Aug 31, 2014
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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 – [email protected]
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 – [email protected]
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