Archive for 2009
Wednesday, December 30th, 2009
Successful leaders are individuals with high levels of personal power. Understanding the difference between personal power and granted authority is a significant distinction. Many people have the tendency to use the words authority and power interchangeably; however, these terms refer to two very different aspects of leadership.
Authority is the right granted from a person or organization to another to represent or to act in a specified way. For example, a CEO of a company is given the authority by the Board of Directors to run the company. In turn, the CEO places managers in positions of authority over the various divisions, business units, or departments of the organization.
Power is the capacity or ability to direct or influence the behavior of others. Former United States President, Dwight D. Eisenhower, captured the essence of this definition when he said, “Leadership is the art of getting someone else to do something you want done because he wants to do it.” Everyone possesses the potential to be powerful. Power is a personal talent that you can develop and use to achieve worthwhile goals. It does not depend upon title, rank, position, or authority. It’s simply the ability to motivate others to take specific actions.
Authority is granted but always has defined limits. Power is earned and can be limitless. Authority is derived through the position. Power is derived from an individual’s personal influence, which increases effectiveness. Two leaders in exactly the same position of authority can and will have different amounts of power. A person can possess a great deal of power and absolutely no authority. Conversely, someone can have authority and absolutely no power. Leaders who have not earned sufficient power sometimes make the mistake of trying to influence others by overexerting their authority. But excessive use of authority can cause employees to rebel in much the same way that children rebel against restrictive parents.
Effective leaders recognize authority as a valuable and necessary tool when used judiciously, and they invoke their authority extremely sparingly. Instead, they use the power they have earned to create a climate of trust, cooperation, and accomplishment in which people are positively motivated to pursue their own goals and the goals of the organization. In fact, the amount of responsibility you take on is directly linked to the amount of power and influence you possess. One way to further increase your personal power is to seek additional responsibility.
To be a successful leader, you must always be yourself. Be intentional about shaping your life according to your values and priorities. Trust yourself, believe in yourself, and be honest with yourself. Others will then trust, believe, and be honest with you. It is this foundation which enhances personal power. Excellent team leaders establish healthy open relationships with others. They foster mutual commitment in the pursuit of shared goals. Effective leadership is founded on cooperation never coercion.
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, strategic planning, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: Authority, Eisenhauer, Leadership, management, power
Posted in Leadership | 5 Comments »
Wednesday, December 23rd, 2009
Every day we are bombarded by decisions … what to do, what to eat, what to wear, what to read, what to watch or listen to, what to buy, what to say … the decisions are never ending.
The never-ending process of making decisions continues throughout your workday. Every time an employee asks you a question like, Can I leave early to go to my son’s lacrosse game, or Mary just called off sick and we need her part of the project today, what do we do? You are making decisions that impact your team or department’s results.
Fortunately, most decisions require very little conscious thought. In fact, we actually made many of the decisions a long time ago, and we’re simply executing them now out of unconscious habit. For example, we spend little or no time deliberating what driving route we take to work, what errands need to be accomplished over the weekend, or what clothes you throw on after getting home from work.
The emotional intensity of decisions depends upon the perspective of the decision maker. To a corporate executive, a decision that involves millions of dollars can seem routine, while the president of a local service club might agonize over luncheon arrangements for 15 members. A married couple might spend considerable time and energy deciding what color to paint their living room, while a marketing executive might design packaging for an entire product line in a very short time. Your attitudes and habits influence your actions and thoughts. You can improve your decision making skills by becoming aware of the existing attitudes and habits that have shaped your decisions in the past.
Take a few moments to list some of the important decisions you made in the past five years. Evaluate the quality of those decisions.
Did they produce the results you wanted? Are there any decisions you would change?
Next examine your decision making style. Did you tend to make the decisions impulsively, or did you take time to examine all of the facts? Did you involve others, or did you decide alone? Did you make the decision in a timely manner, or did you procrastinate? Did your decisions align with your goals, or were you swayed by external influences and other people’s opinions? Were there any decisions on your list that you made against your better judgment? Perhaps you had a hunch about what you should do, but you disregarded it. How did those decisions turn out? Write down your observations. Can you identify the habits and attitudes that either helped or hindered your decision making in the past?
Over the years your personal experiences and your daily application of formal knowledge have given you a sixth sense for what will and will not work in given situations. Intuition can serve you well in decision making. Research has revealed decisions based on instinct are frequently more accurate than those based strictly on factual analysis. Your best decisions will draw upon both the logical and the emotional facets of your personality. Listen to your inner voice and be sure your decisions pass the test of plain common sense.
