Showing posts with label Leadership. Show all posts
Showing posts with label Leadership. Show all posts
Thursday, May 28, 2015
LEADERSHIP - 5 THINGS LEADERS SHOULD NEVER SAY
Words contain power and will set the scene and direction for those who follow your lead
If there’s one thing Sir Richard Branson understands, it’s the pressure of conveying a clear message (either in meetings, public statements, or speeches) without sounding negative.
According to his book, The Virgin Way: Everything I Know about Leadership, here are five words and phrases he tries to avoid.
1. “That’s not a bad idea.”
If this is your response to an idea, your team won’t be clear on whether you love the idea or hate it. “Not bad” could mean you actually kind of like the idea. On the other hand, you didn’t specifically say you love the idea. Don’t leave your audience confused.
“Be definitive,” writes Branson. “If you approve or disapprove of something, be assertive and make your position absolutely clear, making sure you explain why.”
2. “You’re not going to like this, but …”
This phrase sets up your listeners to hear something negative. As a leader, it’s your job to inspire people and instill them with positive feelings – even if what you’re about to share might upset or frighten them. Branson suggests instead saying something like, “This may be a tough nut to crack, but I’m sure we’ll get it done.”
3. “We’ve had better years.”
Leaders are often asked to provide some kind of public commentary on results for the month, quarter, or year, but Branson views the above phrase as a cop out. “People want the truth, not some sugarcoated version of it,” he writes. Admit the reality of your situation and follow up with an honest assessment of how you plan to achieve better results in the future.
4. “That said…”
Branson considers this to be “possibly one of the most destructive phrases in the English language.” When people hear these words, you invalidate anything you said just a minute ago. This can create great resentment among your listeners. “As a verbal bridge from the pros to the cons, try using something like, ‘Of course, we shouldn’t overlook…’” writes Branson.
5. “No comment.”
Branson understands that sometimes leaders aren’t at liberty to discuss sensitive information, but he dislikes this classic approach to discretion. “A stark ‘no comment’ tends to come across like, ‘We’re guilty as hell and don’t want to talk about it until our lawyers have come up with a plausible alibi,’” writes Branson.
Instead, he suggests saying something like, ‘I’m really sorry, but until we gather all the facts, we are not in a position to issue a statement.’
As a leader please consider and like Richard Branson try to avoid the above phrases during speeches, meetings, and presentations
Remember, words contain power and will set the scene and direction for those who follow your lead.
All the best with your leadership!
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by effectivecommunication.com.au
Wednesday, March 18, 2015
SALES - 10 REASONS WHY LEADERSHIP IN SALES IS IMPORTANT
Sales is leadership and leadership is sales!!!
The impact both sales and leadership have on each other is undeniable
A question we at EffectiveCommunication.com.au are asked oftentimes is why is leadership so important in sales.
Here are 10 quick reasons why:
1. People want to be around leaders. If you are going to sell effectively, your clients must see you as a leader.
2. Demonstrating leadership commands respect. Clients will only refer you to others if they respect you.
3. True leadership results from having integrity. Clients will only deal with salespeople they can trust.
4. Being a leader changes how you look at things. When you are demonstrating leadership, you see things differently and in turn are more capable of truly understanding how to help your clients.
5. Being a leader creates confidence. The level of confidence you have going into a sales call is going to determine the level of success you have.
6. Leaders are continually learning. When you’re a leader, you are far more receptive to learn new things. Sales requires keen insights on not just what is happening today, but also on what could happen tomorrow. Failing to continually learn will quickly put you behind the curve in being able to help your clients.
7. Leaders are less emotional and less likely to be swayed by fads. Leaders are not going to be impacted negatively by shifts in other people’s emotions or in passing fads. Rather, they know how to deal with these types of issues in a constructive manner.
8. Leaders plan and are goal oriented. Clients want to deal with salespeople who are prepared. Conversely, as a salesperson, when you plan and are goal oriented, you will be in a position to optimise your time and resources.
9. Leaders are able to get more accomplished from others. A salesperson’s success is driven by the team they have supporting them. A salesperson who is seen as a leader is going to receive far more support from their client service team and others than the salesperson who is not seen as a leader.
10. Leaders are more successful. At the end of the day, don’t you want to be as successful as you can? Successful people are attracted to successful people. The more you demonstrate leadership and success, the more you will find yourself dealing with equally successful people.
Finally, living a life as a leader is far more stimulating and exciting than living a life as a follower.
Would you prefer to be the one who takes pride in impacting others or would you rather be the one being impacted?
All the best when selling!!!
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by effectivecommunication.com.au
LEADERSHIP - 6 SKILLS EVERY LEADER MUST APPLY WHEN MENTORING OTHERS
“The mediocre leader tells. The good leader explains. The superior leader demonstrates. The great leader inspires.” - William Arthur Ward
When you are leading others it is important to keep your mentoree on track. Here are 6 important things you should know and practice:
1. Identify mentoring goals upfront
Leading is an exploration of potential and how to improve performance. Like all great explorers your mentoree will need to have some goals to keep them on track. Begin the mentoring by helping your mentoree define what they would like to achieve and set a few specific goals around this. This will help both you and your mentoree stay more focused and not wander too far off track.
2. Use questions to focus discussions
Rather than tell your mentoree how they should think and behave use questions to guide the discussion and their thinking. Questions are very powerful and you will make your mentoree think by using probing open questions. Don’t rely on closed questions such as those with a “yes” or “no” answer. Open questions are far more challenging.
3. Listen don’t lecture
You may be the fount of all wisdom but your role as a mentor is not to lecture your mentoree. Listen carefully to them and engage in conversation and discussion. The mentoree should be the focus of the mentoring session. By all means give advice but always try to draw ideas out of the mentoree themselves. The mentoree needs to have ownership of the ideas discussed.
