Arent Management Consulting: NEVER support a promotion hastily

Arent Management Consulting: NEVER support a promotion hastily: Several months ago, I posted a blog on our role as managers in helping to develop our people for career growth.  Development of our people ...

NEVER support a promotion hastily

Several months ago, I posted a blog on our role as managers in helping to develop our people for career growth.  Development of our people is a major responsibility of management and I received many questions and comments from my previous posting. I outlined in that post a number of developmental areas that you could help expose your mentee to.  The title of that post was “First Line Manager Development” posted March 7, 2012.  You may want to re-visit the post at http://amgtconsulting.blogspot.com/2012/03/arent-management-consulting-first-line.html

I have a very strong belief that development of our people is the primary responsibility of all levels of management.  In order for a company to thrive and be successful, internal development of our employees is critical. It’s a great accomplishment to have a hand in the promotion of a direct report but keep in mind that your support of the individual for promotion reflects on you throughout that person’s career.  A good recommendation speaks volumes…the same could be said for a poor choice.  The more “global” you can make this person, the more likely that he/she will be successful.  Ask yourself if you have helped guarantee that this person has the skills, knowledge and desire to ensure their success. In addition to the development exercises that we discussed on the earlier post, you may want to take a look at several of the following behavior traits:

Historical track record ~ Was this person accountable for success in his previous position? Do these accomplishments blend into the position that you are considering promoting them to?  Do they have the desire to go ‘above and beyond” in proving their abilities?  Do you trust this person?  Do they follow-up on their plans and meet and exceed expectations?  Can you count on them to deliver?

Team-oriented? ~ In their previous position, did they work well within the team?  Were they cooperative, encouraging and helpful?  Would you as their current supervisor be encouraged by this individual if roles were reversed?  What kind of past behaviors suggest that they worked well in a team environment?  Would these same situations likely come up again in their new position?  Skill sets for individual growth differ quite a bit from those of a leader.  Ask yourself and consider interactions that you have seen over their career.  How is their communication skills?  How do they handle stress?

Planning & Organization ~ In what situations have you seen this individual as it relates to administrative responsibilities? What types of planning were they responsible for?  How will this differ in the new position?  How organized is this person?  Are they prepared for the huge increase in administrative responsibilities? Are they prepared for monitoring the metrics and the analysis that will be needed?

Student or Expert? ~ How did this individual go about learning what was required for their previous success?  Are they still learning today?  Today’s leaders need to be resilient and be ready for change.  How quickly can they adapt to a changing marketplace?  How do they manage stress?  Considering their current position, what tangible things can you note about their self-development?  How often did they take a lead in trying something new or approaching issues?  This is one of the key areas to minimize the risk that the candidate is stuck in their own ways and doing the same things over their career.  Are they problem or solutions oriented?

Fire in their Belly? ~ What specific things has this person done to develop their skills?  Will they be able to handle the additional responsibilities without “stressing out”?  How committed are they to the increased responsibilities and to the company?

Inspiration, Motivation & Leadership ~ Relating to your exposure to this individual in team interactions – Can you see this individual setting an environment for success?  Will this individual walk his talk?  Does he show good judgment?

Employee development is a key responsibility.  Do not cut corners when you are helping to develop your people.  Never promote someone before they are ready…It may negatively impact someone if they get passed over for a promotion but think of it as a short-term situation versus a longer-term decision.  In the meantime, continue to coach and mentor the candidate and when they ultimately earn their promotion they will be much more deserving and capable of performance!  Let me know your thoughts and please feel free to comment or share this posting if you like it!

Arent Management Consulting: Humor - Laugh often and be happy !

Arent Management Consulting: Humor - Laugh often and be happy !: This past week has been a fun one for me. Putting together quotes, motivational & inspirational, script from the movies, funny quotes fr...

Humor - Laugh often and be happy !