Passing the common sense test is an important component of making a sound decision. However, for more complex decisions there is a proven decision making process which includes six key steps. We will share more specifics on the decision making process in a future post!
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, strategic planning, leadership development, executive coaching and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: Attitudes, decisions, Emotion, Energy, habits, Leadership, Team, Time
Posted in Decision Making | 2 Comments »
Wednesday, December 16th, 2009
You will get more out of your time when you learn how to get more out of your life.
After you determine what you want, what you value, what you believe, and where your priorities lie. Determining how to spend a given day or hour is easy. In order to get more out of your time, know what you want to get out of it. That may seem very basic, but many people fail to define their values, purpose, and goals. They are immersed in their daily activities, and they fail to think about what they really like or want to do. They overlook the purpose of their lives.
Purpose
What is your purpose in life? Do you have a purpose? You will be happiest when you are achieving goals that are consistent with your purpose. If you knew that you had only one year to live, what would you do differently? Why?
Now imagine that you have many years to live and achieve. Visualize yourself and your life in one, three, and five years. What do you see? What is your occupation? What are your family responsibilities? What kind of future do you want? Are your present activities and priorities compatible with that envisioned future? Is there anything you can do differently today that can make a significant difference in your tomorrow? Answering these questions will help you determine your purpose, your vision, your values, and your priorities in life. Every life has a purpose and you exist for a purpose. Within the boundaries of that purpose you shape your attitude, skills, and goals. When you define your purpose and understand your ultimate goals, you have a strong foundation upon which to manage both your time and your life. Choices become easier because you make them in relation to your purpose, your values, and all that is important to you.
Values
Values are the principles you use to make decisions. They are your morals, ethics, and standards: those things that are important to you. They are what you perceive to be right and honest. They are non-negotiable, and unlike opinions, do not change. Take some time to evaluate your priorities and crystallize your values. Create a list of what is important to you. As you create your list of values, consider these questions:
- What gives your life meaning?
- What’s most important to you?
- What do you value?
In order to enjoy a life of fulfillment, you must decide what you want to be and do in your life. One of the most worthwhile activities in which you can engage, regardless of your age or station in life, is an exercise in introspection and values clarification. As was observed by Plato centuries ago, “The unexamined life is not worth living.” You make better choices when you understand what’s really important to you. The right choices improve the quality to your life.
Vision
Visualization, like introspection, is a power tool. It’s the process of forming a mental picture of the future. We must mentally accomplish something before we can physically accomplish it. Your ability to visualize your future is one of the most powerful tools for creating the future you want.
A clear and strong vision will help you to stretch your ability and achieve higher levels of success. A positive vision of our future gives meaning to life, and a significant vision precedes significant success. In addition to giving meaning to your life, a clear vision accompanied by specific goals automatically helps you prioritize options and make good decisions. If you know what is important to you and you can clearly see the long-term future you want, the daily decisions about how to get there become easier. To create the future you want and deserve, you must harness the power of visualization and activate your positive thoughts. Your thoughts will then bring about the appropriate and necessary behavior. The picture you carry within you will determine all that you accomplish in life; therefore your expectations influence your results.
So many people feel out of control and that the world around them is controlling their life as opposed to the way it ought to be. Take back control of your life and destiny by clarifying your purpose, values, and vision. Clearly knowing what you exist to accomplish combined with a clear understanding of what you value while visualizing where you see yourself in one, three, and five years provides liberating power. Take back control of your life and achieve what you were meant to achieve!
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, strategic planning, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: goals, Plato, Purpose, success, Time, Values, Vision
Posted in Personal Development | No Comments »
Wednesday, December 9th, 2009
Learning, growing, and changing is possible with the right attitude and focus. All individuals have the ability to master their individual talents and be the best they can be! There are people who scoff at this philosophy and espouse limiting beliefs. However, that is the fundamental difference between positive thinking and foolish thinking. We all have the innate ability to be the best of who we were meant to be.
Based on a 2007-2008 NBA survey, the average height of a player is 6’6”. It would be fairly inconceivable for a person with the height of 5’4” to make the NBA a long-term career choice. It is certainly a goal that can be aspired to however, physical limitations could present ongoing challenges. Is it foolish thinking for an individual of 5’4” to want to be an NBA star? Retired player, Tyrone “Muggsy” Bogues (Hornets, Warriors, and Raptors) who is 5’3” and Wizard’s point guard Earl Boykins who is 5’5” would probably disagree.
