Transcript
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Scaling BehaviorIgnore This At Your Peril!
Andrew Quinn
Director – Training and Development@andrewtquinn
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HubSpotter since 2009
By day I run the training & development operation at HubSpot; by night I…
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ROCK THE HOUSE!
Psst…I’m a memberof Wildside, and we’re playing as part of Inbound Rocks tomorrow!
o The hidden scaling problem
oWhat does it mean to scale behavior
o The foundational models that scale behavior
o Putting the models to work
What we’re going to talk about
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The hidden scaling problem
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There’s the math…
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What about the behaviors that drive it?
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That’s the messy part
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What does it mean to scale behavior?
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Not leaving to chance the behaviors necessary to scale
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Know you are being watchedThe team is taking their behavioral queues from you, the leader
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Accurate but Not Consistent
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Not Accurate but Consistent
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Not Accurate & Not Consistent
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Accurate and Consistent
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Behaviors are thebuilding blocksof culture
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The foundational models that scale behavior
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DiSC
Situational Leadership
Coaching by Asking
S.B.I. Feedback
The four models
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DiSC
Situational Leadership
Coaching by Asking
S.B.I. Feedback
The four models
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Becomes impatientand demanding
Becomes aggressive,overpowers others
Becomes overly critical
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Why this matters when scaling behaviorDiSC provides visibility into the behavioral drivers team members will lean on when executing your business model processes
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DiSC
Situational Leadership
Coaching by Asking
S.B.I. Feedback
The four models
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newhire
crushingit
gettingthejob
done
attitudeproblem
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Communicating Progress
Prioritizing Tasks
Managing Time
Executing Project Tasks
Meeting Deadlines
gettingthejob
done
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DevelopingDeveloped
D4
Achiever
D1
Beginner
D2
Learner
D3
CapablePerformer
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Communicating Progress
Prioritizing Tasks
Managing Time
Executing Project Tasks
Meeting Deadlines
gettingthejob
doneD4
D4
D2
D1
D3
Achiever
Beginner
CapablePerformer
Achiever
Learner
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Direction
Supp
ort
S1
S2S3
S4Leaderdecides…
Let’s talk, Individual decides…
Individualdecides…
Let’s talk, Leader decides…
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Communicating Progress
Prioritizing Tasks
Managing Time
Executing Project Tasks
Meeting Deadlines
gettingthejob
doneD4
D4
D2
D1
D3
S4
S4
S2
S1
S3
Achiever
Beginner
CapablePerformer
Achiever
Lerner
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Why this matters when scaling behaviorSituational Leadership ensures you provide the right level of direction and support for each goal or task which drives the right behaviors
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DiSC
Situational Leadership
Coaching by Asking
S.B.I. Feedback
The four models
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Supp
ort
S1
S2S3
S4Leaderdecides…
Let’s talk, Individual decides…
Individualdecides…
Let’s talk, Leader decides…
Direction
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Connect and Clarify
Compare Perceptions
Consider Obstacles
Construct to Remove Obstacles
Commit to Action
rapport &neutral purpose
Their perceptions, your perceptions
and check for agreement
They identify obstacles, you provide your perception of obstacles and
check for agreement
They talk solve for removing the
obstacle, you add value, check for
agreement, decide on actions
and practice
You both agree on action steps and
timeline, you summarize,
provide support and
encouragement
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Supp
ort
S1
S2S3
S4Leaderdecides…
Let’s talk, Individual decides…
Individualdecides…
Let’s talk, Leader decides…
Direction
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Why this matters when scaling behaviorUsing the right coaching approach lets you develop people that can stand on their own two feet and overcome their obstacles to success
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DiSC
Situational Leadership
Coaching by Asking
S.B.I. Feedback
The four models
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Feedback…the breakfast of champions
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Most managers dislike giving feedback because it’s hard, it’s emotional and it takes practice…
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Those on the receiving end say they don’t get enough feedback they can actually use.
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S.B.I.
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SituationBehavior
Impact
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Why this matters when scaling behaviorUsing a deliberate feedback model increases the likelihood feedback will be effective and drive the behaviors necessary to scale
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Putting the models to work
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S.B.I.
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Key Take Awayso Leaving scaling behaviors to chance is risky business
o Consistent and accurate behaviors drive scale
o DiSC lets you connect better
o Situational Leadership lets you lead effectively
o Coaching by Asking builds independence
o SBI ensures feedback is effective for scale
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Don’t forget to go to Inbound Rocks!!!
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questions?
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thanks.
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