Achieve a Winning Attitude in 6 Easy Steps
By Geoffrey James | June 22, 2010
A positive attitude - optimism, expectancy and enthusiasm - is the key difference between a top sales performer and an average one. The reason is simple: if you don’t have the energy to get out there and sell… you won’t.
Even so, many sales professionals find it difficult to approach selling with a positive attitude each and every day. This post explains exactly how to tune your attitude so that it creates more success — every time you go out there and sell.
CLICK for the first step »
Step #1: Realize that YOU are in Control
Attitude is not the result of what happens in the world, but how one decides to interpret what happens in the world.
Take the weather, for example. In the United States, many people feel depressed when it’s raining and uplifted when it’s sunny. In the Middle East, many people feel the exact opposite - a cooling rain is an excuse to have a picnic under a tree.
Similarly, many adults grumble when it snows, while most children are delighted. This illustrates that one’s attitude to the weather is essentially arbitrary. It’s not the weather that creates the attitude, but the interpretation what the weather means.
Arguing that “children like snow because they don’t have to go to school” is missing the point. A snowbound child could just as easily mope around inside and complain about not being able to play croquet because it’s snowing.
Similarly, a sales rep making a sales call while it’s snowing can grouse about the extra drive time or can look forward to the appreciation that a customer might feel because the sales rep is committed enough to fight the weather to make the meeting.
In short, attitude is the “mental filter” through which one sees the world. Some see the world through a filter of optimism; no matter what happens they always make lemonade from the lemons.
Every truly great sales professional thinks this way. Others see the world through a filter of pessimism; no matter what happens, they always find the cloud in the silver lining. People who think this way are usually terrible at sales.
Most sales reps, however, don’t belong to either extreme. Instead, most sales reps (and indeed most people) have a variable filter which creates resourceful attitudes and non-resourceful ones, based upon arbitrary interpretations of events.
Their challenge for such people is to trade their variable and out-of-control mental filter for a consciously optimistic mental filter, in order to consistently create the attitude that results in top sales performance.
The subsequent steps in this post help you do exactly that.
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Step #2: Re-frame Failures and Setbacks
Sales reps who have trouble with maintaining a positive attitude are almost always letting arbitrary exterior events automatically trigger bad feelings.
For example, a sales rep might become annoyed and defensive prior to a customer call simply by running into a series of red lights during the drive. To that sales rep, the red lights “mean” that it’s an “unlucky” day. As a result, the sales rep walks into the customer meeting feeling depressed and defensive.
To change get a different result, you must modify your interpretation of exterior events that formerly triggered your bad attitude. Once those events have a different meaning, they won’t be able to trigger a bad attitude.
For example, the sales rep above might see a series of red lights as an indication of how smart it was to leave early for the call. Or if the sales rep is late because of the delays, the red lights can be an opportunity to collect thoughts and decide upon a damage control strategy.
Many sales professionals view so-called failures - lost sales, missed calls, bad prospects - as triggers for bad attitude. However, it’s also possible to view “failures” as learning experiences that point out the adjustments you must make in order to be more successful.
Rather than become irritated at a “failure,” it makes more sense to consider that, if you never failed, it would mean that you were taking no risks. In any case, even the best sales rep doesn’t close every sale.
If you make it your business to learn from every setback and stay focused on your end result “failure” simply becomes a way-station on the road to success.
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Step #3: Get Daily Positive Input
It’s easier to achieve and maintain a positive attitude if you have a “library” of positive thoughts in your head, so that you can draw upon them if the day doesn’t go exactly as you’d prefer.
Starting each day reading, or listening to, something positive helps ensure that you have such a “library” to draw upon. Consider reading an inspirational book right after you wake up. You might also want to spend your commute listening to motivational tapes rather than the news, for instance.
Along these lines, don’t forget that music is a time-honored way to manage your moods and attitudes. Consider investing in mp3 files or CDs of music that you find motivating and energizing. Use it to “pump yourself up” right before your big meetings or to cool you down when things get challenging.
Use your imagination to find new ways to pump positive thoughts and feeling into your head. Set a target of at least 15 minutes a day. If you commit more time to this, you’ll get more benefits.
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Step #4: Avoid Negative Media
Our mass media culture bombards us with highly emotional messages intended to lead us to buy a particular product. In particular, over-exposure to the news media can be a real killer of a positive attitude.
Thirty years ago, news programs primarily provided people with information intended to help them understand the issues of the day. Today, however, most news broadcasts consist of “infotainment” specifically-crafted to support commercial messages.
Much of today’s news programming consist of “if it bleeds it leads” stories followed by commercials offering some form of security or comfort. The idea is to amp up your fear/anger/frustration and then provide you an action, like buying “comfort food,” which promises to relieve the pressure.
This constant flow of negative imagery and commentary can not only destroy a positive attitude, it can actively create a negative attitude about life and the world.
Therefore, if you want to maintain a positive mood, you should consider reducing, or even eliminating, your exposure to broadcast news programming.