This past week has been a fun one for me. Putting together quotes, motivational & inspirational, script from the movies, funny quotes from well-knowns and finally quotes from either Unknown or Anonymous. How much better can it get? I went through much reading to make sure that none of the quotes were off-color. There are quite a few of them and if you are so inclined, take a look on the internet.  For this post, I wanted to share only "clean" quotes that you would have no problem sharing with your kids or parents!

Everybody lies, but it doesn’t matter since nobody listens.
Unknown

A good lawyer knows the law; a clever one takes the judge to lunch.
Anonymous

Arguing about whether the glass is half full or half empty misses the point, which is this: the bartender cheated you.
Unknown

What do you mean, my birth certificate expired?


Once the toothpaste is out of the tube, it’s hard to get it back in.


I don’t have a license to kill. I have learners permit!


God grant me the serenity to accept that people are ignorant, the courage to uphold the law when I’m hostile, & the wisdom to realize that murder is illegal.


Don’t steal, don’t lie, don’t cheat, don’t sell drugs. The government hates competition!


Everyone is gifted. Some open the package sooner.
Unknown


Where there’s a will, there are five hundred relatives.
Unknown


Behind every successful man stands a surprised mother-in-law.


When I told the doctor about my loss of memory, he made me pay in advance.
Unknown


Some things Man was never meant to know. For everything else, there’s Google.
Unknown


Keep smiling , it makes people wonder what you’re up to.
Unknown


Money Talks … but all mine ever says is Goodbye!
Unknown


Better to keep quiet and only let people think you’re an idiot than to speak up and confirm it.
Unknown


Multitasking means screwing up several things at once.
Unknown

I told my wife that a husband is like a fine wine; he gets better with age. The next day, she locked me in the cellar.
Unknown

After a quarrel, a husband said to his wife, “You know, I was a fool when I married you.” She replied, “Yes, dear, but I was in love and didn’t notice.
Unknown

Everyone makes mistakes. The trick is to make mistakes when nobody is looking.
Unknown

Don’t talk about yourself so much… we’ll do that when you leave.

My wife says I never listen to her. At least I think that’s what she said.
Unknown

Of all the things I’ve lost, I miss my mind the most!
Unknown

Arent Management Consulting: Put a little humor in your life with these quotes!...

Arent Management Consulting: Put a little humor in your life with these quotes!...: This week has been quote week and today I am offering some "identified" quotes that can be credited to an individual.  If we can approa...

Put a little humor in your life with these quotes!

This week has been quote week and today I am offering some "identified" quotes that can be credited to an individual.  If we can approach our careers and obligations with a little bit of comedy and wit on occasion, it can help us through the rough spots.  I offer these to you!  Hope you enjoy!  Tomorrow will be a dedicated list all composed by two mysterious authors, "unknown & anonymous".    I hope that you have enjoyed it! Have fun!

"You have to stay in shape. My grandmother, she started walking five miles a day when she was 60. She’s 97 today and we don’t know where the hell she is."  ~  Ellen DeGeneres

"The towels were so thick there I could hardly close my suitcase."  ~ Yogi Berra

Yogi has so many that I decided to make a section just for him.   For your pleasure a short list of some "Yogi-isms".  I hope that you enjoy!

• "it's like deja vu all over again"
• "We made too many wrong mistakes."
• "You can observe a lot just by watching."
• "A nickel ain't worth a dime anymore"
• "He hits from both sides of the plate.  He's amphibious."
• "If you ask me anything I don’t know, I’m not going to answer."
• "I never said most of the things I said."
• "It ain’t over til its over"

"Be nice to nerds. Chances are you’ll end up working with one."   Bill Gates

"I don’t exercise. If God had wanted me to bend over, he would have put diamonds on the floor."   Joan Rivers

"My doctor gave me six months to live, but when I couldn’t pay the bill he gave me six months more."  Walter Matthau

"I only do one thing at a time; otherwise, I get confused and then I can’t trick you."   Judge Judy

"The trouble with political jokes is that very often they get elected."   Will Rogers

Similar to Yogi, noted humorist Will Rogers has many quips that are favorites of mine.  Hope you enjoy this sampling...

