when things went wrong. He always backed his team publically and, when required, admonished them privately.
Norm was the premier auctioneer of the district so when sale time came he was up front and masterful in creating an atmosphere which met the needs of his clients. Taking charge of the auction from behind the sheep, and in front of the buyers he detailed the quality of the stock, called for bids noticing every hand rise or inclination of a head, closing the bidding with a clap of his hands and calling out the details of the buyer for his scribes. He never missed a beat in obtaining the best price available as he knew all the clients and their stock presented for sale, along with the needs of the buyers.
Sale time is the pinnacle of the day and everything thereafter is an anticlimax, nonetheless some important tasks remained. Norm would attend to these as quickly as possible after which he would meet clients at the preferred pub in the town to celebrate the day’s events.
So what did I learn?
• Start early and work hard.
• Treat everyone with respect.
• Establish a plan
• Share it with your people and implement together.
• Focus on client outcomes – develop effective relationships with them, know their needs
• Role model what you want from others
• Accept ultimate responsibility - Your team is responsible for success and you’re responsible for mistakes
• Celebrate success
Norm Anderson died on April 13th 2015. Norm is my dad and leaves a wonderful legacy of community leadership through his family, friends, clients and colleagues.