Tag Archives: Learning

Seven Building Blocks for a High-Performance Sales Culture

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By Neil Zaman

While there are certainly many opinions on how to build successful teams, here’s one roadmap for constant improvement based on the Triangle Model. When followed, this model can lead to increased innovation, improved individual satisfaction, more effective communication, better decision making, and higher quality execution. And what sales team can’t use all those?

Below are seven key principles for building out a team – with explanations of how these principles can help an organization up the ante.

 

1. Trust
Trust is the foundation on which all successful teams are built, and that requires an unwavering belief that everyone is driving toward the same strategic goals. This is the most critical component when building a high-performing team.

When laying out that foundation, begin by ensuring everyone is in a position that matches their skillset. If people are in positions where the opposite is true, the overall team trust will be on shaky ground.

Communicate with and learn from your employees and explain why you’ve strategically placed them where you have – reinforcing that you believe they can succeed in this role. Show employees you trust them by allowing them to make decisions, and back them up if questions arise. Employees will feel the trust and empowerment when they know you have their backs.

2. Vision
Once you are on your way to building out your team of strong contributors, you’ll need to share a clear, simple vision that is aligned all the way to the top-line corporate strategy. The vision should be lofty, but the most important part is that it’s actionable for everyone.

As an example, strive to delight customers – and talk about this all day, every day. This means the actions and decisions we make must be aimed at ensuring our customers are successful. Within the overarching vision, there can be several goals to support it, such as, “Improve customer support by X%,” or, “We plan to introduce a new product this year at a specific number of customer sites.”

3. Teamwork
Be mindful that some may feel isolated at work rather than feeling like part of a cohesive team. Highly distributed teams and improper positioning can cause challenges – as can a management team that doesn’t reinforce a team-centric mentality.

Drive inclusion by encouraging each and every team member to bring creative ideas to the table to solve problems or provide input for important decisions. Everyone has individual roles and responsibilities, but there’s usually some kind of crossover with other peers and cross-functional groups within the company. Facilitating crossover leads to a “we are in this together” sentiment.

Foster a team mindset within the organization by instilling incremental checkpoints to ensure you’re on the right track.

4. Empowerment
When you’ve completed the above steps, it’s time to let the team perform. Find ways to empower them so they can earn wins that pay off for the broader organization.

Team members are often more productive and perform at their peak when you get out of their way. It’s critical that team members have opportunities to grow and execute on their own. Be ready to guide, but first set the stage, agree on the goals, and let the teams and contributors establish their own success strategies.

5. Accountability
Bringing accountability to the table helps build trust and understanding within your team. Similar to building a trust foundation, accountability helps reinforce the trust that is already present.

To build accountability, establish clear goals from the top down that can be measured with each individual – and have regular check-ins to track key milestones. By staying on top of progress, you are avoiding surprise and establishing predictability. Demonstrating accountability when it comes to objectives – and being transparent about successes and misses – elevates the organization.

6. Execution
Building a high-performing team that drives innovation and growth is incredibly challenging, and I’ve found that pushing execution and follow-through is sometimes overlooked.

Instead of being paralyzed by planning and analysis, remind the team of your shared vision and push them to execute on it. Instead of complacency, develop an agile and customer-focused approach.

7. Reward
After you’ve built your high-performing team and are in a success pattern, don’t forget to acknowledge and reward your team members.

Money isn’t always the answer. Sometimes just giving someone the credit in front of a group can go a long way. With repeat successes, you can look at opportunities to expand your team members’ responsibilities and consider promotions. The recognition can be very motivating and fuels the continued success of the individual, the team, and the broader company.

Building a team and leading it to success requires a lot of steps. If any step within this model breaks down, the entire foundation can become weak – leaving you with lost opportunities.

Using this triangle model, you too can enable your team to succeed. You may want to put your own twist on the model so it’s true to your own leadership style. But always put your customers first.

Source: Selling Power

5 leadership tactics that build trust

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by Amy Stanton

“It’s really not about being seen as the person in charge. It’s about learning how to communicate in a way that other people trust.”

You never master the art of leadership.

This is something that seems to be missing from the public conversation around how to be an effective leader. In the workplace, in the world at large, and even at home with family and friends. Leadership isn’t a destination, it is a process: a never-ending practice that takes years to develop, and at any moment can feel like a massive fail.

We all, at some point or another, forget how to be great leaders.

If there’s one thing I’ve learned about leadership over the course of my career, it’s that the soft skills are what matter most. It’s really not about being seen as the person in charge, or dressing a certain way, or reminding the people around you that you’re the final decision-maker.

It’s about learning how to communicate in a way that other people trust.

