Essentials of Leadership in Riyadh…

I have been working with leaders from a global manufacturing giant…

We have spent three days looking at the challenges that many leaders face, and the tools they need to rise to them.

We began by looking at essential skills all leaders need to develop and the tools that they can use to help them. We looked at the important part that Employee engagement plays and the part strong leadership plays in it.

Then we got down to the hard work of setting clear performance expectations and ways to communicate them so that they are clearly understood, align with the corporate goals and are accepted by the individuals in the team. This was further developed by creating strong tracking process’s and end of cycle reviews.

Coaching was the next tool that was explored along with powerful ways to deliver both positive and development feedback that keep team members focused whilst maintaining esteem and developing trust and open communication.

Finally we looked at ways to transition to higher performance by analysing our teams against 5 characteristics that are required to function effectively and developing plans to improve any shortfalls.

Three days hard work and next week I am doing it all over again…

I can’t wait to get started.

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Insights into senior management teams…

Today I have been working with 9 senior managers for a global pharma company in Vienna, using Insights Discovery to unlock “world class” team working.

This is a team that is functioning well, although at times meetings get bogged down when everyone has an opinion.

By looking at the the profiles we were able to identify what the causes were and develop strategies to stop them getting bogged down in the future.

We also noticed that there was a blind spot for the team, which needed to be addressed to ensure that the rest of the business remained engaged with their plans for the future.

We finished by creating a document that will help the team, communicate more effectively, divide the workload to allow people to play to their strengths and finally every person made a commitment to the team to move things forward.

Not bad in 3.5 hours!

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Insights into challenging teams…

Have spent the day working with a team for a professional body, who are stuck in the “Storming” stage of Tuckman’s 4 stage model.

Using the Insights Discovery profile we began to explore the model, before identifying where each team member was and the communications challenges this causes.

Digging deeper into the profile we used the information on “Value to the team” to start looking at the positives each member added, this began to get delegates looking at differences in a more favourable way.

We finished by using the “Management Chapter” to help understand what type of environment the team wanted to create and how to make it happen, before finally developing a team “Vision and Values” document that will help move the team on towards “Norming” and beyond.

A challenging day for all involved and a step in the right direction…

The whole day was delivered in a basement room, so there is no view to share.

Even more consultative selling skills…

Once again in sunny Birmingham with a dedicated team of individuals who work for a global FMCG brand, looking for ways to ensure that customers can understand the real needs they have, so that they understand how working in partnership can benefit them…

We started the day by understanding what a consultant is and what attributes and skills they have, before moving on to identify which of them we already have and which we need to develop in ourselves before adding some actions to our plans.

We then started to understand precision questioning and active listening before creating a set of SPIN questions to create real needs in our customers and tried them out.

This is where the real work starts, developing great questions is both a skill and an art.

Then ended by identifying real buyer motivations and ways to adapt our approach to be more appealing to them.

Once again a good couple of days work…

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More Pickup Professionals…

Had a great couple of days working with sales executives for a leading pickup manufacturer, helping them to deliver professional customer experiences.

We start by understanding what professional means before identifying areas we need to develop to become even more professional.

We spend time focussing on product, what makes it unique and class leading.

We also focus on the ways that companies purchasing the vehicle may be set up and the tax implications of this, so we can give sound unbiased buying advice.

finally we look the the legal requirements regarding, tachographs and operator licensing, so we can give good information to customers to help them navigate the maze of legislation they face.

This is then put into practice for a final round of presentations.

I hope when you need a pickup you deal with a professional!

More consultative selling skills…

Once again in sunny Birmingham with a dedicated team of individuals who work for a global FMCG brand, looking for ways to ensure that customers can understand the real needs they have, so that they understand how working in partnership can benefit them…

We started the day by understanding what a consultant is and what attributes and skills they have, before moving on to identify which of them we already have and which we need to develop in ourselves before adding some actions to our plans.

We then started to understand precision questioning and active listening before creating a set of SPIN questions to create real needs in our customers and tried them out.

Then we finished up by identifying real buyer motivations and ways to adapt our approach to be more appealing

A good couple of days work…
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