• "We can't all be heroes because someone has to sit on the curb and clap as they go by." 
• "Everything is changing. People are taking the comedians seriously and the politicians as a joke."
• "Always drink upstream from the herd. "
• "Never miss a good chance to shut up. "

"I told my psychiatrist that everyone hates me. He said I was being ridiculous – everyone hasn’t met me yet."  Rodney Dangerfield

"We didn’t lose the game, we just ran out of time."  Vince Lombardi

"The man who says his wife can’t take a joke, forgets that she took him."  Oscar Wilde

"Always and never are two words you should always remember never to use."   Wendell Johnson

needed to insert two more Yogi's....you can't get enough of him!



"In theory, there is no difference between theory and practice. But in practice, there is."
Yogi Berra

"If the people don’t want to come out to the park, nobody’s gonna stop them."
Yogi Berra

"Some people ask the secret of our long marriage. We take time to go to a restaurant two times a week. A little candlelight, dinner, soft music and dancing. She goes Tuesdays, I go Fridays."
Henry Youngman

"Before you judge a man, walk a mile in his shoes. After that who cares?… He`s a mile away and you’ve got his shoes!"
Billy Connolly

"In America anyone can become president. That’s the problem."
George Carlin

"I owe a lot to my parents, especially my mother and father."
Greg Norman, Golfer

"If God wanted us to fly, He would have given us tickets."
Mel Brooks

"A man who correctly guesses a woman’s age may be smart, but he’s not very bright."
Lucille Ball

and finally..."He who laughs last didn’t get the joke."



Let a smile be your guide!  Have fun, enjoy life's journey!

Arent Management Consulting: Hooray for Hollywood! - Enjoy!

Arent Management Consulting: Hooray for Hollywood! - Enjoy!: My “quotes” blog the last couple of days apparently were a big hit. I received so many positive comments that I thought that I would dev...

Hooray for Hollywood! - Enjoy!

My “quotes” blog the last couple of days apparently were a big hit. I received so many positive comments that I thought that I would devote the rest of the week with additional quotes. Whenever you feel a little down, or are burdened with obstacles, take a look at some inspirational quotes and you will quickly begin to feel a bit better. Inspirational Quotes are something that have endured the test of time and demonstrate the power to overcome problems. Inspirational quotes have unique attributes which help provide us with the encouragement to move forward.  They can help support you and offer multiple paths to success. Inspirational quotes provide me with a way to remember key messages from high profile personalities and achievers who have gone before me. For my list of favorites, refer to my "quotes blog" on Monday and Tuesday, April 23 & 24.

Quotes can make you more energetic.  They seem to get the endorphins going.  Try to read a quote that is humorous without smiling….It is virtually impossible.  It is with this segue that I am sharing with you some of my favorite quotes from Hollywood!  Why would a business blog share quotes from Hollywood movies?  At the tail end of this blog, I will put my two cents in on it but in the meantime,  I hope that this brings some smiles to your faces and perhaps a tear in your eye as you think about some of these movies from the past!

“Today, I consider myself the luckiest man on earth” ~ Lou Gehrig, “The Pride of the Yankees”

“Houston, we have a problem” ~ Jim Lovell,  “Apollo 13”

‘I’ll be back” ~ Arnold Schwarzenegger, “The Terminator”

“Keep your friends close, but your enemies closer” ~ Al Pacino as Michael Corleone. “The Godfather, Part II”

“Hasta la vista, baby” ~ Arnold Schwarzenegger, “The Terminator 2: Judgment Day”

“Surely you can’t be serious”. “I am serious…and don’t call me Shirley” ~ Robert Hayes and Leslie Nielsen as Ted Striker & Dr. Rumack in “Airplane”

