Breaking the Law of Limited Performance - Training Industry · PDF fileThe Impact of The Law...
Transcript of Breaking the Law of Limited Performance - Training Industry · PDF fileThe Impact of The Law...
Breaking the Law of Limited Performance
Not to be used in training without prior permission from Integrity Solutions
Tips for the Webinar
(800) 263-6317
Tweeting? Please use these tags: @Sell_Integrity and #TIwebinars
Training Industry Webinars
(800) 263-6317
Tweeting? Please use these tags: @Sell_Integrity and #TIwebinars
Today’s Presenters
Steve deBree Lisa Bullock
Business and Management Drivers for Success
“Myths” and Other Factors that Impact Managers’ Success
The Impact of The Law of Limited Performance – And How
to Solve
Shifting Management Mindsets and the Coaching Culture
– Critical Steps for Achieving Business Results
What You’ll Discover
Bridging the Talent Gap
77% of senior executives surveyed said frontline managers are fundamental to achieving business goals.
Only 20% of senior executives believe frontline managers are capable of developing talent.
Harvard Business Review Services Report
What challenges are we trying to solve?
POLL: Select top two
Managing competitive pressures
Challenged to do more with less
Lacking accountability with low employee productivity
Developing an engaged workforce
Moving the needle on sales and/or business results
HOW ARE MANAGERS RESPONDING TO BUSINESS
CHALLENGES?
HOW ARE MANAGERS RESPONDING TO BUSINESS
CHALLENGES?
POLL: Select top two
I turn up the heat, and they JUMP!
I’ll ask my high performers to step up, to help me hit goals.
My job is to take up the slack for low performers.
I tell them what they are doing wrong, it’s JUST not working!
My people have plateaued, they’ll never change.
Managers’ BeliefsCausing them to fall short
My primary job is to run the business.
I don’thave time.
My job is to troubleshoot.
How am I going to get the real work
done if I’m out there coaching?
Coaching isn’t a priority.
They don’t pay me to coach; I just have to hit the
numbers.
I can’t fit coaching into my schedule.
It isn’t going to impact my success
as a manager.
It’s not part of our culture.
We coach once every
year…
My leader doesn’t coach me.
They either sink or swim in our company.
Coaching is confrontational.
I don’t want to say
something I’ll regret.
There’s going to be a looooong
argument.
I hate getting
pushback.
Half of my employees have plateaued.
There’s really no hope for
improvement.
I’ve told them what to
do – what else can I
say?You get what
you get.
Law of Limited Performance
People soon discover the level of performance managers will settle for and then gravitate to that level.
Managers then assume that’s all people are capable of achieving, so they accept it as fact and quit challenging them to get better.
So, both reinforce what the other believes.
Where is it?
How do we tap into it?
Three Dimensions
Creative/Unconscious
IAM
EmotionalIFEEL
IntellectualITHINK
How We Form Beliefs
. .X
..
. ..
.
How We Form Beliefs
.X
...
. ..
.
Actions
Feelings
Behaviors
Abilities
..
....
.
How We Form Beliefs
. .X
..
. ..
.
Actions
Feelings
Behaviors
Abilities ..
Performance tendsto be consistent with the level of our inner beliefs.
The Prime Directive of Coaching
....
. ..
.
Actions
Feelings
Behaviors
Abilities
.
...
.
.
..
.Coaching is improving
performance through building
people and continually
developing their potential.
5 Steps for Breaking Through
1. Ask open ended questions.
2. Listen for perceived limitations
and current belief boundaries.
3. Set incremental goals just beyond
those boundaries.
4. Use praise to reinforce success.
5. Treat failure as learning.
Shifting Management Focus
Support Employee
Growth and Success
Understand Employee Viewpoint and
Constraints
Develop Future Focused
Conversations
Create Employee Self Discovery
Perspective Why? How?
Support Employee
Growth and Success
Increasesengagement and bench strength
• Express a genuine desire to help the employee succeed
• Ask open-ended questions on employee aspirations
Understand Employee
Viewpoint & Constraints
Identifies the root cause of
challenges, either business specific
or behavioral
• Create an environment of trust, without judgment
• Ask open-ended questions regarding challenges
• Use follow-up questions to uncover root causes
Develop Future
Focused Conversations
Develops a shared purpose of
delivering on goals and objectives
• Link employees’ actions with organizational goals
• Look for future possibilities, versus “gotcha” conversations
• Ask questions that tap into employee creativity
Create Employee Self
Discovery
Ignites intrinsicmotivation & new
solutions
• Ask employee to come up with their own solutions
• Avoid jumping to telling them your solution
• Flush out options and accountabilities with questions
Shifting Management Mindsets
Employees will rise to meet your expectations of them.
From Towards
Understanding causes of employee behavior.
Seeking to understand what’s important to employees.
Stretching employee belief boundaries.
Limited belief in others.
Making assumptions about behavior.
Pushing your agenda.
Making assumptions about whether people
really change.
What are your managers’ key coaching challenges?
POLL: Select top two
Shifting their view of coaching
Conducting conversations confidently and competently
Creating an atmosphere of trust
Making coaching a priority
Believing in a greater number of their employees
Coaching Pays Off!
“Coaching-enabled firms achieve an 11% higher better team sales quota attainment, a 14% shorter average sales cycle, dropping turnover by 3%.”
Aberdeen Group: Let’s Make a Deal, Best-In-Class Coaching Can Shorten Your Sales Cycle
“In companies where both leaders and managers are perceived by employees to be effective, 72% of employees are engaged.”
Towers Watson: Global Workforce Study
“Organizations who effectively prepare managers to coach experience 130% stronger business results and 39% higher employee engagement and productivity… When coaching starts at the top, business results increase by an additional 21%.”
Bersin& Associates:High-Impact Performance Management: Maximizing Performance Coaching
“The only way we grow as leaders is by stretching the limits of who we are—doing new things that make us uncomfortable but that teach us through direct experience who we want to become. Such growth doesn’t require a radical personality makeover. Small changes—in the way we carry ourselves, the way we communicate, the way we interact—often make a world of difference in how effectively we lead.”
HERMINIA IBARRA Cora Chaired Professor of Leadership and Learning
Professor of Organizational Behavior at INSEAD
integritysolutions.com
twitter.com/Sell_Integrity
linkedin.com/company/integrity-solutions-llc
slideshare.net/IntegritySolutionsTraining
More from Integrity Solutions“Our clients say…We become part of the way they do business.”
Performance Improvement SolutionsLeadership and Coaching, Sales, Service, Communication
Proven behavior change process Addresses both skill and will issues of performance improvement
To reach Integrity Solutions:Please email us at [email protected] OR Call us at (800) 646-8347
Upcoming Webinars
More ways to get involved
Thank You!
On behalf of Training Industry, thanks to:Today’s speakers: Steve and LisaOur sponsor: Integrity SolutionsAnd…all of you for attending!
Questions or Comments? Please contact Amanda Longo:[email protected]