I like challenges–things that keep me on my toes and require me to think differently in order to put structure to the unknown. This causes my brain to constantly rethink how I do things.
I nurture the ability to stay curious and observe in fun ways and often do it with my vacations. So this year my family went up to the Boundary Waters for a week- no cell phones and we had to make a “home” out of a campsite. I brought luxury in the sense of my “camping kitchen”–it is the center for my brain. I find if my “kitchen” is in order my thinking can be calm. This caused me to think about what is the “kitchen” in my business and what each leader needs as their “kitchen” in order to create a clear platform of creativity and thinking.
Then our next trip took us to an environment where we didn’t speak the language and we needed to learn the customs–Barcelona Spain. I love having to watch, learn and observe another culture in order to figure out how to “fit in”. After that I move to looking at what this new environment can teach me about how to do things better–like when my family went to Italy and I saw that parking lots had no attendants taking money. Instead they had a box that all payments were put in. Or in Spain where, in parking ramps, they have lights above all the car parking spots. A green light means the spot is open and a red light means it is taken. So you can easily see from looking at the ceiling lights which parking spot is open on the entire parking ramp floor. This eliminates a person having to drive up and down the stalls to find an open spot.
These two examples each caused me to think about how I could make it easier for clients to get us their materials. This kind of stretching of your brain is what you want to constantly do in order to get better with your Critical Thinking and problem solving.
So a key aspect to nurture in yourself as a leader is the ability to OBSERVE and STAY CURIOUS. This will cause your subconscious mind to make new connections and to come up with solutions for problems and challenges on your desk. So get up, get away and get creative!!
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Outcome Thinking® Solution
How to Get Busy Leaders to Follow a New Process
by Anne Warfield
SITUATION:
Anne, we have a new process we are rolling out that is meant to help our sales teams sell more products. The process means that the Regional Leaders need to be involved assisting in creating a “mentoring” environment on their teams so that high performing sales professionals actually are coaching and mentoring lower performing sales professionals.
We have several regions that are having phenomenal successes-increases in new products sold of 20-30% in just a few weeks. I have to talk to the SR VP about a few regions that are not performing and what we need to do to get them on track. I want to share with him what is wrong, how it needs to be fixed, what we are going to be adding to the program going forward so that he can see how incredible it is and he can motivate his Region Leaders to jump on the band wagon per say.
I know he is going to say they are too busy for the program due to the amount of time it takes so I only have one shot at really getting him on board to push this.
OTHER PERSON’S PERSPECTIVE:
Most likely the Regional Leaders just don’t see the payback between the time they will invest in this and the growth their team can achieve. So most likely they see this as more of a distraction than a great addition. They may also be feeling like they can’t ask more of their reps.
THINKING IT THROUGH USING OUTCOME THINKING®:
When trying to get people on board go to the highest level outcome you can-so go beyond “getting them to follow the program” to “getting them to see the results they can achieve due to the program”. If you get them to see the results, they will automatically start wanting to follow the program.
BEST HANDLED/PHRASED:
that this Sr. VP’s regions all have the same results. If possible, convert it to dollars and cents for him/her.
“Susan, the PlayMore Campaign we started 6 months ago has already generated an additional $20 million in volume in 2 regions by helping their sales people sell 20-30% more product in less time. That is the same kind of results I would love to see in your regions. Today I just want to spend some time and share what I think may be happening that is blocking the results, what can be changed to drive toward those results and then lastly get an agreement on what action we want to take to make it happen.”
Now notice I did NOT introduce the new topic of “what else is coming up in the program”. I purposefully left that out as I want to keep the conversation VERY FOCUSED on driving results. Once we have done that I can then introduce a new topic of “what will be coming down the road.”
I find too many leaders convolute the conversation by introducing to many topics that can then distract people from the main goal. Keep it focused!!
Deal of the Month!
Outcome Thinking®: Getting Results Without the Boxing Gloves
If you have ever wanted to say the right thing at the right time, then this book is for you. Anne shares why traditional communication doesn’t work and shows you how to shatter paradigms so you connect better with others.
You will learn three easy principles so when you speak people want to listen to you. Hardcover or audio.
Click here to register for the “Successful Communication, Brain Style Analysis” Virtual Training, a 90 minute training session with a personalized Outcome Thinking® Communication Assessment included, that you can now watch anytime that is convenient for you.
Quoteable Quotes
“Contentment: the smother of invention.”
~ Ethel Mumford
When An Employee Fires You As A Leader
I have fallen in love with watching the show The Profit. I love how Marcus focuses on three simple things-people, process and product. In one episode an owner had almost all his employees turnover on him within 5 weeks. As the owner stood there blabbering about why each person left, Marcus just stopped him and said “You do realize you were just fired by those employees. Why doesn’t that bother you?”
1. You must enforce accountability with consequences.
2. You must be candid and caring.
3. You must be congruent.
4. You must have clarity in all you say and do.
“In the past when I presented I spent a lot of time reading from the slides and then received mediocre results.
Now with Outcome Thinking® I have a more focused approach. I get right to the point. Attending Managing Your Message is a powerful strategy to speaking and active listening.”
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