12 things managers must do to create a great workplace 5 of 12

5. My Supervisor Cares About Me

Gallup’s research indicates that employees don’t leave companies, they leave managers and supervisors. The impact that a supervisor has in today’s workplace can be either very valuable or very costly to the organisation and the people who work there.

Making sure that every employee has a quality relationship with someone who can guide them is one of the 12 key discoveries from a multiyear research effort by The Gallup Organization.

[Our objective was to identify the consistent dimensions of workplaces with high levels of four critical outcomes: employee retention, customer satisfaction, productivity and profitability. The research identified 12 dimensions that consistently correlate with these four outcomes -- dimensions Gallup now uses to measure the health of a workplace. An associated research effort, in which Gallup studied more than 80,000 managers, focused on discovering what great managers do to create quality workplaces.

As employees, we have all had unpleasant experiences with bad supervisors or managers. Many of us have also experienced the benefits of a good one. Employees see an amazingly clear difference between good and bad supervisors, according to Gallup evaluations. Yet, when we ask employees, "Do you want to be managed?" everyone says "No." Why is this? Because we automatically think of our bad experiences. What if their best supervisors could manage those employees? Would they want to be managed in that case? Yes. So, the issue is really this: What makes a great manager?

Gallup finds that great managers and supervisors possess identifiable talents or recurring patterns of thought, feelings and behaviors. These managers find a true sense of satisfaction when their employees grow and succeed, even if the employee's success surpasses that of the manager. Great managers intrinsically know how to match the right person with the right roles to produce the best possible results. They set expectations by defining the desired outcome. They don't dissect every role down to exact steps. They help people grow within a role instead of grow out of it. And they always try to bring out what was left in versus trying to put in what was left out.

Great supervisors genuinely care about the people they work with. They treat people as individuals rather than treating everyone in the same way. Supervisors serve as filters between broad organizational changes and employees. They help employees make sense of new initiatives and thus gain true acceptance and understanding. One could speculate that people are not resistant to change; they just have no one to explain how modifications will impact them and their jobs.

For years, Gallup has learned from surveys that the credibility of senior management is critical to employee perceptions of the organization. This led us to encourage CEOs and leaders to increase their visibility and create clearer communications. Then, three years ago, we made a discovery: For employees, the credibility of senior management is largely driven by the quality of relationships employees have with their supervisors. Thus, rather than feeling the need for a town-hall meeting, the CEO should feel compelled to ensure that all employees have caring relationships with their managers or designates.]

Please leave a comment, or phone me on 0412 921 292 if you’d like some help in your business to implement any of what you’ve read here.

There services of www.TEC.com.au may be of particular interest to business owners, CEOs, Managing Directors and General Managers.

How to collaborate in 18 minutes

18 minute TED video with excellent insights about planning methods, incentives and facilitation skills.

Like to leave your own comment?

Are you still flying South?

5 birds are sitting on a telephone wire.  2 decide to fly South.  How many are left?

If your answer is 3, you may want to take another look, because in all likelihood there are still 5 sitting on that wire.

You see, deciding to fly simply isn’t the same as doing it.

If a bird (that would be you) really wants to go somewhere, it’s got to point itself in the right direction, jump off the wire, flap its wings and keep flapping until it gets there. So it is with most things. Good intentions aren’t enough.  It’s not what we want, say, or think that makes things happen; it’s what we do.

Thanks to Jurek Leon of www.TerrificTrading.com for pointing this out in one of his eNewsletters.  Like me, you already knew this; but a reminder may be timely.

And the more important question remains …what can be done to convert decisions into action, for ourselves and for those we lead?

So if you’re still sitting on that wire, or you’re ‘in a flap’ but not getting anywhere; and would like some assistance to get yourself and/or your business to a better place; I suggest you register for the next information session I’m hosting for business owners, CEOs, MDs and GMs.

Applying the 7 habits of highly effective people

Many have been profoundly assisted by the pages of Stephen Covey’s best seller ‘The 7 habits of highly effective people’.  But not all of the ‘habits’ are easily formed or perfected in us individually or in groups.  Crucial Conversations may provide a valuable addition to unlocking the benefits described in Stephen’s book.

Thanks to John Cluer for sharing this with me.

Calling all business owners CEOs MDs and GMs

Are you committed to continuing professional and personal development?  If yes; then I suggest you consider what The Executive Connection has to offer.

As the saying goes … ‘If you surround yourself with successful people, their success will rub off on you.’

So I invite you to meet with my network of successful business owners and CEOs to taste what it would be like to do so regularly.

To be specific … I’ve been invited by The Executive Connection (www.tec.com.au) to form and facilitate a select group of CEOs and business owners in Perth who are committed to assisting each other over a period of years, to become better leaders, make better decisions, and achieve better results.

The Executive Connection (TEC) is a world-wide high performance network of experienced current CEOs (including owners of SMEs) who meet monthly in groups of 16 to challenge each other with their combined experience and wisdom … the sort of input you can’t find in books or manuals.

TEC has hundreds of these groups operating worldwide (since 1957) including over a dozen in Perth (since 2003) but it isn’t widely known because membership is by invitation only.  And selection is rigorous to ensure continuing value for all members.

Each group has a diverse membership in terms of industry sectors, size of businesses, gender, age, etc.  But all members are the final decision makers within their respective enterprises.

TEC groups should not be confused with ‘networking groups’.  TEC groups are primarily for the ongoing professional development of CEOs, the people whose role is often the most critical (and lonely) of all.

TEC seeks out a rare breed of business leader who understands the value of continuous learning … the sort of learning that can only come from others who’ve walked the same or similar paths.

Anyone can go on a course … but not anyone can be a member of TEC.

