Results-Producing Leadership

Creating an Environment of Success
The workshop begins with an understanding of the components of job performance that combine to equip and support professionals to achieve maximum productivity as soon as possible. Have you created an environment for success? Are you spending your time in the “right places?”

Managing the Work
There is a psychological contract that exists between companies and their employees that affects performance, commitment, and motivation. Make better hiring decisions and understand the sales leader’s role in managing objectives and specific activities. Develop motivation plans based on standards and expectations. Learn and implement an analytical process to determine how to improve team members’ expected results.

Inspire Maximum Performance
You will identify your individual temperament/talent style and learn how to leverage your personal strengths to maximize your impact on the performance of your team. Leaders profile themselves and discover how to identify the style and strengths of their individual team members, and how to effectively communicate, motivate, and utilize their team based on individual and group characteristics.

Assessing Performance Levels
The ability to speed any professional’s development from Novice to Master will have a dramatic impact on your team’s productivity and bottom line. Learn about the Performance Continuum as an assessment and developmental planning tool. Identify knowledge, skills, attributes, and contributions across job families. Acquire an essential time management tool to determine where to invest your developmental time with your team members for the greatest productivity return.

Take the Initiative
Successful leadership is not a question of how much you know, but rather how well you execute. Learn to diagnose a sales professional’s willingness & ability to perform against expectations. Understand when to direct, observe, coach, counsel, intervene, and collaborate. Recognize, intercept, and reverse unacceptable performance and ignite the fire within good performers using the results-producing models. Craft development plans to spur performance improvements.

Convert Problems to Opportunities
Many problems are purely perceptual, but dealing with problems can rapidly consume the time of a leader. Involving your people in the problem-solving process can have many benefits. Learn to prevent problem re-occurrences. Save time by avoiding upward delegation and improve customer satisfaction through responsiveness.

Prescriptive and Actionable Feedback
Close the loop on developmental sessions by providing specific, prescriptive and actionable feedback to team members that will help them to improve their performance. Develop SMART feedback focused on behavior to detail desired performance. Retool current performance assessment forms to provide clearer, more actionable feedback.

Putting it All Together
Through the use of realistic scenarios, you’ll choose the response to address performance deficiencies using the Problem-Solving model and Coaching and/or Counseling Model in role-plays. At the conclusion of this element, participating leaders will profile two individuals on their team and develop individualized action plans using SMART feedback. Expedite the skill acquisition process when you learn how to prepare for a coaching session and your role as leader in various coaching scenarios. Engage team members in productive ways of “out-of-balance” relationships where individuals may perceive imbalance when they have more tenure or work years experience than their manager.

Leadership Through Results Planning
The program is brought to closure through a brief recap of the key management strategies. Learn about the prescriptive resources available to you to speed performance improvement. Commit to specific implementation plans for your team.