Posts

It’s been a long time coming – A new way to change change!

Change is coming.

Got fear or joy? Got worry or positive anticipation?

Putting your head in the sand, or headed to the beach to relax and plan?

When you feel or fear that some form of change is coming, you have to define it in your mind as opportunity. Clear your head for “what will be” tomorrow, and not worry about “what is” today.

The way this is done is through a combination of faith and belief. These are very similar emotional attributes. And many of you reading this, have already misinterpreted them. I’m not talking about praying, I’m talking about planning.

Faith and belief in yourself.

Belief that you have the capability to withstand any circumstance and emerge both better and victorious.  And faith that whatever happens or is happening, happens for some reason and that reason is to benefit you, not harm you.

The prime questions to face are:

Do you believe in yourself?
Do you have faith in yourself?
Do you believe that you can create ideas that will make you better based on present circumstance?

One key action that will help you more than any other is to collaborate rather than commiserate.  Commiseration takes you backwards.  You may have heard it defined as a pity party. I define it as group whining that usually results in group blaming.

  • Collaboration is about tomorrow, and what can be done, and what needs to be done in order to create an amazing new outcome.
  • Collaboration requires a gathering of smart people with positive attitudes and positive outlooks.

Here’s what to do:

  • Make a list of your ten best attributes
  • Make a list of your ten best assets.
  • See how many of the same assets and attributes are on that list.
  • Make a list of your ten most positive connections, acquaintances, or friends.
  • Make a list of your ten most intelligent connections, acquaintances, or friends.
  • See how many of the same people are on that list.

Assemble a small group of people in a very short space of time and create an agenda for discussion that you pre-send so that people have some time to think about it. It can be both about you and about it (whatever the changing circumstance is).

Have the meeting in a positive place, and have all kinds of food on the table when people get there so that the atmosphere is both bright and festive.

Have a recording device and a flip chart in the meeting so that all thoughts and ideas are captured. Before everyone leaves, list the top ten action items or ideas to be implemented, and who owns them. And then thank everyone by giving them a book on creativity (see my recommended books here), a firm handshake, a smile, a hug, and a genuine, heartfelt thank you.

The results of this meeting will not only move you forward (see my article on change forward), but will also create a mindset that will move you away from the fear, doubt, worry, and uncertainty that pending change often creates.

REALITY: There are millions of words written on change. Very few of them only look for the positive. Very few of them mention the word “opportunity,” much less “positive collaboration.”

REALITY: When a significant event is about to occur that can alter both career path and income, the more time you spend moving forward by creating ideas and taking action, the less time you will have to dwell on the circumstance and fall into the pit of self-pity.

REALITY: Rather than go to the bookstore and buy a three hundred page book on change, take these seven hundred and fifty words, put them into action, change your outlook, keep your attitude positive, create ideas, take new actions, and generate results for yourself based on future.

NOTE WELL: This is a time to inspire yourself on a daily, even hourly basis. This might include a visit to an art museum, re-reading positive passages from books in your attitude library, listening to messages that inspire your thinking and give you new resolve and even new purpose, and surrounding yourself with the love of family and the love of friends that will encourage you to move on and move up.

THE SECRET: The secret key is to take responsibility to make this happen for yourself. You cannot dwell on ‘why.’ You are responsible for yourself FIRST.

You must focus on ‘now’ and ‘next.’
You cannot dwell on ‘woe.’
You must focus on ‘win.’

Change that.

Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.


About the Author

Jeffrey GitomerJeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].

Alexander Throckmorton Comes of Age

StrategyDriven Decision-Making ArticleOn September 25, 2015, Warner Brothers released The Intern: Experience Never Gets Old starring Robert de Niro and Anne Hathaway; written, directed, and produced by Nancy Meyers. The September 2015 edition of Chief Learning Officer Magazine featured an article called Don’t Undervalue Older Workers by Lynn Schroeder. Nancy and Lynn must acknowledge that Edgar Lee Masters planted the seeds for appreciating seasoned workers back in 1914 when he wrote the play based on tombstone epitaphs in the western Illinois hamlet of Spoon River.

When Edgar Lee Masters penned his eloquent formula for genius, which he attributed to one fictional – albeit deceased – Alexander Throckmorton in the classic Spoon River Anthology, he bequeathed to all of us an elegant guiding principle for organizational leadership: genius is a composite made of some parts wisdom and some parts youth. Many organizations have exactly what they need for genius; that is seasoned workers and young workers. The problem is that so many organizations see older, experienced workers as problems; blocking the door for younger, less expensive and less experienced talent to enter the building. If we’re to believe Lynn Schroeder, Nancy Meyers, and Alexander Throckmorton, organizations who deliberately integrate wise, experienced team members with young, talented, and energetic team members, eager to destroy barriers and bifurcations, have the potential for genius—not individual genius; but true, organizational genius.

