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Growth Human Resources Leadership Personal Development

Diversity Alone Is Not Enough – The 5 Initial Conditions to Optimize Performance

Many consultants and consulting companies tout the benefits of diversity and make amazing claims about the results of having a diverse organization.  Diversity is perceived as a competitive advantage and as a progressive necessity if an organization is going to be able to claim a modern reputation.  I am unconvinced.  Just like anything else in life, too much of a good thing can become a negative.

There is an impressive list of benefits that experts claim diversity generates.  These include improved innovation and creativity, reduced turnover, improved ability to recruit, improved productivity, excellent company image.  Not so fast.  When we read these claims, there is little mention of the complexity of factors that contribute to these desirable results.  Any consultant who claims to be able to achieve these goals with diversity alone is at best unsophisticated and at worst misleading.

Making the claim that diversity alone is responsible for these outcomes, is like saying a certain brand of gasoline is responsible for lower maintenance costs on your car.  There are too many other factors which are contributing to the outcome.

There are five initial conditions a leader needs to manage prior to reaching to achieve diversity goals.  These conditions will have a much greater impact on these desirable results and will help support a diverse workforce.

A Compelling Vision

A vision is an ideal picture of a future state of the organization.  Pete Senge explains, in his book The Fifth Discipline, that a compelling vision is like stretching a strong rubber band. It pulls people toward the ideal picture and so it helps them to be motivated to achieve the description of the future organization.  A clear and compelling vision that is communicated consistently will improve motivation and align people who are diverse in background. A common vision naturally draws a diverse workforce together into an effective team.

A Compelling Mission

A mission is the reason why an organization exists.  Viktor Frankl, author or Man’s Search for Meaning’ once said, “Those who have a ‘why” to live, can bear with almost any ‘how’.”  Millennials are famous for needing to know why they are being asked to do something. If we are able to explain “why” something is needed, it naturally creates intrinsic motivation and high-quality work.

On a recent trip to a client I encountered a sign in the rest room.  It read; “Did you know that 40% of people who go to the bathroom fail to wash their hands?  Did you know that not washing your hands properly can encourage the spread of germs that cause diarrhea, the flu, and even hand-foot-mouth disease, and even death?  Washing your hands can protect you from these diseases and others.”

I immediately washed my hands and I do it every time.  No one must remind me because I know why it is so important. A well communicated mission will bring a diverse group of people together to achieve a vision.

A Clear Set of Values

Values describe how we want to behave while working toward the vision and mission. When people know how they are supposed to behave with each other and they can agree on that behaviors, it makes the environment safe for communication.  Diversity consultants claim that communication is improved because of the diversity. I disagree. It improves when people share the same values.

It is because of an aligned set of values that make it safe for people to converse even when they are diverse in background. Again, an aligned set of values enables diversity to work as an advantage.  Values comes first, diversity next.

An Aligned Strategy

A strategy explains the priorities of an organization. People who join an organization often have their own ideas about what the priorities must or should be.  Individuals in an organization are not authorized to decide priorities for the organization.  Effective leaders clarify and communicate the priorities of objectives people need to accomplish.

Without an aligned strategy, people can have competing priorities.  When there is competition of priorities there is waste and increased costs.  An aligned strategy will save the organization money.  It will also compel those with diverse backgrounds to work toward the same goals.

The Most Effective Leadership Philosophy

For 20 years I have asked senior teams this question, “What is your leadership philosophy?”  Rarely can I get an articulate answer to this question.  This is because we have been taught an outdated leadership model which is holding us back from optimizing employee engagement.  Frederick Taylor was an engineer who formulated a specific leadership model in the early 1900’s which requires employees to follow a specific set of actions to meet performance standards.  The outdated policy of the typical performance appraisal is consistent with Taylor Philosophy.

We need to evolve our leadership model. We need a leadership model which provides greater opportunity for higher trust, more cooperation, productive conflict, effective leadership and self-management.  We can have a diverse workforce but we also need an aligned leadership philosophy which brings us together as a team.

Diversity is a factor in a high-performance organization. It is not THE factor.

 

 

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Leadership Marketing Personal Development

How to Get More Out of People Around You

Today’s blog is all about understanding the art of sales management, and understanding how to manage even that proportion of yourself or that proportion of other people that can help you get better sales results for you and your business.