4. Don’t do the work for the mentoree
As soon as the has discussed an issue with a leader, many leaders explain exactly what should be done and how it should be done in great detail. The explanations may be clear and accurate but the problem is that the leader does all the thinking. The aim of leading is to enable the mentoree to make decisions and work out the best path. Of course sometimes a leader will need to take off their mentoring hat and explain what to do. The problem arises when the leader does all the work of thinking things through. As a leader you are a guide but the mentoree is the explorer!
5. Keep raising the bar
As a successful leader you will want to challenge your mentoree to keep raising the bar. Guide them to improve what they are doing and encourage innovation and learning new and better ways of doing things.
6. Review progress and celebrate achievements
Finally take a little time in each mentoring session to review progress. Where there are improvements celebrate these successes with your mentoree and give positive feedback……..and don’t forget to celebrate your own success as a leader!!!
All the best with your leadership!
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by effectivecommunication.com.au
Thursday, November 6, 2014
LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES (Part 2)
One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
6. Training ManiaThere is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you. The first five (5) were sent to you last week and the next five (5) you can read below.
Note: If you missed last week's newsletter you can view the first five (5) suggestions by visiting our blog.
There are a number of positive reasons to enable professional training. We will highlight five.
The first is that workplace training increases the quality of output.
The second is that well-trained team members are more productive.
The third is that better trained teams have more bandwidth and a great ability to take on more complicated initiatives.
The fourth reason is that bench strength is increased, which can lead to better succession planning and less drama if turnover is experienced.
The final reason is that training is an essential retention tool for keeping high-performers
7. Match Décor with Culture
The physical environment in which people work can greatly influence their demeanor and contributions.
Choose colors, desks, signs, and lighting that amplify your organisation’s culture (or desired culture). In other words, if you want an ultra-professional team, have a professional environment. If you want a high-energy team, notch up those colors and get modern with your furniture.
8. Coach Top Performers
A leader’s time is precious. As such, give it to the most deserving people on your team.
This means focusing on your top performers and high-potential team members. From a humanistic standpoint we gravitate toward helping (and spending a boatload of time with) our poorest performers. They also tend to be the squeaky wheels in the office.
This may sound harsh, but it is time to free yourself from using the majority of your coaching and development time on poor performers.
The time that leaders spend with low performers typically delivers a lousy return-on-investment. Instead, invest your precious time on your most valuable resources – your best performers and your future top talent. In the process, your added attention will motivate your best people and help the overall team to soar even higher.
9. Be a Visionary Leader
This ties back to “communicate like crazy” (part 1) from the aspect of sharing important information with your team.
The critical information in this instance involves three components: Where your organisation is going; why your organisation is going there; and how each team member fits into your organisation’s journey.
While many good leaders communicate the first two items, the best leaders share all three (i.e., the where, the why, and the how).
If you want to work with the most motivated group of people possible, help them to clearly understand the direction of the organisation, the logic behind the strategic direction, and just how they will significantly contribute to the team’s ultimate success.
10. Celebrate Wins
Famed ‘UCLA’ American Football coach Red Sanders was fond of saying: “Winning isn’t everything, it’s the only thing!”
We all like to win, yet frequently leaders only notice losses and errors. The odds are good that your team members are doing a LOT more right than they are wrong. Catch those right moves.
Figure out a way to celebrate wins and positive contributions. Better yet, ask your team how they want to celebrate. Their suggestions may surprise you.
Celebration lifts the human spirit. It also builds team morale and sets a positive tone in the workplace.
Our strong recommendation is celebrate more. You may just find a more motivated team as a result of your celebratory actions.
Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations.
In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.
All the best with your leadership!
Posted in
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by effectivecommunication.com.au
LEADERSHIP - TIPS TO MOTIVATE EMPLOYEES
One of the most frequent leadership questions EffectiveCommunication.com.au (EC) is asked is: “How can I motivate my employees?”
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you within this and our next newsletter. Here are the first five (5):
There is no simple answer to this question, especially since motivation comes from inside us. Therefore, what we believe leaders are really asking is: “What actions can I take and what environment can I create that will unleash my team’s potential and create positive energy?”
Now, that is a question to which we have many suggestions. There are ten (10) of them we would like to share with you within this and our next newsletter. Here are the first five (5):
1. Expect A Lot
The best leaders we know have very high expectations for team members. They expect them to work smart, get along with their colleagues, and produce world-class results.
High performing team members are inspired by this type of leader and this type of atmosphere. If you want a mediocre team, have laisse-faire goals and be self-centered.
If you want a motivated and successful team, share your expectations frequently and always expect excellence.
2. Lavish Praise
Have you ever seen a six year old light up because someone told them they just did something wonderful? It is a beautiful sight. Now, we are not implying that you work with a bunch of six year olds. What we are asking is this: Since we have grown up, have we really changed that much with regard to what energises us? We think not. Therefore, recognise the Herculean efforts of your people and lavish praise upon them. Are they just doing their jobs? Well, if your employees are doing it right, let them know you appreciate it. And share your praise in an authentic and appreciative way.
3. Delegate Tasty Projects
Nothing motives team members (particularly high performers) quite like entrusting them with an important initiative. The trust and confidence that is built when delegating something important is priceless. Not only does effective delegation motivate employees, but it serves as a great mechanism for developing their skills.
When delegating, make certain to communicate the specific time frame in which you expect completion. Also, if you want to receive an update, ask for one.
Effective delegators clearly state what resources are available and if they have any availability to help out along the way.