After the meltdown of 2008, there has been a corresponding breakdown in the corporate conveyor belt. At some of the largest and most recognized organizations in North America, senior executives of pension age are refusing to drop off the end of the belt into the retirement bin. Unable to retire with the financial status they had hoped for, older workers are turning around and walking back up the conveyor in the opposite direction, straight into the line of upcoming middle managers.

Rather than a pile-up of junior and senior workers, the traffic jam on the conveyor belt gives the organization a shot at true genius. Assuming the seasoned and still-working managers were retained because of their leadership value, one might conclude that our nation’s companies may have the greatest opportunity to reinvent leadership since the GI Bill; shared leadership.

What will happen if organizational designers deliberately pair more experienced older workers with less experienced younger workers in leadership dyads – pairings of employees – one experienced and capable, and the other relatively youthful, but clearly talented and loaded with potential. These dyads could replace solo, sometimes rouge leadership at the most senior executive and even middle management levels in the public and
private sectors.

Implicit in this model: decision-making and rank are equal and shared among these co-leaders. Because neither has ultimate authority, negotiations (and decision-making) inevitably integrate the untempered optimism, impatience, and master-of-the universe-inspired creative energy of the young mind with the more concrete, real-world experience of the more seasoned manager. The result is practical genius.

The leadership dyads would remain accountable to one another and all constituents, mutually dependent, sharing responsibilities, in continuous tension and continuous refinement. The organizational homeostasis of a shared leadership model, sometimes referred to “distributed leadership,” can be both more invigorating and more stabilizing than a traditional top-down “Great Man” model that endows individuals – and, eventually, a single powerful leader – with ultimate (and sometimes weakly-challenged) institutional authority. When well executed, the end result of shared leadership, if not genius, is certainly greater clarity, better creativity and reduced opportunity for error.

Wisdom and youth are unlikely bedfellows, replete with natural suspicion, impatience, cultural and institutional incompatibilities. But, from the tension can come great innovation. Walt Disney called differences of opinion on his project teams “creative tension” through which a more creative, higher quality, and sustainable product or idea emerges. Notably, shared leadership has long been the naturally balancing preference for leading households and raising children. It is the theoretical underpinning beneath successful self-directed teams and is a sustainable governance model for faith-based organizations.

A Rising Tide of Research and Academic Attention

The concept is gaining no small amount of momentum among thought-leaders in the realm of leadership research. Writing on www.sharedleadership.com, Michael Marlow, former head of the AT&T Learning Center, and Lorri Lizza of the Society for Organizational Learning and former vice president of Human Resources at AT&T, believe that shared leadership is a growing global occurrence:

“Shared leadership is a growing phenomenon around the world. It is a response to thousands of years of an opposite form of leadership—warrior leadership. When we share leadership, we establish relationships so that each member of an organization, team, family, or community can find and bring forward their gifts and lead.”

Shared leadership thought leaders, Michele Erina Doyle and Mark K. Smith (2001), write:

“Many writers – especially those looking at management – tend to talk about leadership as a person having a clear vision and the ability to make it real. However, we have begun to discover that leadership rests not so much in one person having a clear vision as in our capacity to work with others in creating one.”

In Rice University’s OpenStax, Angus MacNeil, Ph.D. Associate Professor of Educational Leadership at the University of Houston, and Alena McClanahan detail requirements for successful shared leadership:

  1. Equal partnership: one person cannot have power and the other not. This balance of power, MacNeil and McClanashan explain, is probably among the hardest aspects of shared leadership.</li.
  2. A shared goal: Despite divergent opinions and differing tactics, each member must recognize the common purpose and be prepared to let go of individual agendas.
  3. Shared responsibility for the work of the group: All the participants share responsibility and accountability for the work of the partnership.
  4. Respect for the person: The partnership must recognize and embrace differences in the full group to build a strong, cohesive unit that can work well together to accomplish a goal.
  5. Partnering in the nitty-gritty: Working together in complex, real-world situations.

As a SVP in a firm that specializes in leadership coaching and organizational consulting for Fortune 50, Fortune 100, and Fortune 500 companies, I can report that executive coaches and consultants at human resources consulting firms and within internal learning organizations are not yet behind the movement to team up senior leaders (many of whom are circling in a self-imposed holding pattern outside the Human Resources Department) with the strong bodies climbing the ladder beneath them.