Toga! Toga! ~ John Belushi as Bluto Blutarsky in “Animal House”

“Yo, Adrian!” ~ Sylvester Stallone in “Rocky”


"Play it again, Sam" ~ Humphrey Bogart as Rick Blaine in "Casablanca"

“Tell ‘em to go out there with all they got and win just one for the Gipper” ~ Knute Rockne

“Cinderella story. Outta nowhere.  A former greenskeeper, now about to become the Masters Champion.  It looks like a mirac…It’s in the hole! It’s in the hole! It’s in the hole!” ~ Bill Murray as Carl Spackler in “Caddyshack”

“I’m King of the World” ~ Leonardo DiCaprio as Jack Dawson in “Titanic”

“Bond, James Bond” ~ Sean Connery as James Bond in “Dr. No”

“There’s no place like home” ~ Judy Garland as Dorothy Gale in “The Wizard of Oz”

‘Show me the Money” ~ Cuba Gooding, Jr as Rod Tidwell in “Jerry Maguire”

“You’re gonna need a bigger boat” ~ Roy Scheider as Martin Brody in “Jaws”

“Stella” ~ Marlon Brando as Stanley Kowalski in “A Streetcar named Desire”

“Mama always said life was like a box of chocolates”.  You never know what you’re going to get” ~ Tom Hanks as “Forrest Gump”

“Here’s looking at you kid” ~ Humphrey Bogart as Rick Blaine in “Casablanca”

“Frankly, my dear. I don’t give a damn” ~ Clark Gable as Rhett Butler in “Gone with the Wind”

“I’m going to make him an offer he can’t refuse” ~ Marlon Brando as Don Vito Corleone in “The Godfather”

“May the force be with you” ~ various characters from “Star Wars”


"You don't understand! I coulda had class. I coulda been a contender.  I could've been somebody, instead of a bum, which is what I am." ~ Marlon Brando in "On the Waterfront"


"Go ahead, make my day" ~ Clint Eastwood as Harry Callahan in "Sudden Impact"


"I wish I had a million dollars." ~ Young George Bailey in "It's a Wonderful Life"

“What? Over? Did you say ‘over’? Nothing is over until we decide it is!  Was it over when the Germans bombed Pearl Harbor?  Hell no! (“Germans?”  “Forget it, he’s rolling.”) And it ain’t over now.  ‘Cause when the goin’ gets tough, the tough get goin’.  Who’s with me? Let’s get goin’. Come on!” ~ John Belushi as John “Bluto” Blutarsky in “National Lampoon’s Animal House”




You are probably wondering what if anything this has to do with business practices.  It has absolutely nothing to do with it.  However in this economy with so many qualified people out of work and suffering financial hardship, we need to explore things beyond work. We need to take time to laugh, to smile and be thankful for the things that we do have! Our families need us, health is important and the stress that lies ahead of many will be crippling. Do not allow it to happen as many of us are "re-inventing" ourselves for our next career venture. These movie quotes are meant to make you pause and reflect.  Think of a happier time.   It is only when we are able to be happy that we can begin to move on to the next levels in our life cycle.  Attitude is such a strong part of altitude.  Be serious in your career undertakings but also take time to relax and perhaps take in a movie.......

Arent Management Consulting: Quotes to Get Yourself Energized [Part II]

Arent Management Consulting: Quotes to Get Yourself Energized [Part II]: This is part two of the collection of quotes that I have compiled.  The page views from yesterday were absolutely incredible and I am ...

Quotes to Get Yourself Energized [Part II]

This is part two of the collection of quotes that I have compiled.  The page views from yesterday were absolutely incredible and I am so appreciative of your thoughts, comments and shares. I hope that you continue to enjoy them and find motivation from the various passages.  Please comment on the blog should you have any that you are particularly fond of.  Thank you have make it a great week!