Instead, read the business section, or better yet, spend more time with some motivational tapes. Or with some music that raises your spirits. Or with great literature. Stick to media that help your attitude to constantly improve.
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Step #5: Avoid Negative People
Spending time with people who have a negative view of life makes it very difficult for you to maintain a positive attitude.
You probably have one or more friends, relatives, or acquaintances who make you feel tired and drained. They always seem to have something sour to say; criticisms come to their lips far more quickly than compliments.
If you tell them of a success that you’ve had, their congratulations ring hollow. You sense that they’d just as soon that you had failed. What a drag (literally)!
Such people are toxic to your attitude (and hence to your success in sales) because, if they’re not actively tearing down your enthusiasm, they’re trying to get you think about the world the same depressing way that they do.
If you want to maintain a positive attitude, sharply limit your daily exposure to such people. Don’t show up at the daily “watercooler complain-fest.” Don’t go to lunch with the “grouse and grumble” crowd.
If you can’t avoid negative types entirely, don’t get drawn into lengthy gripe sessions. Limit your conversation to the business issues you need to address and then change the subject to a more positive topic as soon as possible.
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Step #6: Adopt a Positive Vocabulary
The words that come out of your mouth aren’t just a reflection of what’s in your brain — they’re programming your brain how to think. Therefore, if you want to have a positive attitude, your vocabulary must be consistently positive.
Here are five quick techniques to use your vocabulary to improve and strengthen a positive attitude:
Stop using negative phrases such as “I can’t,” “It’s impossible,” or “This won’t work.” These statements program you for negative results.
Whenever anyone asks “How are you?”, respond enthusiastically with “Terrific!” or “Fabulous!” or “I’ve never felt better!” And mean it.
Stop complaining about things over which you have no control, such as the economy, your company, the customers, etc.
Stop griping about your personal problems and illnesses. What good does it do other than to depress you and everyone else?
Expunge negative words in your speech. Substitute neutral words for emotionally loaded ones. For example, rather than saying “I’m enraged!” say “I’m a bit annoyed…” or (better yet) “I’ve got a real challenge…”
These seem like little things, but the truth is that your mind takes cues from what you say. If you respond to “how are you” with “hangin’ in there”, that’s the reality that you’re creating.
There is nothing in your career, indeed in your life, that will make a bigger difference than taking control of your attitude. If you maintain a positive attitude, success will literally fall into your lap. If not today, then tomorrow.
As Jeff Keller says: “Attitude is everything.” And he’s right.
NOTE: This post is based upon a conversation with the dynamic Jeff Keller, author of the huge bestseller Attitude is Everything.
Illustrations by Sergey Konyakin
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IMPORTANT: If you think this post is useful, click on the Digg, Facebook, or Twitter logos above and share it with your friends!!! That’s a VERY positive thing to do!!
SUMMARY
Step #1: Realize that YOU are in Control
Step #2: Re-frame Failures and Setbacks
Step #3: Get Daily Positive Input
Step #4: Avoid Negative Media
Step #5: Avoid Negative People
Step #6: Adopt a Positive Vocabulary
NEXT STEPS
Here are some posts that can help you keep motivated and maintain a positive attitude:
Personal Rejection is an Illusion
How to Overcome Fear of Rejection
Ten Ways to Get Insanely Motivated
http://www.blogger.com/post-create.g?blogID=4284422861594508863
Friday, December 24, 2010
Wednesday, December 22, 2010
Game Plans for Winning at Life
Game Plans for Winning at Life
By Rudy Ruettiger
Insight #1
Be the person you want to be. “Make the decision to take action and move closer to your Dream. Create daily success habits and surround yourself with information that will empower and inspire you.”
Insight #2
Use anger in a positive way to get results. “Anger is a normal reaction. It’s what you do with anger that makes a difference in your life … direct your anger towards a goal … use anger in a positive way to get results … from anger comes determination … comes triumph.”
Insight #3
It starts with a Dream. “Visualize your Dream and make a commitment. Having a Dream is what makes life exciting. Never underestimate the power of a Dream. It will change your life. A Dream gives you the ability to determine your future.”
Insight #4
Eliminate the confusion. “Find mentors who encourage you. The right information will eliminate confusion. Visualize exactly what you want to be … and focus on that … believe in yourself and don’t let anything stop you. Reinforce your Dream every day with positive information from tapes, books, and mentors. Each day you will get closer to your Dream. Eliminate the confusion and fears, and make it happen.”
Insight #5
The greater the struggle, the greater the victory. “Most people allow struggles and fear of failure to stop them. The key is to learn from your struggles and move on. Failures will make you stronger and give you the information you need to reach your Dream. Struggle will prepare you for success. Without struggle there is no success.”
Insight #6
Follow your passion instead of the dollar. “There’s nothing wrong with making money … but, it’s important to focus on your passion instead of the dollar. For me, decisions based on my passion brought me closer to my Dream, while decisions based only on money took me further away. If you focus on what really fulfills you, you will have success. The dollar alone does not bring happiness.”
