Tag: speaking

Creating High Performing Teams: Why Empowerment Means Engagement

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Empowerment is a Win-Win

Empowerment helps you get Wow resultsWhat would your life be like if all of your employees were a high-producing sales force and an outstanding customer service staff rolled into one? 

What if you could take a day off, confident that effective work would be done. Problems would be solved without you having to step in?

It’s not just a dream, it’s what happens when you practice empowerment.

It Starts with Hiring Smart

Years ago, I started a career counseling business.  One of my bragging points I used to say was that I hired people smarter than me.

Call it karma or whatever, I later took a job with a company called Sherikon that specialized in government service contracts; in fact it was their lifeblood.  It was a private company and the owner/president, Ed Fernandez, was a great presence and leader.  He used to constantly brag that the success of his company was that he hired people smarter than him and then got out of their way and let them do their job!

It’s Also What You Do AFTER You Hire Smart

That’s not the complete story, however.  Not only did he hire people smarter than him (or so he says) but he also equipped them and empowered them to do their jobs for the welfare of the organization. And that’s important.

Here’s how he did it. They lived and breathed on government contracts. Therefore I and every other new hire attended a multi-day training course on how to seek out, pursue, bid, and secure government contracts.

I found out that every single employee in the company was put through that training. Line workers, administrative assistants, all the way up (and down) the ladder.  EVERYONE.

Equip and Send

Not only that, but after we completed the training we were told that we were AUTHORIZED to go out and get contracts. If we did, then we would be placed on the work for that contract and if possible trained to be the project manager.  So there was not only benefits for the organization but the individual employee as well.

That’s what we want as well: every single employee working for the welfare of the organization. Whether through increased sales, outstanding customer service, or top-level efficiency.  And all without us having to put our fingers in.

Empowerment Starts with Building Believers

Empowerment Builds believersZig Ziglar used to say you need the mindset that the Sales Department is not our whole company, but our whole company is the sales department. Every employee from the janitor to the CEO emulates the values and speaks the gospel of the organization. They represent that in the way to they speak to EVERY SINGLE CALLER and customer.

Here’s the catch.

Your employees can only effectively represent the organization IF they understand it’s values and have bought into it. IF they are provided with the tools they need to communicate the message. Only IF they KNOW they are given the authority to set the stage for sales, provide over the top service, and solve problems. No one can represent effectively and consistently what they don’t understand and don’t believe.

How Successful Leaders Empower Their Team

  • Model Expected Behavior – Demonstrate the behavior you desire.  Do as I say and not as I do did not work when you were a kid and it won’t work with your team.  You must daily model whatever behaviors you expect from them.
  • Set Expectations – This is critical. You must let them know exactly what you expect from them. Without this, it is almost impossible for them to measure up and you will be disappointed. So will they and they won’t try again.
  • Equip Them to Do It – Provide them with what they need to do the job.  You can’t just say, “yeah, go out and get government contracts” and not train them on how to find them, bid on them, and secure them.
  • Go Hands Free – If you are the person who has to have their fingers in every pie or have total control then you are not really empowering people. In addition, you are not going to get the results you want.  You have to be able to let go of things. This is the hardest thing for entrepreneurs to do. They spend so much time being involved in everything out of necessity, it’s hard to let go when it’s no longer practical or desirable. Remember the objective here is not just benefit the organization or the employee but you as well.

Empowerment is always a win-win situation. Employees who are empowered are more engaged. Therefore they are more productive. The organization wins, they win, and the customer wins.

And you get a more peace of mind and perhaps even a little more time on your schedule.

I would love to hear how you or your organization empowers their employees. Leave your comments here or drop me a line at psimkins(at)BoldlyLead.com.

And HEY, why not get a copy of my e-Book 15 Innovative Ways to Show Employees You Care! It’s my gift to you. Get it now!

Eight (8) Reasons Why You Need a Leadership Coach

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Compelling Reasons a Leadership Coach Can Help

A leadership coach can help you get from here to thereEveryone needs a sounding board. In all my years in business, I have as yet to meet a single person who was so supremely confident in every decision they made that they needed no feedback. That’s where a leadership coach can help.