“Surround yourself with the best people you can find, delegate authority, and don't interfere as long as the policy you've decided upon is being carried out.”     Ronald Reagan

“We have two ears and only one tongue in order that we may hear more and speak less.”   Diogenes

“I challenge you to make your life a masterpiece. I challenge you to join the ranks of those people who live what they teach, who walk their talk”.   Tony Robbins   

"Develop success from failures. Discouragement and failure are two of the surest stepping stones to success. "  Dale Carnegie

"Management is doing things right; leadership is doing the right things."  Peter Drucker


"Success consists of going from failure to failure without loss of enthusiasm" ~ Sir Winston Churchill 

"A sense of humor is part of the art of leadership, of getting along with people, of getting things done" - Dwight D. Eisenhower


"Motivation is a fire from within. If someone else tries to light that fire under you, chances are it will burn very briefly."   Stephen Covey


"People often say that motivation doesn't last. Well, neither does bathing -- that's why we recommend it daily."   Zig Ziglar


"I find it fascinating that most people plan their vacations with better care than they plan their lives. Perhaps that is because escape is easier than change."  Jim Rohn

"Success consists of going from failure to failure without loss of enthusiasm."  Sir Winston Churchill

"Mistakes are always forgivable, if one has the courage to admit them."  Bruce Lee

"At times our own light goes out and is rekindled by a spark from another person. Each of us has cause to think with deep gratitude of those who have lighted the flame within us."   Albert Schweitzer

"In looking for people to hire, you look for three qualities: integrity, intelligence, and energy. And if they don't have the first, the other two will kill you."   Warren Buffet

"Character cannot be developed in ease and quiet. Only through experiences of trial and suffering can the soul be strengthened, vision cleared, ambition inspired and success achieved."   Helen Keller

"Knowing a great deal is not the same as being smart; intelligence is not information alone but also judgment, the manner in which information is collected and used."  Dr. Carl Sagan

"If your actions inspire others to dream more, learn more, do more and become more, you are a leader."   John Quincy Adams

"Spend eighty percent of your time focusing on the opportunities of tomorrow rather than the problems of yesterday."  Brian Tracy

"Never Quit. "Don't ever, ever quit. Recognize that stopping now, regrouping to try a new approach isn't quitting. If you quit you'll regret it forever."

~ Rudy Ruettiger

"Respect a man, and he will do all the more.”   John Wooden


"The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather in a lack of will."   Vincent T. Lombardi

“Alone we can do so little; together we can do so much.”  Helen Keller

"We can draw lessons from the past, but we cannot live in it."

- Lyndon B. Johnson

"The best executive is one who has sense enough to pick good people to do what he wants done, and self-restraint enough to keep from meddling with them while they do it. "  Theodore Roosevelt

Arent Management Consulting: Quotes to Get Yourself Energized [Part 1]

Arent Management Consulting: Quotes to Get Yourself Energized [Part 1]: It is Monday morning, April 23, 2012 and I hope that this post lifts your spirits to all-time highs. All this week I hope to share some ...

Quotes to Get Yourself Energized [Part 1]

It is Monday morning, April 23, 2012 and I hope that this post lifts your spirits to all-time highs. All this week I hope to share some of my all-time favorite ones with you! For most salespeople and managers, finding a quote for a particular occasion is a must.  For some reason, we all seem to love quotes to "fire us up".  For most of my professional career, I have found great comfort in reviewing quotes from most successful people.  They have helped me in “framing” meetings and setting the theme for successful campaigns.  From time to time, simply re-visiting them have given me a quick booster shot of adrenaline.  I hope that you find them as helpful as I have over the years.  In addition, if you have a favorite quote that you would like to share, please comment on the blog.  Thanks!