Insight #7
Excuses will kill your Dream. “What we’re really talking about here is commitment. Until you make a commitment to your Dream, it’s not really a Dream … it’s just another fantasy full of excuses. Fantasies don’t come true because they’re not real, we’re not committed to them. When we make commitments, we eliminate excuses and they become Dreams … and Dreams are definitely real.”
Insight #8
Prepare for your Dream. “Preparation is what comes from struggle. Knowledge comes from preparation. These are the elements that pave the road to your Dream. If we do not prepare we will not succeed. Set your goals and pursue your Dreams with all your heart. If you miss a goal, don’t quit, reset it! You just need to learn more … step by step you will win!”
Insight #9
Focus on your Dream and Never Quit. It is always too soon to quit. If you quit, you can’t succeed. By achieving your Dream you will be an inspiration to others. You will set the example and make an enormous impact on the world. Make it happen!”
Insight #10
Always have a Dream. “Dreams give us energy to go to new levels. Dreams change lives … the power of life is in your Dreams!”
Rudy Ruettiger, from the TRISTAR hit movie RUDY, is an author and inspirational speaker. He will be featured in the December 15, 2010, webcast. Find out more (it’s FREE!). Learn more about Rudy by visiting his website.
http://www.ziglar.com/newsletter/?p=902
By Rudy Ruettiger
Insight #1
Be the person you want to be. “Make the decision to take action and move closer to your Dream. Create daily success habits and surround yourself with information that will empower and inspire you.”
Insight #2
Use anger in a positive way to get results. “Anger is a normal reaction. It’s what you do with anger that makes a difference in your life … direct your anger towards a goal … use anger in a positive way to get results … from anger comes determination … comes triumph.”
Insight #3
It starts with a Dream. “Visualize your Dream and make a commitment. Having a Dream is what makes life exciting. Never underestimate the power of a Dream. It will change your life. A Dream gives you the ability to determine your future.”
Insight #4
Eliminate the confusion. “Find mentors who encourage you. The right information will eliminate confusion. Visualize exactly what you want to be … and focus on that … believe in yourself and don’t let anything stop you. Reinforce your Dream every day with positive information from tapes, books, and mentors. Each day you will get closer to your Dream. Eliminate the confusion and fears, and make it happen.”
Insight #5
The greater the struggle, the greater the victory. “Most people allow struggles and fear of failure to stop them. The key is to learn from your struggles and move on. Failures will make you stronger and give you the information you need to reach your Dream. Struggle will prepare you for success. Without struggle there is no success.”
Insight #6
Follow your passion instead of the dollar. “There’s nothing wrong with making money … but, it’s important to focus on your passion instead of the dollar. For me, decisions based on my passion brought me closer to my Dream, while decisions based only on money took me further away. If you focus on what really fulfills you, you will have success. The dollar alone does not bring happiness.”
Insight #7
Excuses will kill your Dream. “What we’re really talking about here is commitment. Until you make a commitment to your Dream, it’s not really a Dream … it’s just another fantasy full of excuses. Fantasies don’t come true because they’re not real, we’re not committed to them. When we make commitments, we eliminate excuses and they become Dreams … and Dreams are definitely real.”
Insight #8
Prepare for your Dream. “Preparation is what comes from struggle. Knowledge comes from preparation. These are the elements that pave the road to your Dream. If we do not prepare we will not succeed. Set your goals and pursue your Dreams with all your heart. If you miss a goal, don’t quit, reset it! You just need to learn more … step by step you will win!”
Insight #9
Focus on your Dream and Never Quit. It is always too soon to quit. If you quit, you can’t succeed. By achieving your Dream you will be an inspiration to others. You will set the example and make an enormous impact on the world. Make it happen!”
Insight #10
Always have a Dream. “Dreams give us energy to go to new levels. Dreams change lives … the power of life is in your Dreams!”
Rudy Ruettiger, from the TRISTAR hit movie RUDY, is an author and inspirational speaker. He will be featured in the December 15, 2010, webcast. Find out more (it’s FREE!). Learn more about Rudy by visiting his website.
http://www.ziglar.com/newsletter/?p=902
All successful CEOs handle 3 roles well:
All successful CEOs handle 3 roles well:
Develop Strategy and Vision
Build the Executive Team
Achieve Excellent Results
We help CEOs become successful in these challenging roles.
Develop Strategy and Vision
Build the Executive Team
Achieve Excellent Results
We help CEOs become successful in these challenging roles.
Leadership Characteristics
Leadership Characteristics
Tuesday, August 10, 2010
posted by sam 1:22 PM
Jeff Blackman, TEC/Vistage Resource Speaker and business growth specialist, listed in his July 2010 Newsletter, 12 characteristics that are shared by great leaders. I wanted to share them with you.
