Andrew Quinn - Scaling Behavior

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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.