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December 2008

December 18, 2008

WHAT WE ARE READING

E1229634174 Made to Stick, by Chip Heath and Dan Heath 

Who should read:

  • Coaches
  • Speakers
  • Politicians
  • Managers
  • Salespeople
  • Board Members
  • Marketers
  • Fund Raisers
  • Pastors

Our favorite ideas from the book:

  • Sticky = Understandable, memorable, and effective at changing though and behavior

  • If you say three things, you don't say anything. Focus on one core idea in your message.
  • Emotional versus analytical frame of mind--make a person feel your idea--don't try to sell them with the analytics--our brains don't work that way
  • The "Gap Theory" of curiosity--use this to make engage your audiences and keep them interested in your message
  • Have a core mission for your business and use this core to evaluate ideas presented to you. Example used: Southwest Airlines is THE low-fare airline. When anyone brings ideas to the table they are filtered through this main core mission or what they refer to as "Commanders Intent."

TOOLS AND RESOURCES FOR TOP PERFORMERS

801331_94975058 Share the Vision with Profiles Team AnalysisTM

Imagine yourself as the leader in a room full of people, and the task requires them all to look up. Instead of directing them to do so, you look at the ceiling, intending for everyone to follow your lead.

Is it luck when all eyes in the room also look up? And if all eyes do NOT look heavenward, is that a sign of poor leadership? Should you have said, "Now, everyone look UP"?

Not necessarily, but it is healthier for the team - and the team leader - if all players share the same vision. A sure approach to help build a team that is unified in its focus is to use Profiles Team AnalysisTM, a development tool for departments, work groups or committees.

A team works toward organizational objectives, as opposed to individual members working on their own goals. But to work well together, individuals must connect to each other.  Profiles Team Analysis helps leaders maximize the effectiveness of the team by analyzing its dynamics to ensure a strong connection.

Profiles Team Analysis is put together from data collected through the Profiles Performance IndicatorTM. Profiles Team Analysis reveals the team-building strengths of each team member in 12 areas. Further helping team leaders are reports that include an analysis of key factors the team lacks, an analysis of each team member's strengths, and a summary that the leader can use to assign tasks to individuals. The information helps eliminate conflict, build cooperation, improve communication, and assure the team achieves results.

Obviously, not everyone is the same, but certain characteristics must be part of any successful team. So the Profiles Team Analysis looks at team members' tendencies in these 12 essential areas:

  • The tendency to take charge, be assertive, and take control of a situation

  • To be outgoing, people-oriented and extroverted
  • To show patience, tolerance and understanding
  • To focus on details, precision and accuracy
  • To show a desire to compete and win
  • To reveal a positive attitude regarding people and outcomes
  • To be easygoing and casual
  • To enjoy identifying and analyzing problems
  • To desire to meet deadlines and take action quickly
  • To show emotions and share feelings
  • To take part in the team and work well with others
  • To show concern for standards and high quality of work

The Profiles Team Analysis report includes:

A Team Balance Table

A visual summary of how the leader and each member scored on each of  the 12 factors.

The Overall Team Balance

An exploration of characteristics not well represented on the team.

Behavioral Factors

The characteristics of team members who scored moderately high or high on each factor.

Team Leader Action Summary

Action steps that provide a quick review of guidelines for supervising the team.

Each team member can complete the assessment in 15 minutes, using an Internet connection, or by writing responses in a booklet. A computer compiles the results and prints them in minutes.

The completeness of the Profiles Team Analysis and its simplicity, make it easy for a leader to build a team that delivers. If successful teams are eluding your organization and impeding progress, don't look at the ceiling -- call HumanPoint at 877.494.7947.

Why Teams Lose (Even Teams with Talent)

Teams



COACH ASSEMBLES AN ARRAY OF TALENT, RATHER THAN CONSIDERING WHAT THE TEAM LACKS.

RESULTS:  

  • Everybody talks; nobody listens
  • Disparate players have little in common
  • Team members work on their own agendas

COACH'S DIRECTION IS HAZY.

RESULTS:

  • Individual members want to control, not participate
  • Indifferent players are absent at meetings, or arrive late and otherwise disrupt activity
  • Communication is poor or absent
  • Performance standards are too low or non-existent

NEITHER COACH NOR TEAM PUTS ENOUGH TIME INTO DEVELOPMENT.