A Valid Sounding Board

The problem with most of the sounding boards that leaders tend to gravitate towards is that they have skin in the game. They have some sort of vested interest in the outcome. Talk to a colleague, chat with an assistant, share with your spouse. They are involved somehow. They can’t disconnect themselves completely from the situation enough to give feedback that isn’t somehow skewed. It’s not necessarily intentional, it’s our nature when our own emotions or well-being is involved.

By contrast, the Leadership Coach can provide that perspective. They can listen objectively. Ask questions. Challenge assumptions. Best of all, they help you discover the answers hidden from you.

“Does coaching work? Yes. Good coaches provide a truly important service. They tell you the truth when no one else will.” –Jack Welch

A Leadership Coach is Not a Consultant

In fact, an important distinction is that a leadership coach is NOT a consultant per se. A consultant gives you answers. They are typically expert in your industry. And they are good for that. If it is a question of process, a consultant is a good option.

It’s Rarely a Matter of Process

The thing is that the issue is rarely one of process. It is usually one of leadership and people. No one can give you the answers to that because the correct approach is one that is inherently you. A leadership coach can help you find that answer that is only inside of you. And it will be the best solution because it is yours and not someone else’s.

A Leadership Coach is an Expert

So an excellent leadership coach does not need to be an expert in your field. That’s not where you want the answers. They do need to be an expert on leadership. And communication. and relationships.

More Reasons for a Leadership Coach

The right coach provides benefits that are almost unfathomable for the leader. Here’s some of the other benefits provided by a leadership coach.

Experience is NOT the best teacher

You have most likely heard that phrase from someone at least once in your life. Maybe you have even used it. But it’s a lie. We all have experiences every moment of every single day of our life. If experience was really the best teacher shouldn’t we be pretty close to perfect by now?

Therefore it’s not the experience, it’s the lesson. If we spend time REFLECTING on our experience there is a lesson to be derived. We can take the pain of the experience and turn it into something that adds value to us. A leadership coach plays a vital role in helping you find those lesson gems inside of each experience. That’s hard to do on your own.

Your WHY can get lost in the woods

There is the old saying that when you are up to your ears in alligators it’s hard to remember that your objective was to drain the swamp (there is absolutely no political commentary there). When we are dealing with the crisis of the moment we can get lost. We forget WHY we are doing what we do to begin with. Your coach will help you keep your eye on the prize, bringing you back to center when you need it.

Focus or flurry

Action alone isn’t necessarily useful. As John Maxwell says, many people major in the minors. We spend a lot of time being active and busy. Is the right actions? The right kind of busy? We can busy ourselves with a flurry of actions that get us no closer to our goals. A leadership coach will help you focus your efforts so that they are more productive and more in line with your personal or organizational goals.

Overcome Resistance

a leadership coach helps you break through resistanceAll of us are naturally resistant to doing anything that puts us out on the line. So if you find yourself having those feelings know that you are in good company. Left on our own, we will often give in to that resistance. Even the high achievers you see give in to resistance a lot more than they would likely want to admit.

Yet study after study has shown that we are less likely to give in to resistance when someone else is holding us accountable. A coach who knows the actions we have determined and the deadlines to meet keeps us in check. Can’t just anyone do that? Only if they are there specifically for that purpose. A leadership coach will know how to help you move past the resistance and go forward.

Clarity

Sometimes our actions are like driving through the fog. We are getting work done but not really sure where it’s taking us. We see a little ahead but can’t really see the road fully. This is where a coach who is not an expert in your field can really be a benefit. A coach who doesn’t make assumptions based on industry knowledge will ask questions others won’t. You explain it and just that process can lead to thoughts that break down mindsets that block us. We get clarity when we see beyond where we are.

Save time

A coach can help you get there faster than you would likely do on your own. Because of the all the other things a leadership coach can do for you, you spend less time spinning your wheels. You benefit from more productive time. You become more effective.

Get from here to there

If your intent is to move forward, a leadership coach can be the bridge that helps you get from here to there. Where is there? It’s wherever you want to be. A coach will help you define in specific terms what your THERE is and develop a specific plan to achieve it. No one does it alone.