4. Communicate Like Crazy
Leaders who clearly communicate “The State of The Workplace” on a frequent basis effectively kill the grapevine. That’s right, the more you communicate what is going on, the less gossip will be experienced in your organisation. This is a good thing because gossip and the garbage that it spreads creates distractions and de-motivation. By crushing the grapevine, you motivate your team and effectively increase productivity.
5. Demand Innovation
Do not just encourage innovation, demand it. We live in a quickly changing work world. The more forward-thinking your team members, the better your organisation will be served. So many of the innovative answers you seek are right under your nose. Dust off that suggestion box and encourage people to share ideas. Do not make fun of the crazy ideas you come across. Nurture the individual and collective creativity that your team members possess.
A million dollar idea awaits. It is the leader’s job to coax innovation into the open
Bottom Line: Motivation comes from within us. As such, the best leaders find ways to unlock more of what team members have inside them. The more you communicate, delegate, and celebrate the more your team will be pointed in a positive direction. In the process, share your vision and praise. And always maintain high expectations. In the end, your efforts will be richly rewarded as team members strive to achieve great results, remain engaged to your mission, and experience self-satisfaction on their journey.
Look out for our next newsletter for the next five (5) tips
All the best with your leadership!
Posted in
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by effectivecommunication.com.au
Friday, October 3, 2014
LEADERSHIP - SIX RULES FOR SOLVING WORKPLACE PROBLEMS?
Gerald is a seasoned leader who manages 16 professionals. He has two team members who are supervisors, so he has some management support.
Like so many teams, 20% of Gerald's people are performance superstars. About 70% of the team meets the expectations of their job. The remaining 10%, however, are problem-children.
Sometimes their performance is sub-standard. Other times their behavior is disruptive. The organisation that Gerald's team is a part of is vibrant and growing, and experiencing rapid change. While the organizational change that is occurring holds many positives, it is not without hiccups along the way. In other words, the workplace in which Gerald leads is fast-paced, complicated, achievement-oriented, and fraught with problems (from time-to-time).
At one point in his career, Gerald used to shrug his shoulders when faced with problems. In fact, one of the first questions he would ask was "Who messed up this time?"
While there was some levity to Gerald's comment, it also set the tone for a witch hunt. It is common for leaders to seek to identify the person or group who caused a problem in the workplace. Often times, a better course of action is to engage in a problem-solving process.
Over the years, Gerald created six rules for solving workplace problems.
- Keep calm & carry on
Everyone messes up once in a while. Sometimes people need a free pass, while other times progressive discipline is required. Do not start a witch hunt when faced with a problem situation.
Remain as calm as possible and seek to find the root cause of the issue.
- Practice self-control
This really pertains to the first point, however, it deserves to be highlighted. Before Gerald was a leader he had the luxury of jumping to conclusions and engaging in finger-pointing.
Well, a funny thing happened along the way to great leadership. Gerald lost all sorts of "rights." Gerald read a great piece on leadership that Colin Powell wrote a dozen years ago. Powell stated that leaders lose the right to be one of the crowd, and to slam their door, and to choose favorites, etc.
As Gerald experienced the process of losing these rights, he actually elevated his level of self-control. Gerald believes strongly that when a problem sends a workgroup into chaos it is because the leader of the group does not possess sufficient self-control.
- Be conversational not interrogational
When Gerald was a newer leader and a problem would occur, he would turn into a fact-finding machine and start firing questions: "What," "How," "Why?" While all of Gerald's questions were open-ended in nature, his tone of voice was often accusatory.
As a result, Gerald's questions would be answered with minimal information because people were anxious for the interrogation to end. Over time, Gerald softened his tone of voice in an effort to come across as more conversational. In addition, he began to start his open-ended questions with phrases such as: "Tell me about," "Share with me," and "Help me understand."
Gerald's conversational approach has delivered significantly better results. Not only from a problem-solving standpoint, but also from a long-term rapport standpoint.
Gerald now leaves little wreckage in his wake during the problem-solving process.
- Collaborate don't conflict
Early in his leadership career, when problems were caused by another area of the company, Gerald would get fired up and embrace a mindset of "Us vs. Them" While this brought short-term satisfaction to Gerald and his team, he learned that this behavior fostered long-term conflict.
Invariably Gerald's team would cause a problem, and other areas of the organisation would be quick to jump on their folly. These days, Gerald seeks to collaborate with other areas of the organisation. In fact, when Gerald's team uncovers a problem caused by another area of the company, they reach out and offer to work with their colleagues to resolve the issue. There is no finger-pointing, rather, there is professional communication and collaborative action.
- Enhance the process
Years ago, Gerald read an article entitled ‘The Process of Winning’. It highlighted how Nick Saban, the football coach of Alabama is focused less on winning and more on processes.
Gerald embraced some of the concepts of the article. As a result, after his team experiences and resolves a problem, they examine their process and determine what needs to be enhanced.
Gerald has helped his team become process-focused. Not so that they are robotic in the workplace. Rather, so that they can easily self-examine and continually raise their bar of excellence.
- Communicate the culture
It has taken Gerald years to refine his problem-solving best practices. In addition, he is committed to having his entire team embrace a logical, cool-headed means to problem-solving. As such, Gerald seeks to lead by example and to share the expectation that his team will be good problem-solvers.
In other words, Gerald strives to make effective problem-solving part of the culture of his organisation. While problem-solving can be part of a strategy, Gerald has come to realise that the culture of an organisation trumps strategy every day.
Bottom Line
When problems occur in the workplace, emotions are easily stirred. The best leaders are able to maintain self-control during times of crisis. They do not go on witch hunts and they seek to be collaborative with other areas of the organisation.
Good leaders also ask great questions. In the process, they come across as conversational as opposed to interrogational.