Successful shared leadership will require the best of wisdom and youth, not reporting to one another, but working with one another. There is true hope at the flashpoint where the seemingly immortal courage of the young, the leavening influence of the wise, and the potential for genius that is in all of us—converge.

This approach is not necessarily suitable to all enterprises. Military battlefield leadership, for example, does not customarily have the luxury of time to incorporate the best thinking of numerous individuals. The same might be true of professions such as emergency medicine. Yet while a military operation in the field might not benefit from shared decision-making, the Pentagon might. Equally, a hospital board might do well to deploy the shared leadership strategy as well. It is important to remember that this approach is directed at the leadership/management level. Individual transactional activities (for example, trading on the floor of a stock exchange) may also benefit from intuition and snap decision-making of a single expediter.

What do organizations need now more than ever? Wings that are strong and tireless guided by wisdom from the high places. That could be Robert De Niro. That could be Alexander Throckmorton. It could be the older person you nearly knocked down as you rushed into the office this morning. Youth is one thing. Wisdom is another thing. Genius is the ultimate thing according to Albert Einstein:

“Any intelligent fool can make things bigger, more complex, and more violent.
It takes a touch of genius – and a lot of courage – to move in the opposite direction.”

Wisdom and Youth can create the wisdom.


About the Author

John HooverJohn Hoover, PhD.

Senior Vice President and Leader of the Executive Coaching practice at Partners in Human Resources International (New York), Dr. John Hoover is a former executive with The Walt Disney Company and McGraw-Hill. He is the bestselling author of a dozen books on leadership and organizational behavior from Amacom, Career Press, Barnes & Noble Publishing, HarperCollins, John Wiley & Sons, McGraw-Hill, and Saint Martin’s Press.

Dr. Hoover is adjunct faculty at Fielding Graduate University and the American Management Association. He has coached, lectured, or served on the faculties of Amherst, Aquinas College, Cal State Fullerton, College of the Desert, Middle Tennessee State University, Vanderbilt University, and Yale. As outlined in greater detail below, he is an experienced consultant and executive coach to C-level executives and board members in the private sector, academia, and not-for-profit social service agencies.

StrategyDriven Personal Business Advisor Program Makes Top Tier Consulting Accessible to Small and Midsized Companies

StrategyDriven Personal Business Advisor Program provides easy, affordable, and timely access to seasoned business executives, leading edge analytical tools, and time tested methods. No longer does the competitive advantage lie with those having the deepest pockets.
 
 
StrategyDriven’s Personal Business Advisor Program makes top tier consulting services available to business leaders at all companies regardless of budget. By empowering clients to tailor each engagement to meet their specific project needs – no more, no less – and employing modern communications technologies, StrategyDriven eliminates the barriers preventing small and midsized company leaders from accessing high-end consulting services.

Few small and midsized business leaders realize the benefits of engaging top-tier consultants to assist with complex data analyses or provide specialty knowledge to their projects. Many avoid using these resources because of the time and expense involved. Others spend hours reading how-to books or taking continuing education courses to develop solutions.

“It’s understandable why the business leaders who would benefit most from top tier advisory services can’t or don’t access them,” explains Nathan Ives, StrategyDriven’s President and Chief Executive Officer. “The current consulting model is expensive and time consuming; often involving fixed duration contracts that include unwanted resources. StrategyDriven’s Personal Business Advisor Program reduces the expense, time, and hassle of engaging knowledgeable experts to support development and execution of important business initiatives.”

The StrategyDriven Personal Business Advisor Program simplifies the engagement process to deliver top tier consulting services without the expense or time of traditional firms. Prior to each engagement, a client:

  1. Selects an Advisor possessing the experience, education, and training needed and who is someone the client can relate to and trust.
  2. Identifies the Support Needed, No More, No Less… providing periodic, focused advice from true experts to meet your specific needs.
  3. Selects the Tools Wanted from an expansive library of proven analytical tools, all fully developed and ready to use, accessible online 24 / 7 / 365.
  4. Determines How the Advisor Is to Engage using modern communications technologies whenever possible thereby eliminating expensive travel and the need for office space.
  5. Chooses the Engagement Duration without being locked into a long-term consulting contract. Easily cancel at any time.

In addition to one-on-one consultations, Personal Business Advisor clients gain access to StrategyDriven’s online business strategy and tactical execution advice library.