Great leaders:
1. create a culture of trust and integrity
2. are flexible and willing to change, improve, enhance and upgrade
3. make tough decisions…knowing some folks “ain’t gonna like it”
4. value their people and their knowledge, creativity and enthusiasm
5. challenge the status quo
6. are highly disciplined, especially about time or self-management
7. delegate to others who can “do it” faster, better or smarter (and then get out of their way)
8. make today meaningful, yet always have a vision for tomorrow
9. seek honest and hard-hitting outside counsel, (they know what they don’t know…and want to hear what they haven’t heard)
10. are focused on the acquisition, satisfaction and retention of quality clients, customers and employees
11. listen, listen, listen
12. ask intelligent questions…to generate significant results
To visit Jeff’s web site go to www.jeffblackman.com.
http://doczim.com/ceoconsulting/?cat=3
Tuesday, August 10, 2010
posted by sam 1:22 PM
Jeff Blackman, TEC/Vistage Resource Speaker and business growth specialist, listed in his July 2010 Newsletter, 12 characteristics that are shared by great leaders. I wanted to share them with you.
Great leaders:
1. create a culture of trust and integrity
2. are flexible and willing to change, improve, enhance and upgrade
3. make tough decisions…knowing some folks “ain’t gonna like it”
4. value their people and their knowledge, creativity and enthusiasm
5. challenge the status quo
6. are highly disciplined, especially about time or self-management
7. delegate to others who can “do it” faster, better or smarter (and then get out of their way)
8. make today meaningful, yet always have a vision for tomorrow
9. seek honest and hard-hitting outside counsel, (they know what they don’t know…and want to hear what they haven’t heard)
10. are focused on the acquisition, satisfaction and retention of quality clients, customers and employees
11. listen, listen, listen
12. ask intelligent questions…to generate significant results
To visit Jeff’s web site go to www.jeffblackman.com.
http://doczim.com/ceoconsulting/?cat=3
Mindful Leadership
Mindful Leadership
Thursday, September 16, 2010
posted by jim 8:44 AM
One of my colleagues discovered an article in the Harvard Business Review that provides a thoughtful fusion of Eastern and Western thinking to improve leadership. Here is the Executive Summary:
“Harvard Business School professor William George is fusing Western understanding about leadership with Eastern wisdom about the mind to develop leaders who are self-aware and self-compassionate. An interview about his recent Mindful Leadership conference taught with a Buddhist meditation master.
Key concepts include:
People who are mindful—fully present and aware—can become more effective leaders.
Leaders with low emotional intelligence often lack self-awareness and self-compassion, which can lead to a lack of self-regulation.
Authenticity is developed by becoming more self-aware and having compassion for oneself.
Group support provides nonjudgmental feedback in order to recognize blind spots, accept shortcomings, and gain confidence.”
In times when we are all looking for answers to address challenges most of us have not seen in our lifetimes, this thoughtful fusion of Eastern wisdom and Western thoughts on leadership is great reading. Here is a link to the complete article for your review: http://hbswk.hbs.edu/item/6482.html?wknews=090710
Thursday, September 16, 2010
posted by jim 8:44 AM
One of my colleagues discovered an article in the Harvard Business Review that provides a thoughtful fusion of Eastern and Western thinking to improve leadership. Here is the Executive Summary:
“Harvard Business School professor William George is fusing Western understanding about leadership with Eastern wisdom about the mind to develop leaders who are self-aware and self-compassionate. An interview about his recent Mindful Leadership conference taught with a Buddhist meditation master.
Key concepts include:
People who are mindful—fully present and aware—can become more effective leaders.
Leaders with low emotional intelligence often lack self-awareness and self-compassion, which can lead to a lack of self-regulation.
Authenticity is developed by becoming more self-aware and having compassion for oneself.
Group support provides nonjudgmental feedback in order to recognize blind spots, accept shortcomings, and gain confidence.”
In times when we are all looking for answers to address challenges most of us have not seen in our lifetimes, this thoughtful fusion of Eastern wisdom and Western thoughts on leadership is great reading. Here is a link to the complete article for your review: http://hbswk.hbs.edu/item/6482.html?wknews=090710
Tuesday, September 21, 2010
The Character of Leadership
The Character of Leadership
Leadership may be one of the most widely considered subjects of the past 100 years. And yet, not much consideration has been given to the core of leadership-character. It is as though we have kept this important subject a secret. The essence of all leadership is individual character and although people have a basic understanding they often don't know the components of character or how it can be improved and released.
The most important factors in both personal and organizational leadership can't simply acknowledge the outward behaviors of leadership but the inward condition of the leader. It is important for you to focus on the essential quality of a leader and to find something that can propel your organizational leadership into the direction you can sign your name to.
This session introduces the central aspect of leadership-the leader's character. Because the quality of leadership is derived from character, we explore the components of individual character. Once the participants understand the nature of character, they learn how to build those components into character that insures great leadership.