 “Every morning in Africa, a gazelle wakes up.  It knows it must run faster than the fastest lion or it will be killed.  Every morning a lion wakes up.  It must outrun the slowest gazelle or it will starve to death.  It doesn’t matter whether you are a lion or a gazelle…when the sun comes up, you better be running”.      Author Unknown

 “It is impossible not to make mistakes when you are blazing new trails, pioneering change and revolutionizing former ideas...welcome them and be thankful and learn".       John J. Arent

“The key is not to prioritize what's on your schedule, but to schedule your priorities.”                Steven Covey

"It is better to lead from behind and to put others in front, especially when you celebrate victory when nice things occur. You take the front line when there is danger. Then people will appreciate your leadership."      Nelson Mandela

                                                                                                                        

“Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude. “     Thomas Jefferson

"There are those who look at things the way they are, and ask why... I dream of things that never were, and ask why not?"       Robert Kennedy

“Honesty is the best policy”.       Benjamin Franklin

“A general is just as good or just as bad as the troops under his command make him”.      General Douglas MacArthur

“The ultimate measure of a man is not where he stands in moments of comfort, but where he stands at times of challenge and controversy”.    Martin Luther King, Jr.

“You can't shake hands with a clenched fist.”      Indira Gandhi

“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy”.     Dale Carnegie

“In any moment of decision, the best thing you can do is the right thing, the next best thing is the wrong thing, and the worst thing you can do is nothing”.      Theodore Roosevelt




I will publish an additional listing of quotes tomorrow.  I hope that you find these energizing and that they are helpful to you in your future endeavors!

Arent Management Consulting: The things that SUCCESSFUL people do

Arent Management Consulting: The things that SUCCESSFUL people do: Yesterday we looked at factors that can directly influence accomplishment. These are aspects that managers can apply to their coaching...

The things that SUCCESSFUL people do

Yesterday we looked at factors that can directly influence accomplishment. These are aspects that managers can apply to their coaching skills in helping to create an environment that breeds success! Today I would like to take a closer look at some of the behavioral and personality traits that are often found in very accomplished people.  These qualities are intrinsic to top performers.  As was the case yesterday, this listing will be in no particular order. I encourage you to add in the comment section if you have additional thoughts on the persona that these talented achievers possess. Good selling!

• Dependability is a characteristic of people who flourish.  I do not believe that you can be successful if you do not possess a high level of Dependability. Those who possess this are highly recognizable.  These are the "go to" people in your organization.  They possess a “blameless” quality about themselves and are very responsible and reliable. You can count on them to be honest and ethical in their actions. Personal Accountability is a precept of their belief structure.

• Enthusiasm and a positive can-do attitude are qualities of highly successful groups.  They possess the “fire in the belly”, are highly motivated and have a true passion for the work that they do.

• Humility is a core value that the super successful are connoisseurs in demonstrating. They readily acknowledge that they do not know everything and recognize that there is much to learn from mentors and others in their field.  They make it a habit of surrounding themselves with a diverse group of professionals.   In this way, they can learn from the global relationships that they have built.

• Empathy is the capability and action that one shows to respect those around them and truly care about their colleagues.  This allows the group to feel better connected and not at odds with one another.  Those who exhibit compassion for others minimize stress and anxiety and are able to better focus on results.

• Confidence is a trademark of all successful people.  As Henry Ford stated “whether you think you can or can’t…you are right”.  Without belief you cannot operate successfully.  As you exhibit self-assurance you also rally others by inspiration and guidance.

• Work Ethic of the successful is strong.  These achievers work hard and they work smart.  They are optimistic and believe in what they are doing and go above and beyond the call of duty.  They get up early without coaxing and rarely if ever complain.  They are personally accountable and expect top tier performance from themselves.  They are solution oriented and generally have tried to solve problems before others realize that there are issues.

• Learning is an attribute that you generally see in successful people.  They are eager to learn new ideas and apply those concepts to be more successful.  They are enthusiastic and excited to take on new responsibilities and attend advanced training seminars.  They are constantly trying to update and develop all aspects of their being.  When a deal falls through, they don’t stress about it but rather learn and envision a successful outcome next time.

