People Follow You: The Real Secret to What Matters Most in Leadership - Jeb Blount, SalesGravy

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President and CEO of Sales Gravy, Inc.

Growth Enablement and Leadership Strategist

Author of six books

2012 and 2013 Top 50 Most Influential Sales and Marketing Leaders

Top 10 Most Influential Sales Expert to Follow on Twitter

Jeb Blount – jeb@salesgravy.com

Sales Leadership Account Mgt. Self-Mastery

Clients Include: Microsoft, Lockheed Martin, Miami Heat, Boston Celtics, Sprint, Express Scripts, US Air Force, MIT, Morgan Stanley, Verizon Wireless, ADP, Alaska Communications

Leadership: When others are willing to

follow YOU. Not because they have to,

not because they are paid to, but

because they want to.

The Real Meaning of Leadership

People Follow You

3 Pillars of Leadership

Leading Managing Coaching

Shaping the Workplace

Vision

Inspiration

Innovation

Fresh Thinking

Moving People

Emotionally

Shaping the Work

Systems

Process

Organization

Planning

Shaping People

Observation

Feedback

Analysis

Challenging

Helping

Reinforcing

5 Principles of Leadership

5 Levers of Influence

People First

Connect Position

People to

Win

Build Trust

Create

Positive

Emotional

Experiences

Relationship

Quality Trusted as

Innovator,

Providing New

Ways to

Improve

Performance

Experience is

a Valued

Resource

Fair in

Rewarding

Individual

Performance

in the work

Group

Attitude

Toward Job

Knowledge of

Market Place

Knowledge of

Products and

Services

0% 0%

4%

9%

18%

29%

39%

Impact

Relationship quality and trust

have the most impact on

willingness to Follow You

Coaching Builds Trust

Source: CEB Solutions research, 2006

Relationships are Most Critical “Do you have my

best interests in

mind?”

“Can you

position me to

win?”

Two Leadership Styles

High-Performance

Mediocre

Stressed People Cannot Innovate

75% of the work force

reports that the most

stressful part of their

job, is their boss.

Source: Robert Hogan, Personality and the fate of Organizations

People Cling to the

Status Quo

To influence behaviors and

change leaders must

become adept at

managing the emotions of

associates and themselves.

Coaching is leadership communication

that empowers, engages, creates

connections, and builds trust with your

people.

9

Coaching Is THE LANGUAGE of Top Leaders

Challenges

Guides Generates Self-awareness

Coaching is an ongoing and ever evolving series of real time interactions between a manager and an associate, designed to diagnose and correct/reinforce behaviors, specific to that individual.

Coaching is Not an Event

Ongoing

Specific to the individual

Real time

Retention of Training Without

Systematic Coaching

Productivity Impact of Training

Combined with Coaching

13%

22%

100%

Day 1 Day 30 Training Alone Training and

Coaching

Without OTJ

reinforcement an

87% loss of

training within

one month...

88%

…but

combining

training with

coaching

improves

returns four

fold.

Coaching is Delivers Real ROI

Source: “Executive Coaching as a Transfer of Training

Tool”, Public Personnel Management, Winter 1997;

“Building a World-Class Coaching Program” Sales

Executive Council

Coaching Anchors Training

Coaching Moves the Middle

The MIDDLE shifts and team performance improves

About half of all

performance problems

stem from lack of

regular, ongoing

feedback and coaching.

Be Present

If people believe they are doing

what they are supposed to be

doing, why would it occur to

them to do anything different?

Standards Behavior Results Reinforcement

The Job

Customers

Peers

You

Expectations

Behaviors

Performance

Workplace Performance Model

3 Things You CAN Control

Your Actions

Influence vs Position

Your Re-actions

Persuasion vs Coercion

Your Attitude and Beliefs

Self-mastery vs Control over others

Real power in

influencing the

behavior of your

people is mastery over

self rather than control

over others.

President and CEO of Sales Gravy, Inc.

Growth Enablement and Leadership Strategist

Author of six books

2012 and 2013 Top 50 Most Influential Sales and Marketing Leaders

Top 10 Most Influential Sales Expert to Follow on Twitter

Jeb Blount – jeb@salesgravy.com

Sales Leadership Account Mgt. Self-Mastery

Clients Include: Microsoft, Lockheed Martin, Miami Heat, Boston Celtics, Sprint, Express Scripts, US Air Force, MIT, Morgan Stanley, Verizon Wireless, ADP, Alaska Communications