Faith - The unique ability in humans to unwaveringly believe in something they cannot rationally prove
Wisdom - The application of knowledge to life
Courage - Encountering difficulties with boldness
Hope - Vision plus optimism plus perseverance
Temperance - Moderation and self-control
Justice - Doing what is right
Love - a genuine concern for people
Thursday, August 19, 2010
Ten Rules for Succeeding as a Leader in an Age of Turbulent Change
Ten Rules for Succeeding as a Leader in an Age of Turbulent Change
Posted by Jim Taggart on August 15, 2010 at 8:59pm
View Jim Taggart's blog
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From Jim's blog Changing Winds
I’ve looked at a variety of topics related to leadership and management over the past many months. It’s been a while, however, since I talked about ways to cope with the juggernaut of change that has been flailing away at society and the economy. So today, let’s step back and look at 10 rules for successful personal leadership in the age of turbulence. I hope they’ll assist you in your personal learning and leadership journey.
Rule #1: Commit to Your Job.
There’s a saying that people don’t quit their jobs but rather their bosses. Fair enough. However, there comes a time when commitment to our work and employers must be reconciled with the propensity to leave jobs when we become frustrated and fed up. I learned some years ago that the grass is not always greener on the other side of the fence. What may appear to be Eden often turns out to be a worse situation – from the frying pan into the fire, as the expression goes.
This prompts a sidebar comment: if you’re in a position of hiring staff, whether as a manager or business owner, the worst thing you can do is make empty promises to attract new employees. My maxim with customer service is always under-promise but over-deliver. I would argue that this is what those who engage in hiring should practice; over-deliver by providing excellent leadership and an engaging workplace.
To commit to your job means aligning yourself with your organization’s mission (why it exists as an entity), understanding who are the customers or clients, and determine where you add value. If you find that you’re not adding value, then some personal reflection is needed.
I recall something that management guru Tom Peters said many years ago. He stated that you should only take on work that adds to your resume. Now this may startle some people, with the response: “Yeah right, I’ll tell my boss that I’m not going to do a certain task because it’s useless.” What Peters is actually suggesting is that we need to continually seek to learn and improve ourselves; his statement, in typical Peters’ fashion, was aimed to be provocative.
Committing to our jobs does have the element of an opposing tension to look after our own self interest. However, being only half present at work because we’re day-dreaming or commiserating in our self-perceived sorrow helps no one, certainly not our personal growth and career development.
Rule #2: Adapt Quickly to Change
When a big change hits your organization, emulate Superman by quickly shedding your old corporate duds for the new approach. If you can’t find a phone booth, any office will do. But the key point here is to understand that your organization is about to go through some whitewater change (e.g., merger, acquisition, downsizing, or new technology introduction) and management won’t have all the answers. However, by adapting quickly to the change, you’ll significantly reduce your stress while simultaneously showing management that you can be counted upon when the going gets tough and ambiguity is the daily challenge.
Rule #3: Learn to Focus and Go for Quality, Not Quantity
Okay, I admit to being a multitasker. It’s now out in the open. How about yourself? When in the elevator at work or waiting in the coffee line, are you texting and checking emails on your wireless, while attempting to acknowledge coworkers and friends at the same time?
What about while driving? Are you checking for emails or text messages while at the traffic light?
I’ve seen people reading books while driving on the highway, or juggling a cell phone, coffee and a cigarette. My favorite story is from the Ontario Provincial Police who pulled over a motorist who was doing the ultimate in multitasking. His crime? He had a Coleman propane stove on the passenger seat and was cooking bacon and eggs. Now that’s commitment to multitasking.
All joking aside, multitasking performed while driving or walking across an intersection can have disastrous consequences. In the context of organizational work, multitasking has the negative effect of valuing the superficial and mediocrity. In what has been labeled the knowledge age, in which employees are supposedly knowledge workers, my view is that multitasking is dumbing down organizations, in particular those individuals in managerial leadership positions who parade around with Blackberries stuck to the sides of their heads.
A key competitive asset resident in Canada and the United States is their well-educated populations. If our economies are to evolve to respond to the sweeping effects of globalization, it’s vital that people are engaged to use their brains in meaningful ways in order to stimulate creativity and innovation. Go for quality, not quantity. Strive for the deeper solutions (see Rule #8).
When it comes to leading people, being present is a vital element of effective leadership. If you’re trying to multitask while speaking to one of your staff who’s dropped by your office, you send out the message loud and clear that the individual is not important. Focus on what your colleague is saying; at that moment he or she is the center of your attention.
Rule #4: Be a Promise Keeper
One of my admitted pet peeves is people who make promises only to break them. None of us are perfect, especially yours truly; however, I’ve always made an effort to fulfill promises or commitments to others. No, my batting average is not 1000, but it’s pretty high.
With that said up front, keeping promises to others–whether at home, to friends or workers, or in our community–is an essential part of who we are as leaders.
Over my 32-year working career I’ve seen too many promises broken, and I’m not even referring to those that people broke to me. It never ceased to amaze me how, for example, a manager could make a string of promises to staff, only to not fulfill them. On too many occasions I moved in to manage a unit whose manager had left, for whatever reason, leaving the carnage of poor morale among staff because of broken promises. It’s not a pleasant situation to be in as a manager.