• Networking is a key feature that you see in thriving go-getters.  They are social and keep the right company.  They seek out other successful people and are more involved with consulting with them.  They generally know a lot of people and associate with other top performers. They avoid the negative crowd and are not prone to complaining about circumstances beyond their control. 

• Personal Accountability is the impetus for their success.  They don’t worry about blaming others and don’t waste time complaining about the glass being half-full.  They are self-reliant and can work with the autonomy that sales professionals often need to.

• Well-Prepared is a descriptor that closely defines the successful people that I have encountered.  They do not get out of the car without a plan.  Successful people don’t waste time, they use it!  They practice and are fluent when the time comes for action.  They rarely are caught off guard and have an uncanny ability to take full advantage of the present but also having an eye out for the future. They have a clearly defined road-map for success!

• Flexibility is another common trademark of successful people.  They realize that they need to be adaptable to change and are able to quickly acclimate to those changes.

Arent Management Consulting: Factors to Manage Success

Arent Management Consulting: Factors to Manage Success: Today’s blog  will be on some “pearls of wisdom” that I have seen work over the years.  They are listed in no particular order and are a...

Factors to Manage Success

Today’s blog  will be on some “pearls of wisdom” that I have seen work over the years.  They are listed in no particular order and are a collection of sound ideas, and personal skills that managers should employ as they strive to become leaders in their organizations. These tips are just a few of many tenets that can help each of us be more successful at all levels of management.  If you have any additional thoughts, please do not hesitate to add them in the comment section.  

• Don’t wait for success to happen!  Create the environment to make it take place!

• Forget the words…”when I was a ….”  You will not build loyalty, trust or confidence, you will more than likely be viewed as a braggart.  Work on referencing either your team or other un-named sources for the best practice idea.  It may sound like …”One of the things that I saw work quite well was….”

• Get out in the field.  This is where the action is.  This is particularly important in sales management. You can coach, praise and brainstorm together.  Don’t become a desk jockey!

• Assume nothing!  Make sure that your communications are clear and that your direct reports know what is expected of them.

• Inspect the expectation!  Rather than inspect it, RESPECT the expectation and the thought process that went into it! 

• Be humble!  Stay out of the spotlight and cast the light on the brilliance around you.  Give credit to those who are making it happen!

• Never talk about your problems and issues particularly as it relates to a peer, supervisor or direct report.  If you can’t say anything positive, do not say anything at all!

• Problem solve together if at all possible without going to the next level of management.  Avoid discussing personal issues and those unrelated to work with anyone in the business environment.

• Walk the talk!  If you are asking for your direct reports to do something, make sure that you are doing it yourself as well.

• Regularly monitor and observe performance.  Get in the habit of doing routine progress checks throughout a sales cycle.  Do not wait until the end to do a performance review.  Make sure that you are capturing everything important and not focusing on trivial matters.

• Always look for positives during personal contacts.  Build on strengths and limit yourself to coaching on no more than 1-2 development skills at a time.

• Listen at least 2X more than you speak.  Use your two ears wisely and your 1 mouth in a proportionate manner.

• Never hold back information that can be helpful to your team.  Sometimes, new managers will take the cautious approach and deliver information slowly to avoid the chance of being wrong.  We learn from failures and be willing to accept errors from your team and recognize your own.

• Sales Management is a team sport – Accept wins as a team and share the credit through and for the team.  When in doubt about what the reason for the success, share credit!

• Blame no one!  Accept responsibility and be personally accountable!  Forge relationships within your immediate comfort zone but also throughout the organization.  Work well together with multiple departments

• Strive to be a champion of your people and also a champion of your company. 

• Do not control results but work on influencing the actions that will be needed to be successful.

• Always focus on behavior and not personality!

• Don’t be a buddy and not a boss.

• Do not hold people back from career development.  Rather make career development for your direct reports a top goal!

• Never condone incompetence!