Lastly, solid leaders nurture the culture of their organisations. They communicate the importance of level-headed problem-solving, and execute problem-solving in a practical way.
All the best with your leadership!
In other words, Gerald strives to make effective problem-solving part of the culture of his organisation. While problem-solving can be part of a strategy, Gerald has come to realise that the culture of an organisation trumps strategy every day.
Bottom Line
When problems occur in the workplace, emotions are easily stirred. The best leaders are able to maintain self-control during times of crisis. They do not go on witch hunts and they seek to be collaborative with other areas of the organisation.
Good leaders also ask great questions. In the process, they come across as conversational as opposed to interrogational.
Lastly, solid leaders nurture the culture of their organisations. They communicate the importance of level-headed problem-solving, and execute problem-solving in a practical way.
All the best with your leadership!
Posted in
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Conference presentations Presentation skills training Sales presentations,
Leadership,
Leadership coaching
by effectivecommunication.com.au
LEADERSHIP - ARE YOU A DISRUPTIVE LEADER?
The question is not asking if you are a trouble-maker or have a disruptive personality. The question asks if your organization has disrupted or is in the midst of disrupting the marketplace in which you operate.
Market disruption is usually accomplished via innovation. In fact, disruptive innovation is a force that creates a new market or so drastically disrupts an existing market that it overhauls the industry or replaces an earlier technology. Like the i-Phone and how it revolutionized the cell phone industry or Craigslist and how it obliterated Classified Ads.
Perhaps you are thinking that your organization simply enjoys operating in your particular industry. In fact, competition is so fierce that there is little time to reinvent your business, let alone an entire industry. On the surface this thinking is pragmatic. However, if you are not engaging in some serious strategic planning at least every two years, you can guarantee that there are certain segments of your business (operations, market opportunity, technology, efficiencies, etc.) that could be improved – and disrupted in the process.
When Steve Jobs and Apple moved to disrupt the cell phone industry, they focused on three areas (just three): Design, functionality, and consumer experience. All three of the areas were under-serving the consumer.
First of all, the customer had become complacent about the design of their phone. There was no sizzle in the design of a cell phone and the consumer no longer cared. Secondly, the functionality of cell phones was ho-hum. There were no energizing bells and whistles. Lastly, the consumer experience bland and frustrating as opposed to awe-inspiring.
By recognizing three simple areas in which to improve, the Apple/Jobs continuum created a game-changing product. Simultaneously, Apple’s achievement sent an industry into a frenzy as competitors struggled to reshape their thinking, reengineer their offerings, and keep pace with a new market leader.
There is much to learn from the history of market disruption. If you are a savvy leader you may want to ask yourself four questions, as well as ponder four corresponding opportunities:
What areas of my organization are, at best, average?
Opportunity: Examine the policies and procedures or your organization. Knock down walls that are holding back the creativity of your team members. Seek to heighten the level of team member engagement that exists in your organization.
What portions of my industry lack sizzle and appeal?
Opportunity: Look for strategic areas within your marketplace in which to reinvent or innovate. As you drive innovation, make certain that you are quick to market.
When consumers purchase my products and services are they delighted by what they experience?
Opportunity: Elevate the level of customer experience that your organization provides to the consumer. Compare your organization against some of the best customer experience providers in the world. How do you stack up? What is the difference?
Does my organization’s mission statement, vision statement, and core values properly align with our value proposition and reason for existing?
Opportunity: Engage your team in some offsite strategic planning and revisit your organization’s guiding principles. Reinforce your beliefs while simultaneously opening the door to new, potentially game-changing ideas.
Leaders, be disruptive!!! Reinvent your organization on a regular basis. Examine your mission, vision, and values and make certain they align with your noble purpose. In the process you will lead innovations that will improve your product, enhance the customer experience, and alter the marketplace in your favor.
Do not be shy. Rather, be bold. Think boldly, create fearlessly, and above all, act!!!
All the best with your leadership!
Market disruption is usually accomplished via innovation. In fact, disruptive innovation is a force that creates a new market or so drastically disrupts an existing market that it overhauls the industry or replaces an earlier technology. Like the i-Phone and how it revolutionized the cell phone industry or Craigslist and how it obliterated Classified Ads.
Perhaps you are thinking that your organization simply enjoys operating in your particular industry. In fact, competition is so fierce that there is little time to reinvent your business, let alone an entire industry. On the surface this thinking is pragmatic. However, if you are not engaging in some serious strategic planning at least every two years, you can guarantee that there are certain segments of your business (operations, market opportunity, technology, efficiencies, etc.) that could be improved – and disrupted in the process.
When Steve Jobs and Apple moved to disrupt the cell phone industry, they focused on three areas (just three): Design, functionality, and consumer experience. All three of the areas were under-serving the consumer.
First of all, the customer had become complacent about the design of their phone. There was no sizzle in the design of a cell phone and the consumer no longer cared. Secondly, the functionality of cell phones was ho-hum. There were no energizing bells and whistles. Lastly, the consumer experience bland and frustrating as opposed to awe-inspiring.
By recognizing three simple areas in which to improve, the Apple/Jobs continuum created a game-changing product. Simultaneously, Apple’s achievement sent an industry into a frenzy as competitors struggled to reshape their thinking, reengineer their offerings, and keep pace with a new market leader.
There is much to learn from the history of market disruption. If you are a savvy leader you may want to ask yourself four questions, as well as ponder four corresponding opportunities:
What areas of my organization are, at best, average?
Opportunity: Examine the policies and procedures or your organization. Knock down walls that are holding back the creativity of your team members. Seek to heighten the level of team member engagement that exists in your organization.
What portions of my industry lack sizzle and appeal?