A coach is dedicated specifically to your success. They won’t drag you there or stand behind you pushing. However they will walk alongside you as a friend and a guide.

Find out how a coach may help you. Schedule your FREE Discovery Strategy Session with me today!

Ties That Bind – The Loyalty of Leaders

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The Critical Mass of Loyalty

Loyalty is a valued trait. The loyalty of leaders makes this happen.We all desire to be surrounded by loyalty. Knowing that the people with whom we share time and share lives have our backs. We value the quality in family, employees, and customers. Yet we spend so little time considering the catalyst that encourages this – the loyalty of leaders. Without it, encouraging loyalty in others is not sustainable. Admiral Grace Hopper once said,

Loyalty is a two-way street – loyalty out leads to loyalty in.

Loyalty Interwoven

Some form of loyalty factors into every level of our lives:

  • business or career success
  • leadership
  • personal relationships
  • spiritual growth

Often loyalty is the missing factor that helps lead us to success in many endeavors.  Without loyalty

  • We cannot gather and lead effective teams and success eludes us.
  • Leading or being lead becomes problematic. Loyalty is what creates the dependent bonds that allow us to follow or care enough to lead.
  • All personal relationships fail because they drop to the level of simple transactional relationships instead of the caring and devoted connections that become permanent.
  • We cannot devote ourselves to enlightenment and growth because we will never to open to having our heart touched or our soul fulfilled.

So critical is loyalty as a factor that the author of Think and Grow Rich and many other self-improvement tomes Napoleon Hill once said,

“Lack of loyalty is one of the major causes of failure in every walk of life.”

The Loyalty of Leaders is the Critical Key

The best way to garner loyalty is to give loyalty freely.  By freely I mean that you build relationships and award loyalty without reservation once trust has entered in.  And often that’s the missing factor.

Loyalty was Once a One-Way Street

Go back a few generations and one-way loyalty was the expectation. A company demanded loyalty of you but there was little loyalty in return. In fact, often your loyalty was taken advantage of.

For many years in the Japanese business culture that same level of loyalty was the standard. People would gladly sacrifice themselves for the good of the organization. Lower level executives would take the hit for the mistakes made by upper level executives.

The New Landscape of Loyalty

Over time, as younger generations watched their elders being tossed away again and again, a little cynicism developed. People were not longer willing to give unfettered loyalty and get nothing in return. You can call it selfishness if you want. Yet I believe it has more to do with our innate desire for loyalty from the people around us. Therefore, what we were once willing to set aside we cannot ignore any longer.

You want loyalty. What makes you think no one else does?

The Qualities That Demonstrate the Loyalty of Leaders

What are some qualities that demonstrate loyalty?  Use the word LOYALTY to remember to practice these qualities in your life.

Love others before they deserve it or earn it.  Care enough to want to add value to them.

 

Open your mind to the positive attributes of others.  Too often, we look for reasons to not enter a relationship instead of the reasons to enter.  If you are looking for a reason to be unhappy or dissatisfied, you will always find it.  EVERYONE has positive qualities, the question is how do you bring them out.This Loyalty acronym helps you develop the characteristics for the loyalty of leaders

 

Yield to the needs of the other over your own.  It’s hard to be loyal to others when you are too busy putting yourself first.  A loyal person always puts others first.

 

Accept others as they are, warts and all.  Realize that YOU can’t change them.  Be prepared to take them as they are or not at all; and in most cases not at all is a choice that causes you miss out on anything positive that could come from the relationship.

 

Live to serve others.  Seek to add value in every encounter, with no expectation of receiving value in return.  Relationships, whether business or otherwise, are not always transactional; it’s not always a trade.  Be prepared to accept value when it is offered to you, but don’t expect it.

 

Trust others.  This is critical.  You cannot give loyalty unless you trust and you cannot receive loyalty unless you are trusted.  In an interesting twist, people who don’t trust are generally not trusted.  Think about it, how many people do you trust who quite clearly do not trust anyone else?

 

Yearn to spend time with others.  In a busy world, we too often have a tendency especially with business relationships to want to go in, conduct our business, and go out.  Big mistake.  Take the time to build.  Get personal.  Ask questions beyond the sale.  Build friendships, not just business partners.

