Archive for the ‘Leadership’ category

Conversation Tips When Communicating To A Dominating Personality Style

March 1, 2013

Whether it is intended or not, most people in buying or customer mode take on the characteristics of a “dominating” personality style.  It’s a natural defensive posture we all assume when we are concerned someone may take advantage of us.

The best way to present to these buyers/customers when they are in that mode is to be direct and to the point.  Don’t waste time with unnecessary small talk and overwhelming facts and figures.  Get directly to the bottom line.  Use the BLUF (Bottom Line Up Front) model when communicating.  Keep the conversation concise, focused, and on the immediate topic.  They will be impressed with an efficient, no-nonsense, business-like manner and should help them reduce some of their defenses to create a more pleasant, less defensive interaction.

Remember, Peter Drucker’s advice, “Communication is what the listener does.”  Customize your delivery to the style of the listener and empower yourself for successful conversations.

Share Job Accountabilities With Everyone Associated With The Job

February 24, 2013

Most job descriptions are tucked away in some HR Manager’s dusty cabinet and at best looked at once year or when the position needs to be filled.  If these documents are used, they are likely seen only by one or two people.

Job accountabilities define what is expected out of a job and should be concisely described on one page.  The accountabilities are used regularly by job-holders and their bosses to measure and track success.  Don’t stop there; share the job accountabilities with all people associated with a job.

Sharing job accountabilities lets everyone know what is AND what is not expected of the job.  Co-workers help keep the job-holder accountable and support them in achieving the success factions. Sharing the accountabilities also minimizes the frustration from others who want more of the job-holder than is included in the job.  You’d be surprised how relieved your direct reports are when everyone knows what is expected of them.  Click here to see an example of a job accountabilities report.

Empower your direct reports to share their job accountabilities and they’ll be more successful.

Encourage Your Direct Reports To Develop Mentor/Mentee Programs

February 17, 2013

Most successful leaders can identify one or two very influential colleagues who early in their career made a big impact on their development and future.  Mentorships, formal and informal, are important to developing successful leaders.

Today, mentorships are taking on dual purposes.  Mentees are still benefitting from the guidance and wisdom of their mentors but mentors are reaping unexpected benefits.  Along with receiving the gratification of helping develop young leaders, mentors are benefitting from the younger colleague’s knowledge of new technologies.  Mentees are showing mentors the ropes on social media, portable computing, and new ways of communicating.  Jack Welch during his last few years as CEO of GE had a young mentee to help him understand new personal technologies.

Empower both your junior and senior direct reports to develop mentor/mentee relationships and you’ll have a more successful organization.

Push Your Direct Reports Outside Of Their Comfort Zones

February 11, 2013

We all remember that one teacher or coach or boss or trainer who really challenged us.  Though we hated being pushed and thought unpleasant things about this perceived tyrant, at the end we were better as a result.

It’s your job to challenge your direct reports challenging them to grow along the way.  You understand their specific role, their particular set of skills, and where you see them contributing in the future. Figure out what else can they do that is a step beyond what they are doing today that leverages those skills.

Push hard; most people don’t want to stretch beyond their existing skill set or comfort zone if it involves taking risk. Encourage them to embrace the opportunity and discover what else they can do beyond the status quo.  For all his faults as a leader, this is where Steve Jobs excelled.

Most people, when left to their own devices, will choose to stay inside of their comfort zone. However, there is nothing motivating about someone doing the same thing they’ve done before, and long term they will be unhappy. So, do them a favor, do yourself a favor, and empower them to achieve greater future success.

Use Multiple Assessments When Screening Candidates

February 3, 2013

Most economists expect there to be much more hiring in 2013 – we certainly have seen an increase with our clients.  Assessment instruments have become more common for hiring managers evaluating new hire candidates.  We recommend hiring managers use multiple assessments to evaluate more than one dimension of a candidate’s skill set.

Whether you are using assessments focusing on behavioral styles (Myesr-Briggs, DISC), personal skills (Hartman Value Profile, DNA), or critical thinking (Watson-Glaser, Ravens) it is important to evaluate more than one aspect of a candidate’s work skill set.  We all have multiple sets of skills and rely on different skill sets for different aspects of our job.

Hiring managers should try to assess as many of these skill sets as possible and not rely on just one assessment type.  Hiring managers also should be cautious that no assessment should be the go/no go factor of the selection process, rather indicators of where to probe more fully in interviews and reference checks.

 

Empower your hiring managers with multiple assessment tools in evaluating their new hires and you’ll experience better hires and less turnover.