Many great people have overcome adversity and challenge to accomplish great things. Ronald Reagan spent his early life admittedly being an introvert, but during his Presidency he was coined “the great communicator.” Lance Armstrong won seven Tour De France races from 1999-2005 after battling and beating cancer. The acclaimed actor, Tom Hanks, admitted to being quite shy most of his younger years. Pablo Picasso overcame great poverty to become a renowned artist.
We are not born great at anything. Ralph Waldo Emerson said, “All great speakers were bad speakers at first.” No leader, manager, artist, business owner, or musician started out great. However, the difference between average and great is the desire to develop and succeed, a commitment to do so, as well as a positive attitude and the belief that you will make it happen.
What do you desire to accomplish? What do you what to be known for or what will be your legacy? Define what you want to accomplish, achieve, do, and be. Be careful not to let your practical mind limit your dreams and ideas. Grant yourself permission to think big and out of the box. Make the commitment to define who you are supposed to be. Learning, growing, and changing takes work but the effort is worth the results.
The second step is making the commitment to pursue your dreams and take action. Establish and define a plan. Determine the destination and create a map to get there. Sometimes the steps necessary will be small, and sometimes you may have to take a leap of faith but trust your vision. Your contributions will make a difference to many, so failure should not be an option.
Finally, remember that positive thinking will get it done. That is not to say you will not face obstacles and adversity as success does not come easy. It has been my experience that nothing of significant value ever comes easy or free. However, your focus and your attitude will give you what is necessary to create the right solutions and the next best steps. You can’t control what happens around you but you can certainly control how you react. Your attitude and positive mindset are your secret weapons to success as you define it. Don’t let anyone or any circumstance take away your secret weapon as it is far too important to your contributions.
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, strategic planning, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: attitude, Earl Boykins, Lance Armstrong, Muggsy Bogues, NBA, Positive Thinking, Ralph Waldo Emerson, Ronald Reagan, success, Tom Hanks, Tour De France
Posted in Attitudes | 12 Comments »
Friday, December 4th, 2009
Is your business stuck?
Many businesses of many sizes have spent the last year dealing with the challenging times. Some businesses have failed, many are still floundering, and many businesses are just stuck. Often when we are defensively forced to deal with outside forces we get so ingrained in our defensive mechanics that we get stuck in that mind set. Defensive mechanics will not lead to positive growth and/or results. There is no question the business world is in the process of creating a new normal. The question becomes how is your business creating and defining its new normal? What will positive growth and future success look like for your company?
It has been our experience that creating a new normal requires going back to basics. Here are some thoughts to consider that have helped our clients get unstuck:
- What is the basic foundation and business philosophy of your company?
- Why are you in business?
The answer to these two questions will reconfirm or reestablish the reasons your business exists and provide a much needed guidepost. After you reconfirm or reestablish the reasons your business exists take the time to review your vision and values.
Tom Peters said, “A clear vision of the desired future state of the organization is an essential component of high performance.” Creating a new normal requires reevaluating your vision of the desired state. Based on the changes in the current business climate, what will your organization look like in the future? The vision statement provides focus for everyone in the organization. An understanding of the vision provides the foundation for day-to-day decisions. A vision energizes action, toward a future that is better than today. How does your company’s vision need to change? There is one universal rule in success: you will never be greater than the vision that guides you. Perhaps for your organization, getting unstuck requires revitalizing your company’s vision.
In addition to a clear vision a successful company needs to communicate values and principles by which they do business. Values represent your philosophy for achieving success and they serve as important guidelines for everyday behaviors and decisions. How have recent changes in the business world impacted your values and principles? What does your organization believe to be true and non-negotiable today? As Peter Drucker said, “The purpose of an organization is to attract and maintain customers in order to generate profits and viability.” Issues such as current customer’s expectations, product quality, and service should be taken into consideration in your values statement. Your values should take into account how you feel about and the value you place upon your customers, your employees, your suppliers and vendors, stockholders, the community and all others with whom you interact and do business.
Re-evaluating your vision and values are the first two steps to revisiting your strategic direction. We have found in these ever-changing times that strategic planning is no longer a discretionary decision, and it provides the impetus to getting unstuck. Create your business’s new normal by re-evaluating your strategic plan and implementing the critical success factors that will propel your business forward. There is a very high likelihood that what you are doing today and what you did yesterday will not produce the results you want to see tomorrow.