Here are five small ways you can start doing that right now.

1. Change up your feedback style, so people know you mean what you say

If you say, “Good job” to every person you work with, for every single thing they do, those words are going to lose their meaning.

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How to work with every damn Myers-Briggs personality type

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by Jonathan Thompson

We got experts to weigh-in on how classic personality traits translate to remote work.

The shift to remote work has given many of us a new perspective on how we do our jobs. Without the context of a shared workspace or the rhythm of a typical office day, our own personalities are having far more of a say in our performance.

It follows, then, that the best way to maximize our output in a WFH environment is to better know our personalities – and those of our dispersed colleagues.

An efficient (and intriguing) way to manage this personality wrangling is via the tried-and-tested Myers-Briggs Type Indicator (MBTI). Generally regarded as one of the most accurate personality tests out there, the MBTI is widely applied within the business world, with 89 of the Fortune 100 companies utilising it.

“The MBTI is deceptively simple, but it’s also an extremely useful way to see how team members are inherently different, and how you can work together more successfully,” says occupational psychologist John Hackston, Head of Thought Leadership at the Myers-Briggs Company. “It’s a means to boost productivity in people, increasing their engagement and making them generally happier in their work.”

In other words, the MBTI might just be the key to turning your remote team into a smooth autonomous unit.

The 16 personality types and their traits

Based on Carl Jung’s Theory of Psychological Types, the MBTI is a self-reported personality survey that has been around in various shapes and forms since the 1940s. Respondents answer a series of simple questions about their feelings and preferences, eventually aligning with one of 16 personality types.

Each of these types is identified by four letters, starting with an E or an I (for extrovert/introvert) followed by S or N (sensibility/intuition), T or F (thinking/feeling), and finally a J or a P (judgment/perception). Each type also has a descriptor, e.g., “the analyst,” to further characterize the personality type in action.

Once you know your team members’ types, the thinking goes, you can better assign them to projects which match their preferences, proficiency, and proclivities. You can also communicate more effectively if you have a better idea of how people process information.

To get started, take the official Myers-Briggs test here (or try a similar free questionnaire, recommended by psychologists here), then check out our expert guidance below on how to work with each personality type. Continue reading →

Do people work better without a crowd?

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What we can learn from athletes performing in empty stadiums.

by Ben Lyttleton
On June 20, Manchester United’s star player Bruno Fernandes scored a late penalty to earn his team a draw against English Premier League rivals Tottenham Hotspur. Because of the coronavirus pandemic, the stands at Tottenham Hotspur Stadium were empty when he took the shot. It was the first of many soccer games to be played behind closed doors, and afterward, Fernandes was asked if it was easier to take the penalty without the distraction of the opposing team’s home fans. “I like the pressure,” he said. “With the crowd, it would be better.”

With fans across the world mostly forbidden from attending sports venues, it’s been possible to compare performances with and without the presence of crowds. In soccer, for example, there have been more goals, more mistakes leading to goals, more penalties scored, and more away wins. In Germany in particular, one analyst described a “negative home advantage,” as away teams, unaffected by a home crowd (and a referee who may give the home team more beneficial decisions), played with a new freedom.

Players and coaches seem emboldened by empty stadiums: more willing to be creative and take risks (and make mistakes) than they otherwise might be.

Could these benefits also translate to the many lines of work that today are being done at home? And how does the lack of an audience affect our own performance? Can we use it to our advantage?

It’s easier to tally goals on a score sheet than productivity on a time sheet, but there are some indicators that a lack of face-to-face office experiences is also having unexpected effects in business — and not all of them bad. One big fear when many companies made the switch was that employees, away from the pressurized environment of the physical office space and with no one keeping an eye on them, would “shirk from home.”

In fact, the opposite happened. The length of working days has increased; digital presenteeism is on the up, and so is productivity. Many people like working from home — and the majority don’t want to return to the office, at least not full-time.

Coaches have also spoken of players who star in training but choke in front of a crowd. Not every player, it seems, is like Fernandes. As Dan Abrahams, a sports psychologist who works with soccer club AFC Bournemouth has said, “More players than you would think are negatively impacted by a crowd.”

Empty stadiums suit those introverts who, according to Susan Cain, the author of Quiet: The Power of Introverts in a World that Can’t Stop Talking, feel most alive and most capable in quieter, low-key environments. Cain believes introverts flourish with more privacy.