We first need to understand a little bit about the makeup of a sales person.  In my experience in all the sales people that I’ve worked with, I found that sales people are hugely competitive people, often highly strung, perhaps even egotistical, and certainly outspoken and just south of arrogant. Sales people are notoriously difficult to manage. If you try and control them too much, they will revolt. Give them too much time, too much freedom, and they’ll exploit you, become lazy and take advantage of your situation. So mastering this art form really is a massive challenge, which is regularly overlooked.

Many businesses go out and recruit experienced sales people, based on their previous track record, and think they have people ready-made for success. Management and leadership of these people is a daily, weekly, sometimes even an hourly task to get the best out of the sales people in your organization. We need to understand what we can do with these people to get them performing and continuing to perform at their best.

Below are 5 key areas to the art of sales management:

1. YOU NEVER GET THE SECOND CHANCE TO MAKE YOUR FIRST IMPRESSION

It may be that you’ve got to set the rules at day one. You could tell people exactly what you expect of them at the very beginning of taking somebody into a sales role. You need to cover everything from company culture to dress code, personal grooming, time keeping and everywhere in between, because if you want to hold them accountable, they need to know the rules. We must also share with them the consequences of underperformance. They still need to know what happens if they don’t achieve what they say they’re going to be able to achieve.

2. SALES PEOPLE ARE CREATURES OF HABIT

You need to show them what success looks like. They’ll need to see it for themselves for them to be able to follow it, replicate it, and maybe surpass it. People do two things in business – what they enjoy doing or what they get checked on. My advice for sales people is make as much of the job fun as you possibly can. Celebrate the successes, whoop and holler at the good times and let them want to enjoy more of that. A regular meeting is important, but consider the timing of the meeting and the location of the meeting–are they congruent with the outcome that you’re looking for?

Also consider they generally don’t take well to change. If your existing routine is not working and you’re going to change something, be very conscious of the fact they’re going to resent it. So, it requires a strong leadership to change it, and if you know the change you’re looking to make is going to make a long-term improvement, they’ll make an instant decision and stick to it. Your sales team is selling all the time. Sometimes to your customers and your potential customers and sometimes selling to you! Maybe it’s the reason they can’t do something or why an idea will or won’t work. So stick to your guns. Be strategic. Know what it is you’re doing and lay down the path for them to follow. They’ll soon come around to your way of thinking, providing it delivers the results.

3. PLAY TO THEIR EGO

Give them a fine reputation to live up to. Great sales people are competitive, and although they’re often employed by your business, the most demanding boss in the world typically manages them –-him/herself.

Remember, however, that although your sales staff may seem thick skinned, they’re often emotional people, so it’s essential that any praise that you give is loud, is lavish, and it’s in public. Any genuine criticism, when you’re looking to be constructive towards how they can improve, is done behind closed doors. You must protect their ego. Their ego is remarkably valuable to you, and a sales person lacking confidence and lacking self-belief will always underperform.

4. MEASURE AND MONITOR THEIR PERFORMANCE

What we’re looking to do is to manage the results and measure their activity. Whether this is you managing others or yourself, set your stall out in terms of the activity levels you’re going to be following, not just the results that you want, then work back from those results. You might be measuring the number of calls you make in order to win appointments or the number of face-to-face appointments and the results that they bring. By chunking it down to the activity, you can find out which part of the machine is broken.

The thing with measuring activity is activity doesn’t lie, yet the results themselves can be influenced from so many different variables. So, record the results of your efforts. Make sure that you’re keeping statistics on the activity levels and patterns that will occur. Ratios will start to appear and you can understand exactly what it takes to get the results that you’re looking for, as well as understand the scenarios where the ratios don’t fit the pattern. This allows you to reward effort, not just results, and allows you to manage complacency where people might be getting great results but only put in minimal levels of effort. Because of the fact they’re above average and better skilled than maybe somebody else in your team, you know that they can achieve a great deal more for you. Identifying those development opportunities allows you to find out which parts need to be improved in your sales team and how you can then provide them the skills to grow in that specific area.

5. HAVE HUGE RESPECT FROM YOUR SALES TEAM

One of the only ways to get respect from people is to earn it. Far too many business owners and business leaders expect respect. In my experience, I found myself in sales roles running large teams of people, all of which were far more experienced in their roles then me. One particular example I remember was at 20 years of age, running a sales team where the youngest person in the team was nearly 15 years older than me. They’d all been doing the job for 5 years or more, so the chances of me being able to have any impact on them initially was slim to none. They’d also already decided there was nothing they can learn from me. In cases such as this, you must be able to adopt a principle that I call, let me show you. This means having the ability to roll your sleeves up and not just tell somebody what to do but be prepared to show them how they’re going to get a result.