When you keep your promises and commitments to your co-workers, staff and bosses, including those with whom you interact in your community, you’re viewed as someone with integrity and whose word is gold. And when the occasional situation arises where you’re unable to keep a promise, then it’s essential to take the time to explain what happened to the person or people who were affected. Refrain from making up excuses; just be up front and people will be much more likely to be understanding. They may even respect you more when they see you admitting a mistake and acknowledging that you’re human.
Rule #5: Embrace Uncertainty and Ambiguity–Ride the Wave
Trying to resist the onslaught of whitewater change is futile. The metaphor of learning to ride the wave is very apt here, one that creates a positive and energetic outlook. Throughout history since the start of the Industrial Revolution in the mid 1700s, people have fretted about the introduction of new technologies and how work is performed. They adapted quickly, however, moving forward to create new inventions or adaptations of existing technologies.
At the organizational level the effects of globalization–characterized by most work being capable of being done anywhere around the world, thanks largely to communications technology–are having profound effects on workers. Depending on what you read and from what vantage point, the offshoring of work is viewed as ranging from being a pernicious practice imposed on North American workers to improving the distribution of wealth globally.
What’s important to keep at the forefront is not who’s right on the job distribution issue, but rather to identify what YOU control and do NOT control. You control your morale, willingness to learn and adapt, and desire to seek out new opportunities.
By assuming the identify of a change master, you’ll greatly reduce the stress that’s generated when your organization goes through the gyrations of major changes. And you’ll signal to senior management that you’re equipped and ready to contribute to helping the organization meet its new challenges.
Rule #6: Be a sponge for learning–and then SYNTHESIZE
The amount of information is growing exponentially every day. It’s no doubt overwhelming with the massive onslaught of information we must try to absorb. As much as it’s important to keep learning (as the mantra goes) and to expose ourselves to new ideas and perspectives, my view is that the critical skill to acquire is how to synthesize this data overload. This is my personal daily challenge, being a voracious reader and keen observer of geo-political events.
The opposing tension to developing your synthesis skills is the superficiality created from multi-tasking (see Rule #3). Again, this is part of my personal daily challenge. Go for the deep perspective–find your a-ha! moment, when you discover that gem of wisdom or burning idea that catapults you to another level. Ensure that you take time to reflect and explore possibilities.
I have Max, my four-old Labrador Retriever to thank. Every morning we go for a 40 minute walk, which includes enjoying some wooded areas. These morning walks help slow down my thinking, which tends to race, and enable me to look at solutions to problems I may be facing or what I should write about in my next blog post.
Rule #7: Own your attitude and behavior
When I was doing my Masters in leadership residency back in 1998, we spent a lot of time in action learning teams. This was one of the more profound learning experiences of my long working career. As with any team there are sometimes dysfunctional people. What became apparent as my cohort of 55 mid-career learners went through the first of two residencies was that several of the 10 teams encountered serious problems.
My team was no exception. Fortunately, as we realized that one of the male learners on our team was imposing his baggage upon us, a female team member who was well acquainted with this type of behavior stepped up to the plate and called him on it. Her many years of working as a social worker in maximum security prisons had sensitized her to manipulative behavior. We got through our action learning project in better shape than other teams, due largely to her intervention. But I never forgot her words: “You have to own your own shit.” Crude, but true.
How often have you seen bosses or co-workers trying to dump their problems on others? What was the effect? Did anyone call the individual on it? What was the response from management?
When behavior like this occurs it can have a corrosive effect on the team and even more broadly on the organization. Don’t turn a blind eye when you see it happening. Speak up and empower yourself to help correct the behavior. Lead by example.
Rule #8: Be a problem solver. Not finger pointer
It’s really easy to identify problems and complain about them. Some people excel at this. The bigger challenge is exploring solutions to problems, and especially doing so in a collaborative manner. When you approach your work from this perspective you automatically start adding value to your organization. Avoid the finger pointers; instead seek out people who want to be part of finding effective solutions for organizational issues and problems. You’ll be seen as the person who makes things happen, who fixes problems and, especially, adds value to your organization.
Rule #9: Practice what you preach
Treat people as how you like to be treated, whether it’s responding to a request for information from another unit in the organization or serving a customer, client and supplier. When others see that you act consistently in accordance with what emanates from your mouth, they’ll take you more seriously and respect you for your judgement and views. Aligning what you espouse and what you actually practice is a cornerstone to leadership integrity, one essential to creating a loyal followership.
Rule#10: Become a barrier buster
Avoid becoming entrapped in silo thinking, in which people hoard information, reject ideas from other parts of the organization (as well as from outside) and attempt to protect their turf. Rise above this and get known for being a barrier buster who openly shares information, connects people and communicates effectively across organizational boundaries. You’ll get noticed by management as someone who understands the bigger picture and is contributing to the organization’s mission and vision.
Wrapup
Of course this is not a definitive list of ways to cope effectively with change. These 10 rules are merely my interpretation of how people can approach change, based on my experiences. Each of us has acquired our own knowledge of ways to adapt. Therefore, please take a moment to add your own rule for being a successful leader.