The worldwide average period of membership is over 8 years.  Quite simply, the proven model and support resources of TEC have been enhancing the lives and performance of CEOs for decades, and I consider it a privilege to have been asked by TEC to form a new group. (After many months of development and an arduous selection process I might add!)

I will be chairing/facilitating a new TEC group starting in October, so now I’m recruiting for the right people, that is people I would like to spend years with, who would be contributors as well as a willing to receive, who are strategic, open to development, able to give and receive honest and penetrative feedback, and of unquestionable personal integrity.  Are you such a person?

To explore and taste the ‘TEC experience’ for yourself, along with other CEOs, MDs, GMs and Owners; including time to hear from and meet with some current members of TEC in Perth; please register online to attend our information breakfast 7.00am-9.00am on Friday 16 September to be held at Kailis Bros in Leederville. Or if you prefer, call our local TEC EA Cheryle McLaughlin on 08 9285 0165 to register over the phone. Or simply reply to this email with your current contact details and I’ll attend to the registration myself.

This event is purely informational and experiential.  There will be no selling or pressure whatsoever.  Attendance is without cost or obligation, and may result in you joining a group other than the one I am forming.  So even if you don’t see yourself spending years meeting with me, I still encourage you to come along and find out what TEC as an international organisation has to offer you.

If you’d like to discuss anything prior to registering, please contact me by reply email or phone 0412921292.

Consultants fail to deliver

New research reported in Management Today, June 2011 edition, reveals that the ‘overwhelming majority of consultants do not deliver on client expectations‘.  So how do you ensure external expertise is well applied so that you’re part of the mere 30% whose expectations are met or exceeded?

The Consulting Client Satisfaction Survey February 2011 conducted globally by the RFP Company examines the factors behind client’s overall satisfaction with results achieved when working with management consultants.  It shows that more than 70% of consultant engagements fail to fully, let alone exceed, the results that the client expected.

The survey reveals some strengths of consulting firms; but shows that these are not significant contributors to client satisfaction.  The quality of the individual consultants assigned and their focus on the project at hand are identified as areas of greatest relevance to satisfaction.

Importantly, the survey goes on to examine the responsibilities of the client for selecting an appropriate firm for their needs and proactively engaging with that firm.

My own experience reveals that most clients don’t know what they don’t know, so are particularly weak at defining their own needs and making appropriate selections of consultants and coaches to assist them, particularly when a multi-disciplinary approach is required.

The formation of www.MultiCOACH.biz is part of my own response to this dilemma, a cooperative of multi-disciplined coaches, consultants and practitioners coordinated to assist owners and managers of small and large organisations with both needs analysis and solution delivery.

The secret powers of time

In this 10 minute animation, Philip Zimbardo, Professor of Psychology at Stanford University, conveys how our individual perspectives of time affect our work, health and well-being. He maintains that our attitudes to ‘time’ influence who we are as a person, how we view relationships and how we act in the world.  It also has profound cumulative effects on nations and cultures; so what affect are attitudes toward ‘time’ having on the practices and culture within your own place of work?

The surprising truth about what motivates us

When will our practices in business eventually catch up with what behavioural science already knows about motivating ourselves, our colleagues and our staff?  Watch the 10 minute animated video below to get the full picture, and don’t forget to leave your own comment.

One marshmallow or two?

Maybe you are already familiar with this now famous experiment explaining the different time orientations of people and the significant benefits that flow to those who can exercise ‘deferred gratification’.  In any case, this 2 minute video animation is worth sharing with your colleagues and staff for the inevitable conversation points that will ensue.

How to activate sales success

Below is a very tidy exposition of the problems and frustrations experienced by every sales manager, often leading them to give up on sales training altogether.

Shows typical frustrations of sales managers – 2 minutes

Shows typical frustrations of sales managers – 2 minutes

This movie requires Adobe Flash for playback.

But there is a way forward for all sales managers, entrepreneurs, directors, and business owners who are keen to grow their businesses with effective selling.  And it’s not a training course.  Not software.  Not role playing.  Not a workshop.  Not a seminar.  And not a manual.

This unique way of causing continuous sales improvement is for sales professionals, sales teams, and sales managers that want something more and better than the tired old methods of performance improvement.

Activating Sales’ is a tool kit for sales managers of consultative sales personnel.

Activating Sales is …

  • fast
  • proven
  • flexible
  • content rich
  • easy to use
  • thought provoking
  • fun
  • varied
  • motivational
  • action oriented
  • effective
  • freeing
  • memorable
  • good value

Activating Sales is just as applicable to ‘old sales masters’ as to those completely new to ‘the selling game’, in any industry, for any product or service.

WARNING:  Once you and your team have begun … you won’t want to stop!

The Activating Sales package includes a workbook; but this is only a small element of all that is ‘Activating Sales’.

The Activating Sales Workbook consists of 2 parts:

1.    Activating Sales Technique, which includes:

a.    Preparing yourself for success
b.    Relationship building
c.    Understanding customer requirements
d.    Fulfilling customer requirements
e.    Negotiating for win-win outcomes
f.     Handling objections and closing
g.    and 42 pages of content; and

2.    Activating Sales Process, which includes:

a.    Leads
b.    Prospects
c.    Ongoing discussions
d.    Customers
e.    and 20 pages of content.

The logic of each part, section and page is explained in the body of the workbook.  Check out some sample pages at ActivatingSalesWorkbook-SamplePages.

Creative use of the resources within the Activating Sales package will provide hours of productive and enjoyable learning and practice for your whole sales team, and take pressure off the sales manager.

It is intended to enable sales managers to equip and continuously sharpen their team’s performance with minimal preparation and negligible ongoing investment.  My initial input and guidance will prove valuable; but brief.  Activating Sales is a DIY toolkit.

Contact me on 0412 921 292 for further information.

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