This week Bruce S. Gordon resigned as president of the NAACP. I know Bruce although I haven’t really seen him for several decades. I do know that he is intelligent, articulate and tough minded. In fact, we were on the same football team at Gettysburg College. His corporate career was stellar…his reputation impeccable.

In reading about his decision to resign it was clear to me that this circumstance appears to be a case of someone having lots of responsibility with very little authority. A board of 64 people? Give me a break! No one – no matter how capable that person might be, will be able to satisfy the agendas of 64 different people. Not even Bruce.

That forces me to ask this question: Are you (or an entire sales team) in a situation where the levels of responsibility and authority “don’t match?” First, what is responsibility?

• The obligation to perform

What is authority?

• The right to act

A few examples:

• Responsibility – to sell
• Authority – the right (or lack of it) to adjust terms on delivery
• Responsibility – to manage a sales team
• Authority – the right (or lack of it) to hire or fire salespeople

Think about it. Bruce Gordon’s situation was high profile and made national news. A sales manager or salesperson’s plight may not be as news worthy. However, it’s just as critical to their company, customers, family and career. In any case, it is just as frustrating!

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