StrategyDriven Personal Business Advisor clients include executives and senior managers of small and midsized companies as well as managers of some of the world’s largest businesses. Complete information regarding the StrategyDriven Personal Business Advisor Program is available at: www.strategydriven.com/sdpba.

How Much Time Do Sales People Waste?

As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and wait. And then, we only close a small fraction.

There must be a better way to do this, no?

  1. if we knew who would be a prospect on the first call, and get rid of those who will never buy, how much time would we save?
  2. if most gatekeepers would get us to the right person, how much time would we save?
  3. if we can connect with all of the folks who will ultimately be (or are already) on the Buying Decision Team, how many more sales would we close?
  4. if there are no more objections of any kind, how much time would we save and how much more money would we make?
  5. if buyers could make a buying decision in the time frame that we believe is possible (i.e. those buyers who call up and purchase quickly are good examples of what’s possible for every sale),

how much more business would we close? And why can’t we make these things happen?

The Reasons You Are Not Getting The Results You Deserve

To begin with, you are beginning at the end of the buyer’s journey – the purchasing decision – and must wait while they manage the internal, systems and change issues necessary prior to any purchase. As sellers, you have been trained to find appropriate prospects: you have not been trained to help them begin or traverse their journey through the pre-sales behind-the-scenes decision path that ischange management/systems based, and has more to do with internal politics, relationship issues and time lines than it does with purchasing a solution or choosing a vendor.

As a result, you have learned ways to manage the fallout you’ve received from attempting to offer a solution at the wrong time. (objections, no call backs, stalls, no appointments, no response to appointments or proposals, unwillingness to speak, no purchase) Or from attempting to offer a solution that folks might not know they need.  Or know they need but haven’t figured out how to get buy-in. Or they haven’t figured out all of the right people to assemble for the buying decision team.

Every buying decision is a change management problem.

The only reason you aren’t closing more sales, and the reason you end up wasting time with non-buyers and delayed sales cycles, is not because of your solution. Your solution is fine. So is your care and respect and personality.

You’re wasting your time trying to place a solution before the buyer has lined up the change management issues they must contend with. But that’s the job of the sales model. It was not invented to facilitate the buying decision path. That’s why I invented Buying Facilitation®.

The Buying Facilitation® Model Works With Sales To Manage The Buying Decision.

Buying Facilitation® works as a precursor to sales – it is not a solution placement model – to manage the back end of issues buyers must address privately before they can buy. By starting your prospecting by first helping buyers address change issues on their way to seeking excellence (hopefully with your solution),

 

  • Gatekeepers will help you find the right people to talk to rather than put you off.
  • You can help buyers put together their entire Buying Decision Team on the first call.
  • You will no longer get objections (fallout from the sales model) – price or otherwise.
  • You will be differentiated from your competition immediately.
  • Your buyers will buy in approximately 1/8 the time (sometimes with very large sales the number drops to 1/4).
  • You will know who is a buyer and who is not, on the first call.

Buying Facilitation employs a different skill set; Listening for systems rather than need; formulating facilitative questions that help change rather than using questions; following a coded sequence that enables change rather than gathering information. It’s not sales. But really – do you want to keep having those super long sales cycles and getting objections? Do you really want pipelines that aren’t converting?


About the Author

Sharon Drew Morgen is a visionary, original thinker, and thought leader in change management and decision facilitation. She works as a coach, trainer, speaker, and consultant, and has authored 9 books including the NYTimes Business BestsellerSelling with Integrity. Morgen developed the Buying Facilitation® method www.sharondrewmorgen.com in 1985 to facilitate change decisions, notably to help buyers buy and help leaders and coaches affect permanent change. Her newest book What? www.didihearyou.com explains how to close the gap between what’s said and what’s heard. She can be reached at [email protected]

Professional Development Best Practice 2 – Ongoing, Critical Self-Assessment

The StrategyDriven Professional never takes anything for granted. He or she seeks to represent excellence in all areas of performance. To achieve this lofty goal requires ongoing, critical introspection; a constant identification of performance improvement opportunities and the actions to be taken to close those gaps once identified.


Hi there! Gain access to this article with a StrategyDriven Insights Library – Total Access subscription or buy access to the article itself.

Subscribe to the StrategyDriven Insights Library

Sign-up now for your StrategyDriven Insights Library – Total Access subscription for as low as $15 / month (paid annually).

Not sure? Click here to learn more.

Buy the Article

Don’t need a subscription? Buy access to Professional Development Best Practice 2 – Ongoing, Critical Self-Assessment for just $2!