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Conversations in Management

Sallust

Think like a man of action, and act like a man of thought.

Sallust is one of those historical figures that defy easy categorization. Today he is best known as a Roman author who pioneered an entirely new way of chronicling history. He was the first to document specific events and to attempt to explain their meaning—often through character studies of the leading players. He was also a philosopher and his observations on character and ethics reveal a keen understanding of human nature. The paradox is that Sallust wasn’t particularly known as a man of sound character and high ethical standards.

He was born into a plebeian, though well-to-do family in 86 BC and apparently spent his youth in a variety of dissolute pastimes. As an adult, he became a magistrate and in this capacity allied himself with Julius Caesar. Caesar proved a valuable friend and provided him wealth, power and protection. He needed it all—particularly protection. The habits of his licentious past proved difficult to break and throughout his career he faced charges of immorality, extortion and oppression. After a disastrous term as governor of Africa Nova, he returned to Rome and undertook one of his greatest achievements—the building of the beautiful Sallust Gardens. It was during this period he had a change of heart and possibly of character as well.

Sallust’s character may have left something to be desired, but his observation is right on the mark. He’s drawing our attention to the essential pairing of vision and follow-through. Most people behave as if these are two completely unrelated concepts. When we talk about, “a woman of vision,” or, “a man of action,” we tend to think of them as operating in parallel universes. While each is dimly aware of the other, they have little in common when it comes to the business of daily living. That’s probably why so many organizations have vision statements that are about as closely related to operations as third cousins twice removed. Particularly troublesome is the suspicion that’s developed between the visionaries and the pragmatists. Neither seems really comfortable with the other. Visionaries are dismissed as big picture thinkers with their heads perpetually stuck in the clouds. Pragmatists meanwhile are written off as nuts and bolts types whose feet are planted less on firm ground than mired in knee deep mud. Neither view is particularly helpful.

Sallust offers a corrective. He suggests that rather than viewing vision and action separately, they should be taken as a single impulse. He recognized that vision without follow-through leads to a life of frustration and a fixation on “what might have been.” Similarly, a life of action without any guiding vision might keep you busy, but it won’t take you beyond where you already are. Yet when vision and action are integrated, they can literally make your dreams come true. The process is simple. When you envision your future, envision the steps that will take you there. And when you act, make sure your actions are aligned with your vision. Taken together, vision and action can propel you to achievement that you thought was beyond your grasp. Of course, making this happen will take courage. Visions on their own never threaten folks, but when they start to become real you can expect resistance. Some will simply envy your initiative. Others, however, will push back because they aren’t comfortable with you changing while they stay the same. But don’t be intimidated. Make your vision the new status quo. When you do, you’ll be able to show others how to make their dreams come true as well.

—Ebert