For those who do flourish in front of others, an audience provides a change in the pressure dynamics that affect performance. In front of a crowd, our working mode changes from “threat state,” driven by anxiety, to “challenger state,” where we are more likely “to have a go,” according to Gary Bloom, a sports psychologist who works with the Oxford United soccer club. “The limbic part of our brain is where our emotions live — our fear, our anxiety, our excitement. That part is aroused by fear/threat,” he told The Athletic website. “I don’t think it is going to be as aroused [without a crowd].” So, perhaps performing in front of others gives a chance for the challenger state to take over, and we feel more comfortable taking risks.

A couple of years ago, researchers from Johns Hopkins University put the “threat state” theory to the test. They asked people to perform a task on a video game with and without people watching: Those with an audience performed better.

In the experiment, being observed clearly served as an incentive to do well — so maybe all those Zoom calls do keep us on our toes. It may also be that the relationship between performer and crowd builds community and cohesion, hallmarks of a successful working environment. It was French sociologist Émile Durkheim who coined the term collective effervescence to describe how people build a group identity. Sport certainly does that, as can any shared experience.

The changes imposed on our social connections by the pandemic forced us to find new ways to come together: rooftop musical performances, drive-by protests, and online author workshops, to name a few of the many examples of creative responses to lockdowns. “Emergencies often prove to be the forge in which new ideas and opportunities are hammered out,” wrote Erica Chenoweth, professor in human rights and international affairs at Harvard University, in the Guardian.

Our professional behavior may still be performative, albeit in a virtual space. However, we can take inspiration from sport, and specifically penalty kicks in soccer. The secret to a successful penalty, as Fernandes might attest, has little to do with crowds. It’s more about developing the right mindset and practicing with purpose. As we grow accustomed to new working models, these are the habits that can help build success.

Source: Strategy+Business

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Managing the COVID stress crisis with finesse, compassion

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By: Tracey Ferstler

With the pandemic causing new anxieties, employers need to rethink their benefits to provide a better mix of tools for managing stress, burnout and depression.

Everyone faces stress in their life, but the ripple effect of COVID-19 has caused new sources of financial, social and physical stress that go far beyond the norm. These stressors are lasting and pervasive, piling up to the point where they pose a significant threat to employee well being if left ignored.

According to a new MetLife mental health study, employees say that their top stressors are financial issues (81%), job insecurity (77%), fear of catching the virus (60%) and social distancing (47%), followed by concerns about the presidential election, social justice issues and not having access to healthcare because of COVID-19. On top of this, separation of work/home life is increasingly blurring, especially for parents trying to juggle children at home.

Never before have employees had to cope with so much at one time, and never before have benefits programs been tested across the spectrum of holistic health, including physical, financial, mental and social health. Per the study, nine in 10 employers say their organization is not completely ready for a mental health crisis, although one in five say the United States is in crisis right now.

This is the perfect opportunity for employers to rethink their benefits approach to provide a better mix of tools for managing stress, burnout and depression. This will not only help employees become more resilient and productive, but will also improve long-term business recovery.

Start with understanding key stressors

Anxiety is at an all-time high, with 5.5 million employees saying they no longer feel mentally healthy and 38% of adults reporting symptoms of anxiety or depressive disorders, an increase of 27% since 2019 (pre-pandemic). In addition, 41% of employees say they feel stressed, burned out or depressed at work on a regular basis.

Financial stress is the No. 1 driver of overall mental health stress, up 29% since 2019. The biggest sources of financial stress rest in concerns about long-term savings and medical bills/expenses followed by fears about stock market volatility and retirement plans.

These concerns, combined with all the other top stressors listed above, are creating a workforce at the tipping point. This is compounded by the fact that not everyone can “self-diagnose” the warning signs of mental health. When asked, employees don’t always think they have a problem but say they have specific symptoms. Most employees report at least five key signs of burnout—such as feeling emotionally and physically drained—and at least five signs of depression, such as feeling tired, hopeless or unable to sleep.

Next, create an environment of support

As they plan for business recovery, 76% of employers say resilience is very important. Compared to least-resilient employees, those who are most resilient have better mental health, are more likely to be holistically well, and are less likely to be burned out or stressed.

To help return employees to good health, benefits plans should try to span every area of holistic health since financial, mental, physical and social health are interrelated. Organizational support tools can include effective tools like employee assistance programs that offer everything from financial consultations; to counseling for stress management, work/life and substance abuse; to childcare and legal support. Employees with EAP access show 17% more resilience than employees without EAPs.

Insurance programs (like life, disability, hospital indemnity, critical illness) may also help employees boost financial security.

It is one thing to offer the right mix of tools, yet quite another to create an open culture that makes mental health a priority. This culture also should build awareness about available resources, educate employees about the warning signs and remove the stigma of asking for help.

The ability of employers to manage the looming mental health crisis with finesse and compassion can only help drive loyalty, productivity and long-term success.

Source: Human Resource Executive