This means you go out on appointments with them and demonstrate exactly what success looks like. Pick up the phone and show them how to win appointments for themselves and show them what success looks like. Turn around a customer that previously had said no to you and bring them back into a yes environment, showing them what can be done. And the more that you show people what they’re capable of, the more it will empower them to do the same and the more it will allow you to demand more of sales team.

So I hope this will give you some good ideas of how to get more out of the people that you’re working with right now. You now have some understanding on the art of sales management and what you could be doing to get the maximum amount of effort, the maximum amount of energy and then more importantly, the maximum results out of the people that are selling in your business.

Categories
Best Practices Growth Management Personal Development Technology

Belle’s World – Security

Has your personal information ever been hacked?

There are towns across the world, where people still leave their keys in their car and keep their houses unlocked. However, for many of us in urban or suburban areas that would be unheard of. If we were to do that the likelihood of having our car or having items from our house stolen would increase or has happened. Until people felt the effects of these robberies they continued to leave things unlocked and didn’t prepare with cameras and security systems which became the norm after these types of attacks happened. It wasn’t until individuals experienced it that they felt they should do something about it.

In today’s world we have another growing issue that is similar to the past but different in how its done – cyber security. Many of us have received phishing emails and the stats say that almost 30% of them get opened1. These phishing emails can come in both personal and professional emails. Therefore, as a company the risk is increased because the data is expansive and includes more

than just an individuals information. Why does it take an attack for a leader to realize they need to spend the money before to prevent these attacks versus after. Mostly, it about the human element of feeling too powerful and big that anything would happen to their company. Secondly, they are not truly understanding the power of cyber security to actually keep their companies safe.

One of the stories I heard recently was how the Boomer generation is still all about interacting with humans and the millennials are about interacting with technology. There is a little truth in this statement but it is after all a generalization. As I work with folks who have experience and have been very successful, it is hard for them to wrap their head around how far technology has come and the fact that people who be stealing data. They get the concept but not the enormity of the issue. Unless they get hacked personally they really don’t understand the need for their companies. Large companies are still getting hacked and many times its because the leadership has decided that it won’t happen to them and the financials at the moment are more important than a potential risk. However, the potential risk is much larger than what they can truly understand. The younger folks on the other hard are unable to influence their leaders to make the change and connect with them from the human element and therein sometimes lies the issue.

Even when it comes to cybersecurity, it is all about people. The hackers are people who are preying on companies and individuals. They put phishing emails or hack into systems through individuals. Individuals who are part of companies that house lots of personally identifiable information for employees and customers. Each of our devices are becoming smarter and connect to each other in many ways that we may not even comprehend. These devices are going from our homes to work to public areas. In our home, each person that has a different device is being connected and will be able to “talk” even more. There are so many channels from which a hacker can now infiltrate and do what they need to do. It is a real problem and the leaders who think it won’t happen to them need to spend some time truly understanding what cybersecurity is all about and get the right products and safeguards in place for the benefit of their own career and their companies.

There are too many leaders sitting on their previous knowledge and not moving with the times. In our lifetimes, technology is changing at an exponential pace. If we want to be successful for 50, 60, 70 years (due to us living longer) we will have multiple lifetimes and will have to continue to learn and grow at each step. It’s not easy when you have been the best at what you do for years and now the world is changing around us. It takes times, motivation and the right guidance to change your mindset to be able to handle the new things happening in the world.

How are you protecting your personal and company security information?

Welcome to Belle’s world. Everything in this world is based on a bell curve. Our media concentrates on giving advice to make everyone be a part of the masses.

This is a weekly series of Urvi’s insights on her perception of the world. They say perception is reality and she lives in her own fantasy world. This allows her to delve into the human element of our lives, helping individuals decipher their own souls, to understand, who they are and what they want, in the journey of life.

Belle’s world explores the extremes and goes beyond the surface. Ready to read about some of the “elephants in the room?”

Contact urvi, to discover your self-awareness that will unleash the innovation mindset within you and help you become both emotionally and financially wealthy. https://www.radicalroamer.com/ belle-s-world #thehumanelement