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, strategic planning, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: business, management, new normal, Peter Drucker, Strategic Planning, success, Tom Peters, Values, Vision
Posted in Business Management | 4 Comments »
Wednesday, November 11th, 2009
“Optimism is a matter of mental habit. You can learn to practice the habit of optimism and thereby greatly enhance your chances of achieving success. Or you can drive yourself into the pit of pessimism and failure.” - Napoleon Hill
How would you rate your level of optimism? When asked, “Would you consider yourself an optimistic or pessimistic person?” most people would answer, “Optimistic, of course!” Are you really? A great many attitudes, behaviors, and actions you witness in the world around you are often more negative than positive, pessimistic rather than optimistic.
I was driving back to the office today from an appointment when a black blazer turned left through and into oncoming traffic and missed hitting me by inches. Thankfully I caught him in my peripheral vision and was able to defensively swerve in order to get out of his way. We both proceeded safely. My first reaction was not to have the “inclination to put the most favorable construction upon actions and events, or to anticipate the best possible outcome” as Webster defines optimism. My first reaction was of anger and annoyance.
As I proceeded to my destination I was pondering my reaction and thought to myself, what if he truly did not see me? There was a passenger in the blazer and they were talking, so there is the possibility that he just did not see me. His responsible driving skills are a subject for another discussion; however, I really don’t believe people get in their car and drive through life with the intention of having an accident. Accidents are just too inconvenient for all involved. So I decided to focus on the fact that maybe he didn’t see me, nothing happened, and all is good—take a positive approach.
But you know as well as I, so many people can have an incident like an “almost car accident” affect their attitude and their optimistic view toward the world and others. It is so easy to focus on the negative, the bad, or the wrong that it becomes all consuming.
I was early to a staff meeting the other day and there was general chitchat going on before the meeting started. One woman started talking about the weather and since it is November in Pennsylvania snow can be part of the forecast. The weather folks were calling for the possibility of snow showers in the areas of higher elevation that evening. The woman sitting next to her voiced her immediate reaction, “I hate snow! I hate everything about snow!” The intensity with which she made those comments confirmed without a doubt her hate for snow.
Pessimism is a state of mind, which negatively colors the perception of life. We spend so much time being pessimistic about things that we cannot control, that we literally give away our ability to be optimistic about what we can control. Having an optimistic attitude and view on life is a choice, and sometimes based on the world around us it can literally be a minute-by-minute choice. We are bombarded with so much negativity that it is easy to slip into the status quo of negativity. I challenge you to not accept the status quo, take control, and choose to be optimistic. You will see measurable results personally and professionally when you make the shift!
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: attitude, control, Leadership, mental habit, Napoleon Hill, negative, optimism, Pennsylvania, pessimism, positive
Posted in Attitudes | No Comments »
Tuesday, November 10th, 2009
Achieving effective time management is not easy because changing a personal habit never is. The essence of effective time management means replacing less effective habits with better ones.
People generally have a fairly good understanding of basic time management techniques, and almost everyone knows how to plan and prioritize. Most people know they should be more organized. The problem is that very few of us always do what we know we should do. Your success does depend on a successful time management system. Think about some accomplished people you know. Do they do what they say they are going to do when they say they will do it? Do they keep their word? The answer is probably ‘yes.’ People who keep their word consistently create power and focus in their lives. Together, power and focus provide the ability to be more effective in shaping events and circumstances. Effectiveness, in turn, enhances our feeling of well being. The better we feel; the more successful we are.
The “Formula for Well Being©”demonstrates that before we can keep our word, we need to give our word. Giving our word creates the potential for us to keep our word, which in turn creates the power and focus to be more effective.
Achieving more power and focus through mastering the right time management techniques is a skill, a mindset, and a lifestyle and it can be adopted by anyone who …
- Wants to feel more in control,
- Wants to attain more out of life,
- Wants to achieve success in business while enjoying the pleasures of a personal life,
- And, wants to reduce stress and realize more life balance.
Define a time management habit that you wish to develop. Be as specific as possible.
Negative habits in our lives are destructive; positive ones provide focus and power. They help us achieve our goals. In order to rebuild habits, we must define precise behaviors for change. As Aristotle said, “We are what we repeatedly do. Excellence is not an act, but a habit.” Your focus and power is dependent on your time management skills and behaviors. It is never too late to make a positive change, and a new year is upon us, so start today!
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: Aristotle, focus, formula for well being, habits, organized, power, stress, success, Time Management
Posted in Time Management | 2 Comments »
Friday, October 30th, 2009
Are you inspired? Does your life currently hold within it surpassing brilliance or excellence? Are your dreams becoming a reality?