To change and to improve are two different things. (German proverb)
Download my free leadership e-book:Becoming a Holistic Leader: Strategies for Successful Leadership Using a Principle-Based Approach
Posted by Jim Taggart on August 15, 2010 at 8:59pm
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From Jim's blog Changing Winds
I’ve looked at a variety of topics related to leadership and management over the past many months. It’s been a while, however, since I talked about ways to cope with the juggernaut of change that has been flailing away at society and the economy. So today, let’s step back and look at 10 rules for successful personal leadership in the age of turbulence. I hope they’ll assist you in your personal learning and leadership journey.
Rule #1: Commit to Your Job.
There’s a saying that people don’t quit their jobs but rather their bosses. Fair enough. However, there comes a time when commitment to our work and employers must be reconciled with the propensity to leave jobs when we become frustrated and fed up. I learned some years ago that the grass is not always greener on the other side of the fence. What may appear to be Eden often turns out to be a worse situation – from the frying pan into the fire, as the expression goes.
This prompts a sidebar comment: if you’re in a position of hiring staff, whether as a manager or business owner, the worst thing you can do is make empty promises to attract new employees. My maxim with customer service is always under-promise but over-deliver. I would argue that this is what those who engage in hiring should practice; over-deliver by providing excellent leadership and an engaging workplace.
To commit to your job means aligning yourself with your organization’s mission (why it exists as an entity), understanding who are the customers or clients, and determine where you add value. If you find that you’re not adding value, then some personal reflection is needed.
I recall something that management guru Tom Peters said many years ago. He stated that you should only take on work that adds to your resume. Now this may startle some people, with the response: “Yeah right, I’ll tell my boss that I’m not going to do a certain task because it’s useless.” What Peters is actually suggesting is that we need to continually seek to learn and improve ourselves; his statement, in typical Peters’ fashion, was aimed to be provocative.
Committing to our jobs does have the element of an opposing tension to look after our own self interest. However, being only half present at work because we’re day-dreaming or commiserating in our self-perceived sorrow helps no one, certainly not our personal growth and career development.
Rule #2: Adapt Quickly to Change
When a big change hits your organization, emulate Superman by quickly shedding your old corporate duds for the new approach. If you can’t find a phone booth, any office will do. But the key point here is to understand that your organization is about to go through some whitewater change (e.g., merger, acquisition, downsizing, or new technology introduction) and management won’t have all the answers. However, by adapting quickly to the change, you’ll significantly reduce your stress while simultaneously showing management that you can be counted upon when the going gets tough and ambiguity is the daily challenge.
Rule #3: Learn to Focus and Go for Quality, Not Quantity
Okay, I admit to being a multitasker. It’s now out in the open. How about yourself? When in the elevator at work or waiting in the coffee line, are you texting and checking emails on your wireless, while attempting to acknowledge coworkers and friends at the same time?
What about while driving? Are you checking for emails or text messages while at the traffic light?
I’ve seen people reading books while driving on the highway, or juggling a cell phone, coffee and a cigarette. My favorite story is from the Ontario Provincial Police who pulled over a motorist who was doing the ultimate in multitasking. His crime? He had a Coleman propane stove on the passenger seat and was cooking bacon and eggs. Now that’s commitment to multitasking.
All joking aside, multitasking performed while driving or walking across an intersection can have disastrous consequences. In the context of organizational work, multitasking has the negative effect of valuing the superficial and mediocrity. In what has been labeled the knowledge age, in which employees are supposedly knowledge workers, my view is that multitasking is dumbing down organizations, in particular those individuals in managerial leadership positions who parade around with Blackberries stuck to the sides of their heads.
A key competitive asset resident in Canada and the United States is their well-educated populations. If our economies are to evolve to respond to the sweeping effects of globalization, it’s vital that people are engaged to use their brains in meaningful ways in order to stimulate creativity and innovation. Go for quality, not quantity. Strive for the deeper solutions (see Rule #8).
When it comes to leading people, being present is a vital element of effective leadership. If you’re trying to multitask while speaking to one of your staff who’s dropped by your office, you send out the message loud and clear that the individual is not important. Focus on what your colleague is saying; at that moment he or she is the center of your attention.
Rule #4: Be a Promise Keeper
One of my admitted pet peeves is people who make promises only to break them. None of us are perfect, especially yours truly; however, I’ve always made an effort to fulfill promises or commitments to others. No, my batting average is not 1000, but it’s pretty high.
With that said up front, keeping promises to others–whether at home, to friends or workers, or in our community–is an essential part of who we are as leaders.
Over my 32-year working career I’ve seen too many promises broken, and I’m not even referring to those that people broke to me. It never ceased to amaze me how, for example, a manager could make a string of promises to staff, only to not fulfill them. On too many occasions I moved in to manage a unit whose manager had left, for whatever reason, leaving the carnage of poor morale among staff because of broken promises. It’s not a pleasant situation to be in as a manager.
When you keep your promises and commitments to your co-workers, staff and bosses, including those with whom you interact in your community, you’re viewed as someone with integrity and whose word is gold. And when the occasional situation arises where you’re unable to keep a promise, then it’s essential to take the time to explain what happened to the person or people who were affected. Refrain from making up excuses; just be up front and people will be much more likely to be understanding. They may even respect you more when they see you admitting a mistake and acknowledging that you’re human.
