Saturday, 22 December 2012

The One Thing Your Team Wants You to Stop Doing

The One Thing Your Team Wants You to Stop Doing
December 21, 2012

The other day, on the sidelines of a conference, a bright young manager sought my advice. "I've tried using different leadership styles, but I can't seem to dispel my team's sense of disengagement," he confessed. "I don't understand what I'm doing wrong."

"Why don't you ask your team?" I asked him.

The reply surprised him, but there's no point in complicating leadership. As I described in a previous post, time-tested leadership traits are quite simple to adopt. Yet, as recent reports confirm, there's a growing disconnect between teams and managers. Why?

On a hunch, I decided to conduct a flash survey of my social media universe. "What's the one thing you'd like your boss to stop doing?" I asked on Facebook, Twitter, and HCL's internal social media platform, Meme.

The number of responses that poured in shocked me. Everybody had something to say about that, and seemed to be waiting to be asked. The top pieces of advice:

Don't obfuscate; tell it like it is. That's typical of Gen Y, which wants its leaders to call a spade a spade. "Tell it like it is, stop worrying about hurting people's feelings," said one response. The next was even more direct: "Stop being outwardly nice and be vocal about dissatisfaction with my efforts." A third went a step further: "Let people know where they really stand. They know how to win if we tell them the score."

No rose-tinted spectacles for today's employee; they have the pluck to look at their failures and successes and have little patience for circuitous comments.

Stop telling me what I know. Coach me, enable me, support me... was the message, over and over again. Give us "freedom, exposure, and guidance," wrote a young lady on Facebook, which was echoed on Twitter by "Learn to let go... Create the platform for your team to perform and back them by providing guidance and support."

I could hear my kids' voices in some of these comments. Trying to teach today's Google-bred generation often blurs the lines between student and teacher; the former will tell you a thing or two that you didn't know. It's time leaders moved from being knowledge-providers to enablers.

Don't stray; walk the talk. Megaphone managers have thrived for too long; people now want their leaders to be the change they advocate. They're looking for role models, which was evident in comments such as: "Walk the talk and set me an example. I need to know that we are in it together," and "Do away with the lack of congruence between your actions and your words because I need to trust you."

Mahatma Gandhi's success as a leader is usually attributed to character traits such as vision, courage, conviction, and perseverance, but what's less known is the fact that he always practiced what he preached.

Stop playing favorites. Even if organizations have adopted key performance indicators with measurable goals and outcomes, it is worth reflecting whether they apply to us . A couple of comments: "A horse and a monkey cannot both be judged on the basis of which can climb trees." Or "Reward performance, not sycophancy."

We can all put a name to the employee who steadily rose up the corporate ladder despite weak performance because he was affable and didn't bruise anyone's ego. That was rampant until measurable goals came along, but the bad news is that it still happens. Indeed, the need to measure and be objective cannot be stressed enough.

Don't be a boss, be a leader. There was an unmistakable call for appreciative, empathetic, respect-worthy leaders. "Lead by example, not by rules," wrote one young man on Facebook. "Stop trying to control people...," added another. A third quoted Gordon Selfridge: "A boss inspires fear, a leader inspires enthusiasm."

These aren't isolated cases. As confirmed by the Kelly Global Workforce Index in September 2012, which studied the Leadership Disconnect in 30 countries, less than 4 out of 10 employees (38%) are satisfied with their current management's leadership styles. So if you see a decline in your team's enthusiasm, it may not necessarily be the economy! You may want to check if there's a disconnect between your leadership style and your team's expectations.

Remembering Mr. Ziglar !

As 2012 comes to an end I pay homage to a wonderful human being, a mentor, a leader of excellence and an amazing person of discipline !

I will always remember your teachings Mr. Ziglar...would have loved to have met you !

The Key to Success

The Key to Success: 5 Ways to Building Mega Credibility

Written By Brian Tracy | Sales Success | December 12th, 2012 |

key to succuss-add value-everything counts
The key to success as a sales professional is to sell the very most and earn the very most that you possibly can.  As it turns out it takes just as long to become a sales superstar as to remain an average performer.  The choice is up to you.
As our society becomes more and more high-tech it will require more and more high touch in the field of selling to balance it out and add value.  The better you get at selling, the more opportunities you will have.  According to recent research, fully 5% of self-made millionaires in America are salespeople who have sold for another company or companies all their lives.  The reason they are successful is because they became very, very good at selling and earned a very high income.  They then saved and invested a substantial part of their income as they went along.  And so can you.

Your Key to Success

Today it takes credibility for you to get an appointment with the customer.  But it takes mega credibility for you to get the sale.  Mega credibility is defined as credibility that is far above and beyond an appeal to just quality and service.  It is credibility that is far beyond anything your competitors might be offering at the same time, this is your key to success.

Add Value and Build Mega Credibility

There are five keys to building mega credibility and unleashing your key to success.  The first is the salesperson – yourself.  Your credibility is so important that you can make or break the sale simply by your appearance and by your personality.
There are three parts to personal mega credibility.  They are: dress, grooming, and accessories.  Top salespeople dress for success and know that everything counts.  You should read a book on the subject of dressing for success in business for men or women and then make sure that you look like the kind of person that a customer would be comfortable taking advice from, or give money to.
Look at the top salespeople in your field and then both dress and groom yourself the way they do.  Fully 95% of the first impression you make on a customer will be made by your clothes.  This is because your clothes cover 95% of your body.  Don’t leave anything to chance.
The second part of mega credibility is the reputation of your company, how long it has been in business, and how large it is.  Fully 85% of sales today are based on word of mouth.  This goes back to positioning and how your company is thought of and talked about by customers and non-customers in the marketplace.  The bigger and more positive your reputation, the easier it is for customers to accept your recommendations and to go ahead with the purchase.
The third part of mega credibility is testimonials.  A letter from a satisfied customer, a list of happy customers, or even photographs of happy customers can add value and builds mega credibility in the sales conversation.
Often, people will not buy a product or service until they know who else has bought the product or service and been happy with it.  Be sure to volunteer this information clearly in your sales conversation.
The fourth part of mega credibility is the presentation.  A well thought out, completely professional customer focused presentation can add value to the product or service and actually increases the price you can charge for it.  A good presentation builds credibility to a high degree, and the credibility overcomes the fear and misgivings that hold most customers back.
The fifth ingredient of mega credibility is the product or service itself.  Your presentation should demonstrate clearly that the customer will be much better off with what you are selling than he or she would be with a competitive product or with the money that it costs.  The sale is made in the presentation.

Everything Counts

And here is the great rule for sales success.  It is this: everything counts.  Everything counts.  Everything you do in a sales situation either helps or hurts.  It either moves you toward the sale, or moves you away.  It is either increasing your credibility or decreasing your credibility.  But nothing is neutral.  Everything counts.  All top sales professionals know that everything counts.  They leave nothing to chance.  And neither should you.
Thank you for reading this post on the keys to building mega credibility and how to add value to your prospective customers. Please share this article with others and comment below!