All accomplishments begin with an idea, a seed, or a dream. It is impossible to emphasize strongly enough the power of a creative and uninhibited imagination. Every achievement has emerged as the end result of a dream, a vision, or what may even have seemed to be a far-fetched idea. When is the last time you exercised your inspiration?
It is so easy to get caught up in the function of business and life that often times we forget to stop and think about what we are really working for or toward. Our daily routine becomes just that … a routine. We get used to going through the motions, and our dreams and inspirations start to take a back seat to the job, the career, and the family—and then slowly slip away into oblivion.
Have you ever created a Dream Inventory©. A Dream Inventory is a continuous, life-long list of ideas and dreams no matter how extravagant or insignificant. It is a list that contains everything you ever wanted to do, to have, to be, and to become. It is an exercise that allows you to take off the blinders of probability and possibility and throws out the filters of whether you need it, deserve it, or are worth it. It is lifelong exercise that gives you permission to exercise your inspiration.
Create a personal Dream Inventory and fill it in spontaneously. It will later provide clues to the kind of things that will motivate you. Many of the dreams that you put on your inventory may seem totally out of reach and that is okay. As you begin to grow and achieve, some of your dreams will become goals and some never will. Keep in mind that this is an exercise of dreaming and inspiration so give no thought to your ability to obtain the dreams. Many of your dreams may seem too small or insignificant to list in your inventory but list them anyway. There is no such thing as a small dream. If a dream has value to you, it is important.
I filled out my first Dream Inventory in 1985 when I started working for my current firm. In 1996 as I was updating my Dream Inventory, I listed I wanted to become President of my current firm. I listed it with really no thought as to a specific action plan, but I knew that role was what I was inspired to become. In 2002, I became President of the firm and remain in that role today.
The power of capturing your dreams and inspiration is life altering. The power of capturing an idea in writing, placing the thought in your subconscious, and letting your subconscious work on the action plan is a science we are only beginning to understand. What we do know is many inspired individuals throughout history have harnessed the power of dreaming to create surpassing brilliance and excellence! I challenge you to create your Dream Inventory today!
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: business, Dream Inventory, dreams, imagination, Inspiration, Leadership, management, motivation, subconscious, success
Posted in Goal Planning, Personal Development | 2 Comments »
Wednesday, October 21st, 2009
In today’s market, sales teams are getting hammered for more sales.
Companies are looking for ways to conserve cash and increase revenue, and sales departments are caught in the cross hairs. The fundamentals of sales that drive success remain the same and are even more critical when times are economically challenged.
There are some important keys to success in sales, and we have found that most of these key elements apply to any industry, product, or service.
Seek to Build a Relationship Not Just Make a Sale
Making “a” sale is important. But many may argue that is a shortsighted view. Building a positive relationship with a customer and really understanding their business and their specific as well as their ever changing needs will lead to the first of many sales. Look at your current customer base through the lens of customer loyalty. Are you and the rest of your company creating relationships with customers who want to work with and buy from your company alone? The concept of selling through the lens of customer loyalty may take a bit more time up front, but it eliminates a lot of extra work on the back end. Building loyal sales relationships is about you working smarter not harder, all the while exceeding your customers’ expectations and making them want more.
Provide Value Before the Sale as Well as After the Sale
Every interaction with a potential and existing customer should provide value and exceed their expectations. Many sales teams say they believe this but often their behaviors tell a different story. If we know providing value is important, how can a sales person or sales team create a measurable process to make sure that value is received with every interaction? Every sales team may need to look at the concept of a measurable process differently however some examples of knowing that value has been received may include: a thank you note or letter, a verbal thank you due to an unexpected follow-up call or visit, a referral, or a repeat order. Look closely at your process and start measuring these subtleties as they tell you a great deal about the customer’s perception of value within the sales relationship.
Questions Sell, Answers Do Not.
People don’t want to be sold, they want to buy. Therefore the sales process should be about identifying and understanding a clients needs, not about the features and benefits of your products of service. The best way to truly understand a customer’s needs is to ask questions that seek to engage the customer, to uncover his or her real needs, and to understand the benefits of making a buying decision to the organization. How will the organization measure the benefit? As a sales person you will know by the dialog whether you have a solution for their situation and at some point you may spend time explaining why your product or service will achieve the measurable outcomes they are seeking. But most decision makers often don’t care about “the how” (your features and benefits) until you uncover “what” they need and “why” (their need and their measurable outcomes).