Opportunity: Look for strategic areas within your marketplace in which to reinvent or innovate. As you drive innovation, make certain that you are quick to market.
When consumers purchase my products and services are they delighted by what they experience?
Opportunity: Elevate the level of customer experience that your organization provides to the consumer. Compare your organization against some of the best customer experience providers in the world. How do you stack up? What is the difference?
Does my organization’s mission statement, vision statement, and core values properly align with our value proposition and reason for existing?
Opportunity: Engage your team in some offsite strategic planning and revisit your organization’s guiding principles. Reinforce your beliefs while simultaneously opening the door to new, potentially game-changing ideas.
Leaders, be disruptive!!! Reinvent your organization on a regular basis. Examine your mission, vision, and values and make certain they align with your noble purpose. In the process you will lead innovations that will improve your product, enhance the customer experience, and alter the marketplace in your favor.
Do not be shy. Rather, be bold. Think boldly, create fearlessly, and above all, act!!!
All the best with your leadership!
Posted in
Business presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations,
Leadership,
Leadership coaching
by effectivecommunication.com.au
LEGENDARY LEADERSHIP
An all-time favorite baseball player is Babe Ruth
Everybody with a slight interest in baseball remembers the Babe as an incredible hitter. He hit 714 home runs in an era when 300 career homers was outstanding.
Babe was not a one-dimensional player, either. He was an incredible pitcher who won 94 major league games (94-46 lifetime – not bad!). It was his slugging, however, that made him a legend.
So how do legends think? What actions lead to their success?
“Never let the fear of striking out get in your way,” Babe would say. His philosophy was simple: “Every strike brings me closer to the next home run.” He was also well known for taking pitchers on and not backing away from intimidating hurlers. The majority of his career he wore Yankee pinstripes, but during off hours he was known to be quite dapper. He could afford to look dapper, he negotiated the best paying contract in baseball.
There are lessons for successful leaders in the words, actions, and achievements of Babe Ruth. Let’s take a look at five qualities to consider:
1. Do not be afraid to make mistakes
If you are not making errors you are probably not leading aggressively enough. Leaders cannot afford to make a lot of mistakes, but each mistake you experience helps you learn and brings you closer to breakthroughs that will make positive differences.
2. Take people on
When you or your team is faced with a situation when you are being wronged, speak up and do not accept a raw deal. Babe Ruth faced down fastballs. Leaders get to face down adversarial personalities. When the timing is right, get gutsy, and be able to do so in a strategic manner and on a moment’s notice. Can this trait be learned? The answer is “yes.” Keep in mind though, it takes a lot of work to come across as a sharp person who is gaining clarity on a situation, as opposed to a combative jerk.
3. Possess diverse talent
Just as Babe could pitch and hit, you have to wield a variety of styles as you effectively lead your people. As you leaden array of different personalities you will also be faced with challenging leadership situations. Do not be one-dimensional and just a home run hitter. Engage in leadership development initiatives that expand your leadership capabilities and assist you in operating effectively in complex situations.
4. Negotiate
In 1927 Babe Ruth’s contract was more than 10 times greater than other top players. In fact, his compensation exceeded that of the president of the United States! When asked about the latter fact, Babe quickly replied, “I had a better year than the President.” In short, Babe was able to sell himself. Likewise, effective leaders are able to sell their ideas, their vision, and their team’s accomplishments. In the process, they negotiate terms and conditions that are favourable to their organisation. If you are uncomfortable with negotiating, get comfortable! It is a necessary and admirable skill.
5. Be polished
Babe was a dapper guy with a persona that created followership. Let your sound leadership capabilities create followership for you. In addition, enhance your leadership image by dressing professionally, staying fit, and being well-groomed. Your attire and style should match your organization’s culture. Also, nice shoes coupled with excellent table manners always help image and success.
Bottom Line
Babe Ruth was affectionately known, was a baseball legend. He possessed talent, grit, vision, and spirit. He was undaunted when faced with failure. He was confident in his abilities to achieve goals. He won, and he won big.
As you lead your team, remember the good qualities of Babe. Lead with confidence. Do not fear striking out – just do not do it too much. Take responsibility for the success of your team, and applaud them when they soar. Look professional, and boldly lead in tough situations. The next thing you know you will be hitting the long ball. There it goes, over the wall. Now round the bases and give your team a tip of your cap.
All the best with your leadership!
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by effectivecommunication.com.au
LEADERSHIP - US NAVY SEAL PRINCIPLES TO HELP YOUR BUSINESS
Last week the University of Texas at Austin invited a US Special Forces 36 year Navy Seal named William McRaven to give a commencement address.
Whilst Admiral McRaven's presentation was aimed at equipping and empowering the next generation of leaders, the ten (10) principles he shared can easily be used by you & your team in business.
To view this impressive and beneficial online video presentation, you are welcome to click on this link.
All the best with your leadership!
Posted in
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presentations Conference presentations Facilitating meetings Presentation skills training Public speaking Sales presentations
by effectivecommunication.com.au
Monday, December 30, 2013
WOW YOUR AUDIENCES WHEN PRESENTING DURING 2014
Before
we step across from 2013 to 2014, here are some simple tips for you that
great presenters use when communicating to any audience… The power of a
strong opening and close!
If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
HAPPY
NEW YEAR TO YOU AND THANKS FOR YOUR READERSHIP & SUPPORT DURING
2013!!!If you do both these well, you will be a success because people typically remember the first words out of your mouth and the last. However, while presenters know the importance of a strong opening and close, often they fizzle at the end. Some run out of time and simply say "I am out of time. Thanks for coming and contact me with your questions." Others fail to let their listeners know they are about to end and therefore, when they say their final words the audience does not offer much response.