Applying the Traits

When you apply these traits, you will develop loyalty to others and earn loyalty from them.

The loyalty of leaders builds mutually beneficial, symbiotic relationships that touch the heart.

With the loyalty of leaders you can add value and receive value.

You will build a team. 

It starts with caring. Unsure of ways to show you care? Download my FREE e-book 15 Innovative Ways to Show Employees You Care (without breaking the bank).

Why Aren’t They Showing Loyalty? The Revolving Door in Your Employment Office

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Loyalty is as Loyalty Does

loyalty is a valued characteristic, especially when it goes both ways.Do you miss those days of company loyalty? Do you know people who have stayed with the same company for 10, 20, 30 years or more? Do you wish you had people like that? Believe it or not, loyalty is not a lost attribute. It IS still possible and how we think about loyalty is going to make the difference.

Are Millennials Disloyal?

The short version of this is not necessarily.
I have expressed before my dislike for generalizations based on age periods. it is almost always negative and non-productive. However, there is evidence to support that people in the workplace born in the time period defined as Millennials do not stay in jobs as long as others.
A Gallup Report from 2016 finds that 21% of ages 22-37 in the workplace have changed jobs in the last year. That’s significantly more than any other age group. It goes on to suggest that they are the least likely to stay in their same job for long and the least engaged.
However, it also suggests that the willingness to leave is not driven by whimsy but rather by the perception that the current job has nothing more to offer them.

Rejecting the Loyalty Scheme

This movement towards job hopping is not really that new. It started as far back as the late 1960’s and has grown since then. It has been born out of what generations have observed in the workplace over the years.
The Baby Boomers (1945 to 1964) were taught loyalty from their parents and grandparents.  You left school, went to work for a company and stayed with them your entire career (at their discretion).  Very rarely did you have any control over what role you filled, whether or how you advanced, how you grew, when you retired, etc.  You were expected to be loyal to the company at all costs.
However, very rarely was that loyalty returned.  Some organizations rewarded loyalty by returning loyalty to their people, but most focused on punishing disloyalty and showing very little appreciation for those who were loyal.
Something seemed terribly wrong with that and as other generations have come along that have increasingly rejected that concept of loyalty. It’s not a lack of work ethic. It’s an expectation of rewards and returns.

Changing Loyalty Landscape

The trend is shorter stays at one company – sometimes 3-5 years at the most.
Why? Because part of the new thought on loyalty is they expect it to be a two-way street.  If they are loyal to the company they expect some loyalty in return.
Their willingness to change jobs quickly isn’t because they are fickle or lazy or disloyal. It’s because they perceive that the company has nothing more to offer them, including loyalty. If they don’t see opportunity and don’t see your commitment to them, they are more willing today than ever before to pick up and move on. They will keep changing until they find what they are looking for.
As a leader, we must change your thinking to follow that theme.   Be willing to commit resources to help somebody become better at what they do. Have direct conversations -where you mostly listen – about what each person desires and hopes for. Look for how you can help them find that within your organization. Invest in them.
Do all this with the knowledge that they most likely will NOT be with you forever. They may eventually take what they have learned from you and go somewhere new.  That’s the gamble of investing in people.  The alternative is a bigger gamble with consequences even more significant if you lose (and you will).
So think in terms of how you can maximize your investment over the short term and long term.    If you can get somebody up to speed, maximize what they can produce for you, and maximize their potential over the time period they are with you, then it’s a win-win.

Encouraging Loyalty

So here’s some tips to help you along.
  1. Focus on Relationships — Building relationships with your employees.  Understand their desires, understand their dreams so you can help them move towards that.  Remember the three questions you must answer for them are do you care for me, can you help me, and can I trust you.
  2. Focus on Growth — Invest in your employees with formal training, modeling, mentoring, and providing them with challenges to push them out of their comfort zone.  The more you can help them and move them closer to their potential, the better they are going to produce for you.
  3. Focus on Empowerment — Equip them and authorize them to take the steps they need to take to produce for you.
  4. Focus on Communication — Communicating with them at all times.  ALL TIMES!
  5. Focus on NOW — Forget about forever.  Work on building loyalty for the time they are with you, allowing them to give you the best return while you are giving the best to them.