Really Listen
The second most important component after asking questions is really listening. Asking questions is not effective unless you really listen to the answers. Being present and really listening for understanding still does not give you the right to get into features and benefits. If your sales dialog typically flows question, answer, explain feature and benefit, you are missing opportunities. Asking questions and really listening gives you permission to ask the next right question. The sales dialog should be about digging as deep as you can to understand the problem, the magnitude of the problem, and why it is important for the problem to get solved. It is only after this deep line of questioning and effective listening that you will get permission to talk about your solution because now in the decision maker’s mind it has direct value to his/her needs. Do yourself a favor and stop losing sale opportunities because you don’t really listen.
Be Proactive Faster and Stay Close
Speed is essential today, and sales are no different. Some folks say timing is everything but I believe having a proactive process in place to stay in close contact with your prospects and customers makes all difference in the world. If you or your department has a process in place, you don’t have to rely on the old adage of “timing is everything,” and being proactive links directly to developing loyal customers. Customers want to know that you are there and that they can count on you. Building that confidence starts in the first step of any sales process. Being there creates trust, and trust is a key component to establishing loyal customers and generating more sales.
Have a Great Attitude and Contagious Sense of Humor
This component is fairly straightforward. Have a great attitude all the time, as attitude is everything! But in addition to having a great attitude, have a sense of humor. I am not suggesting a comedic level of humor but the ability to laugh and make others laugh. Life and business is serious stuff, but that does not mean that we have to take every moment seriously. Life is to short not to enjoy it! “Laughter is a tranquilizer with no side effects.” Arnold Glasgow
Be Authentic
If you are not authentic, you will not be easily trusted, and it is pretty tough to build relationships and loyal customers without trust and authenticity. Be true to your personality, spirit, and character, and use them to your advantage. People want to do business with people who are real.
Often when times are good we forget about these fundamental components for success in sales because sales come easier and faster. “It doesn’t seem that we have to work as hard.” I believe when the business environment becomes more challenging we have a tendency to forget about the fundamentals, and we start combating the symptoms of current times. We wander away from what we know works. To solve the mystery of sales in a tougher economy, stop looking at the symptoms but rather identify the root cause and attack it; and most importantly, never give up on the core component of successful sales.
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Posted in Attitudes, Customer Loyalty, Sales | 4 Comments »
Thursday, October 15th, 2009
Everyone in an organization plays an important role in its overall performance.
It’s no longer enough to be good, you must be exceptional. It is no longer enough to have satisfied customers, you must seek to develop a loyal and delighted customer base. It’s no longer enough to maintain. You must be aggressive, responsive, and quick. Your challenge is getting everyone on your team or in your department committed and focused on achieving organizational success. As an effective team leader, your role is to build the best, strongest, most productive team possible. Your team or department’s results, or lack thereof, will be in direct proportion to the cohesiveness of your team.
Creating a winning team begins with creating a culture in which your employees are encouraged to challenge, to question, to create, and to innovate. Surround yourself with the best people the organization has to offer. Don’t limit yourself by focusing only on people with seniority or rank. Bring people into the team as they are needed based upon their expertise or abilities. The ideal team should include all four types of thinkers, so you get a blend of perspectives. For example, some team members will naturally focus on short-term efficiency issues (doing things right) while others will focus on short term effectiveness (doing the right things). Others should be selected for their natural inclination to focus on long-term efficiency, while others should be selected for their natural focus on long-term effectiveness.
Create a culture where people are encouraged to be their best and perform their best. As the goals or projects dictate, you may want to involve multiple team members in different aspects of the project as needed. Furthermore, it may not always be necessary to involve everyone from beginning to end. Always be sure; however, the goals are specific and that they are aligned with the vision, values, and strategies of the organization as defined by management. Alignment must also occur between the department’s activities and its outcomes. If continuous improvement is to occur, your team needs to focus on continuous improvement in all areas. Therefore, measurements and expectations must be developed and reviewed regularly. Get team members involved and delegate ownership of processes and challenges which rightfully belong to them.
The momentum of the team keeps a project going so the probability of success is enhanced. A team’s collective power is much greater than that of any one individual!
Tammy A.S. Kohl is President of Resource Associates Corporation. For over 30 years, RAC has specialized in business and management consulting, leadership development, executive coaching, and youth leadership. For more information visit www.resourceassociatescorp.com or contact RAC directly at 800.799.6227.
Tags: continuous improvement, culture, goals, Leadership, success, Team, team building
Posted in Team Leadership | No Comments »
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