Many times following presentations, audiences leave uninspired or disinterested. Invest more time into writing and practicing your opening and close as you might other parts of your presentation.
WAYS TO CLOSE PRESENTATIONS EEEFECTIVELY:
Recap the main ideas you have discussed
Restate your agenda headings + the key sentences / points of each
If you have presented for more than 20 minutes, it is important to summarise what has been discussed since your audience may have forgotten or drifted. By re-stating your positions or points for each agenda of your presentation, you can better influence audience members who don't have the breadth of knowledge you do about your subject.
Call your audience to action
Never let your audiences walk away from your presentations unsure about what they should do.
Directly state what you want them to do. It may seem obvious to you, but unless you ask for what you want, you risk being disappointed. For example… "What we need from you is immediate approval for our team to proceed with the design phase. We believe if we work full time, the project can be completed in three weeks."
A strong call to action commands attention.
Challenge your audience to do something different
For example… "If you want to become better, you have to put in the work. Tomorrow, when you go back on the job, I challenge you to change one thing about the way you communicate with others. Keep working on that skill until it is part of your DNA."
Conclude with an inspirational or dramatic focused message
A strong focused message when concluding your presentations should be what your audience remembers more than anything else during your presentation.
When possible, leave your audience on a high note.
Go back to your opening
If you started your presentation with a great ‘Dynamic Opening’ (a great story / quote / statistic / example etc.), go full circle and link back to it, which will greatly bring your presentation to a close. For example… "My hope for you is the same success as ‘person x’ I shared at the start of my presentation, who succeeded by thinking big!"
Your opening is your best chance to gain audience interest, attention and engagement, plus your close is the last thing your audience will remember. Therefore, plan and practice to wow your audiences during every presentation you will deliver during 2014.
Posted in
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by effectivecommunication.com.au
Sunday, November 24, 2013
7 Signs You Need A Strategic Sales Plan
Let's face it,
strategic sales planning doesn't sound fun...
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
It is the kind of thing most salespeople go into kicking and screaming, at least mentally.
Often, sales planning is one of those "I know I should do this but really don't want to" items on a to do list.
Not every salesperson needs a strategic sales plan. Here's a quick checklist to see if you do:
1. EXPENSES vs. OUTCOMES
If you look at your expense report and you cannot trace each expense to a desired outcome, you need a plan.
Having a strategic sales plan ensures that you determine ahead of time what you'll be spending money on and that all expenses are aligned with a specific purpose for your sales. With a plan you will stop wasting money in the wrong places.
2. YES vs. NO
If you look at your calendar and to do list then feel overwhelmed, you need a sales plan.
Sales planning is really just a process of deciding what you most want and laying out specific steps to achievement.
A good plan will tell you what to say "no" to as well as what to say "yes" to. Having a strategic sales plan will eliminate wasted time on low-value tasks and focus you on the things that drive real sales and value.
3. CONFIDENT DECISIONS
If you ever wonder if you're making the "right" decisions on a day-to-day basis, you need a sales plan.
A strategic sales plan will allow you to prioritise each action in your day to ensure you know right decisions from poor decisions not just in the short-term but in the long-term as well.
With a good sales plan, "wondering" is replaced with "knowing" what to do.
4. BLUEPRINT
If you've wanted to hire someone to help you do the small things so you can focus on the big things, you need a sales plan.
Imagine you are a general contractor and you have a team of subcontractors
building a house for you. Could they do it without a blueprint and a punch
list? Of course not! If you want to hire someone, they need to know exactly
what to do to grow your business.
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
A strategic sales plan is the blueprint for your future career and a good strategic sales plan leads to a punch list of tasks that your team accomplishes to turn the concept into reality.
5. DIRECTION
If you consistently miss the goals you set for yourself, you need a sales plan.
A good strategic sales plan will align all of your time, money and other resources towards your goals. It will focus all of your energy in one direction, all but guaranteeing you will achieve the goals you set at the beginning of each year.
A great strategic sales plan will also ensure you hit your mid to long term goals as well!
6. ENERGY
If you find yourself feeling worn out and worn down, you need a sales plan.
A strategic sales plan will inspire and re-energise you each and every day. It will rekindle the spark you had when you first started and it will spread beyond you to each person you interact with.
Even your clients will notice the change!
7. BALANCE
If you feel like you can never get it all done, you need a sales plan.
With a strategic sales plan, you know exactly what it takes to reach your goals. You have a step-by-step guide to tell you what to do and when. Each day you will have a short, focused task list that drives the results you want in the short- and long-term.
When the list is done, so are you. You can go home each day relaxed. You can engage with your family and not think incessantly about work.
In conclusion… If you see yourself in one or more of the above, you need a strategic sales plan.
All the best with your future business growth!
Posted in
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Presentation & Sales workshops courses & training in Sydney
by effectivecommunication.com.au
Tuesday, November 12, 2013
EC ON TV - GEOMETRIC BUSINESS GROWTH
Simple ideas & connections to help your business growth plans during 2014...
Recently John Rayner the Founder of EffectiveCommunication.com.au (EC) was invited to be interviewed by another Americas television program to talk about business growth.
John shared some simple ideas and connections which have helped many companies to date
This television program was recorded in South America and reaches 21 Spanish speaking countries via 800 networks. And for your convenience the entire interview was conducted with a professional interpreter in both Spanish & English.
To view this short 20 minute interview you are welcome to click on this link
To view John's profile you are welcome to visit this link
All the best with your future business growth!
Posted in
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Facilitating meetings,
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Melbourne,
Presentation & Sales workshops courses & training in Sydney
by effectivecommunication.com.au
Monday, October 28, 2013
Seven Secrets Of Powerful Storytelling
Having worked with thousands of people to better communicate in business plus witnessed even more business presentations to date, we at EffectiveCommunication.com.au firmly believe that presentation effectiveness is achieved by doing more than just sharing intellectual statistics, data, facts, figures etc.