Succession Plans Can Help You Get Through The Flu Season

January 27, 2013

Only a couple of months into what is already being called the worst flu season in a decade, leaders around the country are undoubtedly feeling the financial effect of increased health-care costs and widespread absenteeism.  Citing U.S. Centers for Disease Control (CDC) estimates, Challenger, Gray & Christmas said that, on average, seasonal flu outbreaks cost the nation’s employers $10.4 billion in direct costs of hospitalizations and outpatient visits. That does not include the indirect costs related to lost productivity and absenteeism.  Your direct report’s succession plans should protect you from the lost productivity and absenteeism.

We’ve all heard the admonitions about being prepared in the event a worker never showed up to work again, but what if they were out unexpectedly for a month, or 6 months? You should have a succession plan in place for each of your direct reports.  The plan should include:

  • documentation of critical tasks
  • backup and cross-trained resources
  • new hire search options to replace the direct report

With this approach, when a direct report is stricken with flu, you are not stuck and have a peace of mind knowing there is a plan in place.

Empower your team to develop their succession plans and you’ll experience success even during flu season.

 

Consider Your Direct Report’s Behavior Style When Discussing Health Care Changes

January 19, 2013

In our life time, there may be no greater workplace uncertainty than what companies are going to do with their health care program.  The laws and options are so complicated, few organizations have a clear path to take and fewer have communicated the reason the organization chose to deal with the new laws to their employees.

Hopefully you are conducting regular feedback sessions (weekly one-on-ones are the best) and it is in these sessions you should be discussing the organization’s thinking and direction on their health care plans.  Keep in mind when discussing this complicated, emotional topic not everyone processes the information in the same way.  Try these approaches:

  • For your hard driving, no nonsense employees, present the information in a straight forward, direct, non-sugarcoated way.
  • For your affable easy-going employees, present the information in a calm personal way, allowing much time for discussion.
  • For your deep thinkers and process orientated employees, explain with why the organization chose the direction it did and how it’s going to impact everyone in the company.
  • For your detail-oriented analytics, present the facts and be prepared when you discuss the plans with them, they will be pressing you for specifics.

Empower yourself with the understanding of how to communicate the details of the health care changes with each of your direct reports, and you’ll experience a more successful implementation of the plan.

Support Your Direct Report’s Development

January 11, 2013

For most of us the start of a new year brings on a renewed commitment to personal development and self-improvement.

Hopefully you have been encouraging your direct reports to continually pursue personal and professional development (this should be covered during each quarterly review).  Based on this encouragement, chances are your direct reports have a 2013 personal and/or professional development goal in mind.

When presented with your direct report’s development goal, your job is to help identify resources, provide encouragement, and hold them accountable (then get out of the way).  Providing resources can be financial (reimbursement for expenses), contacts (people you know who can help), or your experiences (how you developed in a particular area).  You are not responsible for the development, just making sure they have what they need to achieve their goals.

Empower your direct report to develop by assisting with resources, cheering them on, and following up on progress, and you both experience more success.

Update Job Accountabilities Regularly

December 28, 2012

Hopefully, each of your Direct Reports has a job accountability matrix capturing the job’s activities, priorities, and success factors.  Maybe instead, it’s a “job description” listing the job’s requirements and expectations.  Maybe it’s a tattered sheet of paper detailing what you’d like out of the job.

Whatever you are using to scope your Direct Report’s job, be sure to review and update it regularly.  We recommend reviewing job accountabilities during each quarterly performance review session.  By reviewing the accountabilities regularly with your Direct Report, you both are reminded of what is important.

Do not assume the job’s description is static and cannot be changed.  The document is a dynamic, evolving view of the job and should be updated as the job evolves or changes.  The responsibility for owning the updates and current nature of the Accountability Matrix or Job Description lies with your direct report.

Empower your Direct Reports to manage their job accountabilities and watch both your careers succeed.

Sales People Are The Toughest Interviews

December 14, 2012

When it comes to hiring sales people, you may enjoy the interviews more than a more technical interview.  That’s to be expected – they’re sales people. If they’ve spent at least a year in sales, they should be able to make the conversation comfortable and easy.

The hard part is being able to peel the onion back and find out what’s really underneath.  Keep in mind: no one is perfect.  The selection process must be designed to uncover the weaknesses to determine if they are deal-breakers.

The best way to do this is first to be clear about what you need up front so the sales person doesn’t talk you into buying something you don’t really need (or hiring someone that doesn’t fit). Assessments can help you see the potential issues the salesperson would rather you not see.  Those results allow the hiring manager to explore those issues in further conversation and reference checks.

If your organization is hiring a salesperson, empower your team with a robust selection process that includes assessments to create the best chance of success for the new hire.