Here’s the Bonus

Finding loyalty is searching for the goldWhen you invest in your employees and give them time, resources, training, caring, and influence –  show them loyalty – then many of them will be loyal in return.  Not all of them, maybe not even most of them.  But the ones who count.  Remember you are looking for the golden ones anyway; the ones who will yield greatest returns for you.  You are mining for gold.  As Dale Carnegie says,
“Developing your people is a lot like mining for gold.  You have to move a lot of dirt to get to the gold.  But you don’t go looking for the dirt, you go looking for the gold.”

Your Action

  • What will you do today to begin looking for the gold?
  • How can you best invest in your employees for the short and long term?
  • What are you willing to give up to reach that?

Do you need help navigating the employee engagement landscape? Want to get started? Schedule your FREE Discovery Strategy Session today.

Why Integrity is the Core to a Successful Organization

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It Comes Down to Integrity

four failures in integrityIf you take a quick look back in history for the last 20 years or so, integrity in business has seemed to take a huge hit.

Enron

Adelphia

Worldcom

AIG

If any of these names seem familiar to you then you can relate to what I am talking about.  All four were giant, multi-national companies that had equally giant implosions due to a lack of integrity inside of the business.

Wells Fargo and Integrity

More recently, Wells Fargo Bank had a major issue as well.

Wells Fargo had withstood the economic downfall in 2009 but then in 2013 a L.A. Times article reported on a management and sales culture that created incredible pressure on employees. It was then uncovered that to meet quotas employees were establishing credit cards for customers without their permission. They were also creating life insurance policies and fraudulent checking and savings accounts. Estimates are close to 3,500,00 fraudulent accounts!

Customers had accounts they didn’t know about that carried fees. Credit scores were damaged. In the end, Wells Fargo had to pay back almost all the fees and pay damages to customers. All in all, it was over $110 million. In addition, they were fined over $185 million. Consequently, many major clients divested themselves of WF holdings

Integrity That Drives Business

For contrast, look at Johnson and Johnson, the makers of Tylenol.  One of the items in their mission statement is that they will do all things with “honesty and integrity”. They have placed a huge focus on the well-being of their customers as being vital to their success.  Executive management is asked to agree to and commit to all of this in order to be part of the organization.

Putting It to the Test

Back in 1982, there was a big scare with Tylenol.  Several containers had been tainted with poison and several people lost their lives as a result.  Within hours of the discovery of this, the President of Tylenol ordered the immediate removal of all containers of Tylenol from store shelves across the country. This despite the fact that this would cost the company millions of dollars (over $100 million).  Someone later asked him how he could make such a decision so quickly in the face of the consequences involved, including the financial hit.  He responded that he was simply acting in accordance with the values they had agreed upon from the very beginning.
“It is not hard to make decisions when you know what your values are.” -Roy Disney

The result today

Tylenol is one of the most trusted brands and Johnson and Johnson is doing well.

Integrity Matters!

It is the foundation of creating long-term, sustainable success in your career or your business. If you don’t have integrity, it becomes clear to everyone sooner or later. It permeates everything you do, everything you say, and everything you say about what you do.

Build integrity to build success.

So here’s three things you can do to build or maintain your integrity:

  1. BE TRUSTWORTHY – It starts with honesty.  It continues with showing respect to everyone.  Give it before they earn it and until they unearn it. Be consistent in how you treat people, with caring, consideration, kindness, and politeness.
  2. BE RELIABLE – Don’t ever promise what you can’t deliver and always deliver what you promise, no matter the cost.  Let people know what and who they can count on.
  3. DO TOUGH, UNPLEASANT THINGS FIRST – The benefits for you is that it gets em over with, it makes the rest of the day better by comparison, it gives you confidence, helps people develop confidence in you, and identifies you as one who can get things done.

What are other qualities you can think of that demonstrate INTEGRITY? Share your thoughts here or contact me at psimkins(at)BoldlyLead.com.

 

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