Effective presentations include the ability to masterfully convey a story in order to draw audiences into the fray by capturing the essence of characters and the situations they face.
Here are 7 powerful storytelling secrets to further support your business communication and presentation success.
Effective presentations include the ability to masterfully convey a story in order to draw audiences into the fray by capturing the essence of characters and the situations they face.
Here are 7 powerful storytelling secrets to further support your business communication and presentation success.
1. NEVER COMPETE WITH YOUR AUDIENCE
One of the biggest mistakes that people make when presenting in front of a busy audience is getting louder in an effort to match the crowd. Rather than elevating one’s volume and level of excitement, we recommend turning it down and relaxing the delivery.
Instead of calming oneself, many presenters get faster and faster. Typically this will only feed the audience [and] not in a good way. It makes them more antic.
It is entirely possible to tell tales very quietly and to effectively draw people in by doing so.
Instead of calming oneself, many presenters get faster and faster. Typically this will only feed the audience [and] not in a good way. It makes them more antic.
It is entirely possible to tell tales very quietly and to effectively draw people in by doing so.
2. KEEP IT SIMPLE
The preferred model of presenting a story is a simple one. Don’t rely too heavily on props. Instead, ensure plenty of heart and soul poured into a story in an effort to bring it life.
You can draw people in and create an entire world. The audience becomes your set, becomes everything around you.”
You can draw people in and create an entire world. The audience becomes your set, becomes everything around you.”
3. HAVE ENTHUSIASM
So, how can one be effective without any props or related stage items? One secret to storytelling success is enthusiasm. Despite what some might think, everyone in the world has the capability to be a good storyteller.
In fact, we all convey tales about absurd or comical happenings to our friends and family all of the time. It’s a matter of taking this sentiment and translating it into more professional forms of storytelling and speaking.
The key to any form of narration in front of an audience is to have a vested interest and enthusiasm for what you’re talking about.
If you really enjoy the story the audience will automatically like what you’re saying.
In fact, we all convey tales about absurd or comical happenings to our friends and family all of the time. It’s a matter of taking this sentiment and translating it into more professional forms of storytelling and speaking.
The key to any form of narration in front of an audience is to have a vested interest and enthusiasm for what you’re talking about.
If you really enjoy the story the audience will automatically like what you’re saying.
4. BE RELATABLE
Another secret to success is relating to the audience. Whether its public speaking or a simple business presentation, creating a relationship with those you’re addressing is important. While mastering this might sound complicated, it’s actually quite simple.
As a storyteller it’s your job to let people know that you’ve been in a situation just like them. One example is David and Goliath - a small man standing next to a nine-foot giant. While the audience hasn’t likely been in this exact predicament, everyone can relate to being a child and standing next to taller adults (or of even facing difficult odds, like David, that they must overcome).
If you can describe what that’s like, your audience will imagine themselves in that situation,
As a storyteller it’s your job to let people know that you’ve been in a situation just like them. One example is David and Goliath - a small man standing next to a nine-foot giant. While the audience hasn’t likely been in this exact predicament, everyone can relate to being a child and standing next to taller adults (or of even facing difficult odds, like David, that they must overcome).
If you can describe what that’s like, your audience will imagine themselves in that situation,
5. KNOW YOUR STORY
One of the most common pitfalls for anyone looking to deliver a business presentation or speech is a failure to properly prepare. Not only should you know the details of your tale, but one of the secrets to success is practice.
Know the basic outline of your story and just think on the key points. Find the thing that catches that will capture your audiences’ attention. Find a place in the story that will make their heads tilt a little bit.
Practice to draw out important elements, while also ensuring your delivery is fine-tuned.
Know the basic outline of your story and just think on the key points. Find the thing that catches that will capture your audiences’ attention. Find a place in the story that will make their heads tilt a little bit.
Practice to draw out important elements, while also ensuring your delivery is fine-tuned.
6. USE DETAILS
One of the biggest secrets of telling a good story is showing and not just telling. By this, we mean bringing the readers into the story rather than simply glossing over some of the finer details.
It’s important to show how the characters feel and even to describe how they look. Additional details like the smell or taste of something in the story are also warranted and beneficial.
It’s important to show how the characters feel and even to describe how they look. Additional details like the smell or taste of something in the story are also warranted and beneficial.
7. HAVE NO INHIBITIONS
Nerves are natural, but purposefully put them to the side and own the tales you tell. It’s important to have no inhibitions. Don’t be afraid of your own storytelling.
One old proverb says, “The fear of other people is like a snare or trap”, which is why it is every presenter’s personal responsibility to overcome this reality for so many people.
If a character is loud, then being loud while describing or imitating that person helps add something special to the story. Rather than worrying about looking silly or stupid, you should communicate without inhibitions.
Bottom line… Don’t be afraid to reach out of your presentation comfort zone whilst seeking to ensure that positive messages enter into your work.
All the best with your future business communications.
One old proverb says, “The fear of other people is like a snare or trap”, which is why it is every presenter’s personal responsibility to overcome this reality for so many people.
If a character is loud, then being loud while describing or imitating that person helps add something special to the story. Rather than worrying about looking silly or stupid, you should communicate without inhibitions.
Bottom line… Don’t be afraid to reach out of your presentation comfort zone whilst seeking to ensure that positive messages enter into your work.
All the best with your future business communications.
Posted in
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by effectivecommunication.com.au
Tuesday, July 23, 2013
What Is Your Flight Plan For Business Growth - Part 4
How To
Increase Your Number Of Sales Per Client
Stock Brokers offer occasional initial public offerings (IPOs) to select clients.