RESULTS:

  • Team is marching in place with no growth evident
  • Goals are not set and projects do not get finished

COACH IGNORES TEAM MEMBERS' FEARS AND WORRIES.

RESULTS: 

  • Communication is poor or absent
  • Team members don't trust one another

Winning the Gold with Vision, Chemistry, and Balance

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In the race to lure talent to our organizations and make ourselves more competitive in the global marketplace, we need to make sure we maintain a careful balance in our teams. Anyone who believes that star talent alone will lift an organization to top performance need only look to the Olympics, where teams have failed to bring home the gold in recent years. This year, this country sent a brand-new Dream Team to Beijing - some are calling it the Redeem Team, on a mission to redeem the U.S. reputation as a basketball powerhouse. 

Top basketball players competed in the 2004 Olympics and even in the 2006 World Games, but the teams did not appear. A key ingredient was missing: the chemistry that smoothly blends a group of stars into a unified whole. Uneven team play by superstars led U.S. planners to build a foundation for 2008 that would send an actual team to the Olympics. The formula included rounding up the superstars (NBA elite), requiring them to play together in early qualifying matches, and, finally, making sure both defenders and shooters were part of the mix.

This is a simple formula and a no-brainer for a coach or team leader. And yet the Olympian shortcomings of the Dream Teams are but one example of how heads of organizations repeat the same mistakes when seeking the success that top team performance leads to. Instead of throwing money at the problem, they throw talent at it. And they quickly discover that a bunch of talented people is just a bunch of talented people. Players, and workers, need a reason for being and a plan for working together to have the beginnings of a team.

Let's look at some of the key ingredients that go into making up a team:

  • Balance, of the kind that Coach Mike Krzyzewski attempted to bring to this year's Dream Team redeemers

  • Vision, oral common focus
  • Chemistry that allows team players to make progress and reach their goals because they believe in the mission and respect their teammates

Let's pretend we are advising a team leader who needs to improve the productivity of a group of talented people. Each one performs well individually, but they do not function well together. Squabbles push them off track, and meetings reveal disagreement on even the fundamental issue of how to work together. The group must complete a project that requires detailed focus and reaching regular goals along the path to completion. After meeting for several months, team members have not produced anything useful.

Using the example of this year's Dream Team, we will help the team leader assemble and shape the group into something more than just a group of individuals.

First, we will:

Find the balance.

The first thing the leader will want to do is discover the strengths and weaknesses of people making up the group. Assessments that review employees' strengths and weaknesses will help. The group needs a mixture of those who immediately grasp the big picture and know how to create a plan, and those whose strengths lie in checking the fine details. Additionally, the group requires performers who can help move the project along at a regular clip so that no one misses a deadline, and those who are able to hear differences of opinion and build a verbal bridge between them. In the ideal situation, the team needs to be in charge of moving itself and taking responsibility for its actions without a boss hovering nearby. Someone, or several someones, need to encourage open and lively communication.

Obviously, it is a rare person who possesses all of these strengths in equal amounts, although many people will possess some of the necessary qualities. The more likely scenario is that the team will include people good at many things and people who excel at a few things. A team leader wants to ensure that he has the right strengths for the specific project and a good mix of all necessary qualities.

After assembling our team, we will:

Share the vision.

A team must know why it exists. The team leader's job is to ensure that this knowledge is imparted, described and repeated as often as necessary to keep key players on track. If the team is just forming and/or includes new members, top management can show support by discussing and describing the organization's vision and the team's specific mission. This is a good time to let members ask questions or voice doubts, and to treat each concern or idea with respect. This is an important example to set. If members hear someone making light of their fears or playing down their ideas, they will be reluctant to speak up in the future.

Now that the team knows what it is supposed to do, we will:

Mix carefully for good chemistry. 

As the team leader learned when he was checking the balance of strengths and skills, everyone is different. That does not mean the differences will not mix well. In fact, they can play off each other to create charged discussions, enthusiasm for projects, and spectacular results.  It is essential that team members respect each other's differences and learn from one another. Becoming best friends at work or doing things together outside work is not necessary, but they do need to get along at work. The highest performing teams learn from each other, and the best team leaders find ways to coach players over the bumps that conflicts cause and use them to the team's advantage.