• Treat your team fair and consistently.  Recognize everyone as an important link to success.

• Practice situational leadership.  Do not manage everyone the same way.  There are different and specific skill sets required depending on where the direct report is in their development/results.

• Set the bar high and always work on developing knowledge.  Aim high ~ Soaring!  Aim low ~ Boring!

• Knowledge is power!  Applied knowledge is success!

Arent Management Consulting: What we can learn from the "Biggest Loser"

Arent Management Consulting: What we can learn from the "Biggest Loser": In an earlier blog we talked about the high cost of losing valuable employees.  The ability that a company has in promoting company ...

What we can learn from the "Biggest Loser"

In an earlier blog we talked about the high cost of losing valuable employees.  The ability that a company has in promoting company allegiance is extremely valuable since employees are the “lifeblood” of the company.  A survey performed at Columbia University stated that replacing an employee costs 150% of that person’s annual salary.  In sales, that cost is often calculated at over 250% of wages.  Loyalty is a two-way street but as we have seen it starts with the manager.  The manner in which you treat employees and are able to demonstrate humility, competence and integrity will offer a strong basis for gaining employee dependability.

There are essentially three primary “drivers” that employees look for from a company and its management.  As we can deliver on these, trust, respect and loyalty will be strengthened:

Create an environment of personal contribution ~ Does your employee have a passion for their job?  Are their inputs and responsibilities “important” for the success of the company? Does your employee feel like they are making a difference? 

Help your employee be Confident & Secure ~ Does your employee have both personal poise and your confidence to do the job required?  Have you inspired an environment that is safe and secure?  Have you established progressive career development steps? 

At all times… Show Respect ~ As often cited, “employees do not leave companies….they leave their manager”.  Does your employee receive fair and consistent coaching from you?  Have you set goals in a realistic fashion?  Is your communication open and honest?  Are you meeting with your employees and giving regular employee reviews and progress updates?  In order to gain respect...you need to show respect!

As managers, we desire employees to be loyal but that does not mean that we yield to low expectations.  A good example of this is the TV show “Biggest Loser”.  If you have ever watched this show you know that Bob or Dolvett, the personal trainers, are far from easy.   They are demanding and relentless.  The are persistent, sometimes harsh and steadfast. They are downright tough!  However, the contestants want to be on their teams.  Why is this?  Quite simply, the contestants believe in them.  They respect them for what they are trying to do.  They see value from their guidance and direction. 

There are several things that we can learn from Bob, Dolvett and the previous trainers from the “Biggest Loser”.

Get to know your staff – Bob and Dolvett are able to separate work from personal but they also take time to learn about what makes the contestant tick.  They acknowledge a sense of humanity and humility. They are approachable and as the show progresses, you sense that the contestants can come to them at any time to discuss issues.

Give Credit and acknowledge performance – The goals have stretch, but when reached are recognized and praised.  The trainers do not focus on their own skill sets but rather focus on recognizing the contestants who are making the necessary changes to succeed.

Diverse people need specific direction – Each contestant has different needs both physical and mental.  The trainers are able to recognize this and set up a training program based on the individual person.

Trust – As the show builds over several weeks, trust and confidence from the trainers is exhibited and the contestants begin to realize that they need to perform without supervision. They begin to learn new habits and thrive!

To err is human – From time to time, a relapse occurs.  Both trainers are skillful in recognizing this and moving forward.  The contestants learn from mistakes rather than repeating them.

Communications are open and honest – The contestants are kept in the loop and have a better understanding of why it is important to make the changes necessary.  As “informed performers” they “buy into” the plan of action to transform their lives.

Lead by example – Both trainers, Bob & Dolvett, are walking their talk.  They physically embody what they are teaching and work diligently to set an pattern for success.  

Beyond the incredible loss of weight and the workouts and exercises that the trainers inspire, there are also a number of management ideas to inspire loyalty, trust, confidence and respect!  I hope that you feel the same way.