Clothing
stores offer "by invitation only" events for preferred clients
Auction houses
offer "by invitation only" events for preferred clients
Jewelry stores
offer "by invitation only" events for preferred clients
Airlines offer
frequent flyer points reflecting the number of times traveled or distances
traveled with them.
Miles
Laboratories published a small cookbook filled exclusively with spicy recipes,
and then gave the book away for free. Why? Miles Laboratories is the maker of
Alka-Seltzer, an antacid digestive pain reliever.
How many
consumer retail stores now offer loyalty cards i.e. 'Buy 9 and gain your 10th
free" etc.
These are not
just random, unrelated business-increasing anecdotes. Each example represents a
well thought out, documented, income increasing principle or leveraging
strategy.
Now you might
be thinking, "My business responsibilities don't include clients and
selling. I'm in the accounting / human resource / quality control / production
department".
Think again
because the fact is, everyone is in sales!!!
Whatever area
you work in and are responsible for, you do have "clients" and you do
need to influence and "sell".
Think within
your organisation. Typically referred to as internal clients / stakeholders,
who might include the head of your department who you might need to influence
and sell towards your project, your proposal, your promotion, your perspective,
your value, or your pay rise.
Your internal
clients might also be those who work under you, and you need to influence and
sell them towards giving their best, meeting a deadline, thinking out of the box
etc.
Your internal
clients might also be people in other departments who could aid you etc.
Think external
to your organisation. How many vendors, complimentary companies or future
employees do you have to influence and sell to?
When you read
the phrase "selling your product or service", don't just think in
terms of products and services your company sells. In addition, think of your
individual and intangible personal product or service, yes - YOU!!!
You will need
to influence and sell to others your ideas in order to advance your career,
gain more respect and increase your success and income.
All the
success strategies EffectiveCommunication.com.au
shares with you are designed to raise you above your competition. If you work
for a company, you have your company's competition to contend with. You also
have your personal competition - the person down the corridor who you are
competing with for your next big promotion. Or the person who just sent their
resume to Human Resources because they want your job.
Look out for
our future success strategies, which will help you to better influence and make
that sale.
All the best with your business!
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
Posted in
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by effectivecommunication.com.au
Monday, July 1, 2013
What Is Your Flight Plan For Business Growth - Part 3
How To
Increase The Value Of Each Transaction With Your Clients
Car companies will always advertise a new car for a 'base' amount, yet how many times have you paid just the advertised price when buying a new car?
Maybe like the
majority of people buying a new car you purchased a few or many extra items
like air conditioning, automatic sun roof, rust protection, scratch protection,
upgraded security, upgraded music system, extended
warranty, financing etc... The list goes on.
Maybe when
going to dinner with a budget in mind you increase the value of transaction
when presented with a better wine than you first considered or when the waiter
tempts you with the dreaded (but tasty) desert menu.
When the
global toy company named Matel gets you to buy a Barbie Doll, the Barbie comes
with only one outfit. How many parents have made additional Barbie purchases
including, more clothes, car, house, the Ken Doll etc. And surprise, the Ken
Doll comes with only one outfit.
Telecommunication
companies offer much more than a standard phone line. They additionally offer
you phones, Internet, fax, call waiting, voice mail, cable T.V, automatic
callback, additional lines for computers, security systems etc.
No telecoms
company holds a gun to their prospects and clients. Instead, they are typically
very effective at offering 'add-ons' and 'upgrades', then people purchase these
because of the better performance and results they offer.
You might be
selling yourself as an employee knowing that increased salary is a by-product
of your management's perception of your value to their business. Therefore,
find something that no other employee across your company is doing (or doing
well) and voluntary add to your current responsibilities.
Every time a
person or company purchases from your business, you have an immediate
opportunity to increase the value of that transaction!
Your motive
must be benevolent and not self serving. This
strategy is not just to add to your short term profit. Instead, this is about
helping your client to gain the optimal number of benefits and outcomes from
your products / services.
During the
1930's the Kraft company tried to market and sell a low priced cheese powder,
but the public were not interested and sales were a failure.
One of Kraft's
sales reps from North America thought 'outside the box' towards unloading his
allotment of powdered cheese. His simple, yet brilliant and profitable solution
was he added individual packets of cheese powder into the boxes of Kraft
macaroni which were selling successfully.
The
salesperson then convinced grocery retailers to sell their customers the
concept of the 'Kraft Dinner'. This concept became so successful the Kraft
company added this 'all in one' dinner to their product line.
How did this
simple solution work in the long term? Recent research shows that more than 55%
of main meals in homes across the United State of America are per-produced.
You have both
the opportunity and responsibility to introduce your prospects and clients to
every option that relate to the benefits and outcomes they hope for.
Introduce your
prospects and clients to 'add-ons' (aka - cross selling) and 'upgrades' to help
them graduate to a more sophisticated or superior option to better serve their
goals with your product / service. They don't have to buy 'add-ons' or
'upgrades', yet you have an obligation to introduce and demonstrate the
improved performance and outcomes.
It's as simple
as incentivising your prospects and clients to trade up!!!
If you do your
part well, then in addition to your client be more impressed and satisfied with
the preference and outcomes the better product / service gives them, your
business makes more profit!!!
Evidently
there are many additional ways to increase the value of your client
transactions and so, look out for our next newsletters.
All the best with your business!
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
If you would like to discuss how to improve your organisations capability in the areas of Leadership, Communication, Presentation & Sales then simply contact us for a complimentary, no obligation conversation.
Go to www.EffectiveCommunication.com.au to find out more
Posted in
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Training
by effectivecommunication.com.au