Even when a team is performing beautifully, it will still need coaching. Disagreements will erupt, or the waters may calm too much for progress to occur. The coach needs to monitor team balance constantly as members leave and others come in, and as the mission changes. But if the coach remembers to build the team on a firm foundation, assembling and regrouping productive Dream Teams is not an impossible challenge. 

Profiles Advantage is focusing on the five perspectives of the coach. With this message we have examined three - employee job fit, employee motivation, and compatibility between the employee and his/her work team. Upcoming themes will examine:

  • Compatibility between the employee and the manager
  • The employee's effectiveness as a leader

We hope you are finding the discussion beneficial and are enjoying this exploration of the leader/manager as coach.

Jim Sirbasku, CEO

Profiles International


COACHING FOR THE WINNING GAME

493854Ricky Rosas, Special Assistant to Head Coach Pete Carroll

Did you catch the news story on ABC last week about Ricky Rosas, Special Assistant to Pete Carroll, Head Coach for USC's Trojan Football team?

Here is a link to the story in case you missed it.

The story inspired me to pull up Coach Carrol's bio and read more about him.  I was not surprised when I read the following impressive record:

  • First school to have 3 Hiesman Trophy winners in a 4-year span

  • Carroll has produced 30- all American first teamers and 42 NDL draft pics
  • His last 6 recruiting classes have been ranked in the Top 10 nationally

After hearing the story about Ricky I was not surprised to see this impressive bio as it shows that Coach Carroll truly cares about helping people succeed both on and off the football field. 

Last Sunday, 60 minutes did a story on Coach Carroll.  Here is the link to the story in case you missed it.

The story showed that Coach Carroll was not always a winning coach.  In fact, he did not have a great record in the NFL.  The story concluded that college is a better fit for his style and approach.  Coach Carroll explained that in order to succeed you need to practice better than anyone has ever practiced before. 

As managers, our true calling is to help other people succeed.  When we focus on our coaching role as much as or more than or tasks at hand we get better results.  Like Coach Carroll, we need to continuously practice being a coach both on and off the field.  What I mean is we need to continuously improve our game and bring these ideas to our people. 

Here are a few questions we can ask ourselves to assess our effectiveness as a coach:

  • How much time do you spend each day/week developing your people?

  • Do you have a regular check-in with your direct reports?
  • How often do you share information and resources with them to help them improve?
  • Is praise and appreciation a normal part of your day?
  • Do you keep coaching and mentoring a top priority or do you allow yourself to become distracted?

Most managers I observe fall short is in the area of consistency. They do the above some of the time.  The key is to make this behavior just part of who we are as people.  The evidence of this with Coach Carroll is that he reached out and helped Ricky when he had absolutely nothing to gain.  In return, Ricky helped the team more than they could have ever imagined.  He also displays this with his work with gang members in LA.  

Here are a few more resources to learn more about Ricky and Coach Carroll. 

View the clip of Coach Carroll and Ricky Rosas.

Read more about Ricky Rosas.

Story by Amy Hedin

HumanPoint

December 01, 2008

It is not Rocket Science

Today I received a second call from a PR company pitching an annual service of doing press releases.  I have been planning my 2009 Marketing so when the guy first called me 2 weeks ago I asked him to call back after in 2 weeks and he would have my undivided attention.  He called back today and so my first question to him was how did his service differ from what I can buy online.  He immediately started listing facts about his products with some benefits--cost savings, help with setup, and so forth.  As he was talking it became increasingly clear that he had no clue about my business at all. I asked him if he knew at all what I did and he stuttered out that in fact he had no idea and could I explain to him.  The sad part is I was actually interested in what he was pitching, but the fact is I am not going to do business with any company that allows their sales people to blindly cold call people and waste my time.  I do not have the time to educate a sales person on the basics of what I do.  A quick search on the web will explain enough about my company to have a more relevant conversation.  I then said to him, "You have no idea if I am a dentist or a ditch digger and I don't have the time to educate you so I am finished talking."  


Seriously, it is not rocket science.  It is not a fancy sales technique.  It is simply understanding the other person enough to add value.  The fact that I asked him to call me back in 2 weeks did not even give him enough incentive to take the time to pull up my website.  The fact that people are still trying to sell this way is amazing to me and my mind is boggled by the wasted time and resources.    

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