Rule #5: Embrace Uncertainty and Ambiguity–Ride the Wave
Trying to resist the onslaught of whitewater change is futile. The metaphor of learning to ride the wave is very apt here, one that creates a positive and energetic outlook. Throughout history since the start of the Industrial Revolution in the mid 1700s, people have fretted about the introduction of new technologies and how work is performed. They adapted quickly, however, moving forward to create new inventions or adaptations of existing technologies.
At the organizational level the effects of globalization–characterized by most work being capable of being done anywhere around the world, thanks largely to communications technology–are having profound effects on workers. Depending on what you read and from what vantage point, the offshoring of work is viewed as ranging from being a pernicious practice imposed on North American workers to improving the distribution of wealth globally.
What’s important to keep at the forefront is not who’s right on the job distribution issue, but rather to identify what YOU control and do NOT control. You control your morale, willingness to learn and adapt, and desire to seek out new opportunities.
By assuming the identify of a change master, you’ll greatly reduce the stress that’s generated when your organization goes through the gyrations of major changes. And you’ll signal to senior management that you’re equipped and ready to contribute to helping the organization meet its new challenges.
Rule #6: Be a sponge for learning–and then SYNTHESIZE
The amount of information is growing exponentially every day. It’s no doubt overwhelming with the massive onslaught of information we must try to absorb. As much as it’s important to keep learning (as the mantra goes) and to expose ourselves to new ideas and perspectives, my view is that the critical skill to acquire is how to synthesize this data overload. This is my personal daily challenge, being a voracious reader and keen observer of geo-political events.
The opposing tension to developing your synthesis skills is the superficiality created from multi-tasking (see Rule #3). Again, this is part of my personal daily challenge. Go for the deep perspective–find your a-ha! moment, when you discover that gem of wisdom or burning idea that catapults you to another level. Ensure that you take time to reflect and explore possibilities.
I have Max, my four-old Labrador Retriever to thank. Every morning we go for a 40 minute walk, which includes enjoying some wooded areas. These morning walks help slow down my thinking, which tends to race, and enable me to look at solutions to problems I may be facing or what I should write about in my next blog post.
Rule #7: Own your attitude and behavior
When I was doing my Masters in leadership residency back in 1998, we spent a lot of time in action learning teams. This was one of the more profound learning experiences of my long working career. As with any team there are sometimes dysfunctional people. What became apparent as my cohort of 55 mid-career learners went through the first of two residencies was that several of the 10 teams encountered serious problems.
My team was no exception. Fortunately, as we realized that one of the male learners on our team was imposing his baggage upon us, a female team member who was well acquainted with this type of behavior stepped up to the plate and called him on it. Her many years of working as a social worker in maximum security prisons had sensitized her to manipulative behavior. We got through our action learning project in better shape than other teams, due largely to her intervention. But I never forgot her words: “You have to own your own shit.” Crude, but true.
How often have you seen bosses or co-workers trying to dump their problems on others? What was the effect? Did anyone call the individual on it? What was the response from management?
When behavior like this occurs it can have a corrosive effect on the team and even more broadly on the organization. Don’t turn a blind eye when you see it happening. Speak up and empower yourself to help correct the behavior. Lead by example.
Rule #8: Be a problem solver. Not finger pointer
It’s really easy to identify problems and complain about them. Some people excel at this. The bigger challenge is exploring solutions to problems, and especially doing so in a collaborative manner. When you approach your work from this perspective you automatically start adding value to your organization. Avoid the finger pointers; instead seek out people who want to be part of finding effective solutions for organizational issues and problems. You’ll be seen as the person who makes things happen, who fixes problems and, especially, adds value to your organization.
Rule #9: Practice what you preach
Treat people as how you like to be treated, whether it’s responding to a request for information from another unit in the organization or serving a customer, client and supplier. When others see that you act consistently in accordance with what emanates from your mouth, they’ll take you more seriously and respect you for your judgement and views. Aligning what you espouse and what you actually practice is a cornerstone to leadership integrity, one essential to creating a loyal followership.
Rule#10: Become a barrier buster
Avoid becoming entrapped in silo thinking, in which people hoard information, reject ideas from other parts of the organization (as well as from outside) and attempt to protect their turf. Rise above this and get known for being a barrier buster who openly shares information, connects people and communicates effectively across organizational boundaries. You’ll get noticed by management as someone who understands the bigger picture and is contributing to the organization’s mission and vision.
Wrapup
Of course this is not a definitive list of ways to cope effectively with change. These 10 rules are merely my interpretation of how people can approach change, based on my experiences. Each of us has acquired our own knowledge of ways to adapt. Therefore, please take a moment to add your own rule for being a successful leader.
To change and to improve are two different things. (German proverb)
Download my free leadership e-book:Becoming a Holistic Leader: Strategies for Successful Leadership Using a Principle-Based Approach
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