We have often heard “If you can’t measure it, you can’t manage it.” Very true, but do we then go on to improve it. Terms such as benchmarking, metrics, ROI, cost per hire, profit per employee, staff turnover, LTIs etc. etc. are not ends in themselves. While the need to know is important, they are indicators that point the way for improvement and changes to be made.
So what kind of changes are needed? (more…)
As a senior executive you know that your organization lives and dies on the success of your sales force. There are many facets - strategies, procedures, guidelines, staff training and tools you introduce so that your sales management and sales team can be monitored and managed to create the result your company requires to grow, remain competitive and be successful!
However in time you may identify:
All brought about by perhaps a lack of effort, reduced focus and activity by your sales staff.
So how does this happen? (more…)
I had just begun to work with a company where I was going to mentor a number of senior managers on increasing engagement in their organisation, and was walking through the plant with the Operations Manager, who was showing me around the site. I had met him a few times and we had developed a good relationship – good enough that I thought I would have some fun with him. I couldn’t help notice an employee lazing about, appearing to have nothing to do. As we passed this “work” station a number of times, our friend’s disposition had not changed so I put the question to the Operations Manager, “When did he quit?” With a puzzled expression, the answer came back that he hadn’t quit, in fact had been working here for over 20 years. My big grin eventually gave the game away and we both laughed. However, it really was not a laughing matter. (more…)
I had occasion lately when asked to give a presentation to managers of a company on how to increase engagement in their organization. Sadly the senior manager was not all that impressed. She was looking for some precise methodology, or a “cook book” approach, anticipating that by the end of a four hour period, there would be clear strategies that all would have agreed on so that they could be left to implement. (more…)
As leaders, we should be continually asking ourselves questions such as:
Companies never remain static. They are either moving forward or going backward. A critical element in determining the direction is the development of their people. Where investment is made, it is often at the middle management level that can have minimal effect if Executive Management is not involved. CEOs who condone this by delegating (or abdicating) this responsibility to HR or individual managers do so at their peril! A high return on the investment in human capital needs to be modelled by starting at the top.
Today, there are so many books and articles on excellence in leadership that it is astounding engagement levels are running at barely 50%, costing this country $33 billion annually. Maybe we should find some courses and write some books on poor leadership and see if it makes any difference. (more…)
Today most commentators place coordination, cooperation and collaboration under the single banner of collaboration. But the important skill is knowing when to collaborate, cooperate or coordinate.
Motivating and holding staff today is arguably the toughest game in town and throwing money at employees is not necessarily going to provide any long-term success.
Ask yourself 2 questions.
Well if you have answered “Yes” then reflect on how your key people may respond. The same perhaps? If so, are there then implications for your business?
In the workplace, the home, the sporting field or in any activity where people come together to achieve a common purpose
HOW THEY “FEEL” IS DIRECTLY PROPORTIONAL TO HOW PRODUCTIVE THEY ARE
Not feeling OK is an annual $33 BILLION eyesore to Australian business, because people are not engaged. They don’t feel good about themselves and their situation for a wide variety of reasons such as lack of recognition, support, being poorly treated, ignored or not listened to. Some of them give up, even good people, because of this. They become disillusioned, cynical and negative. The major reason for this is lack of leadership or totally inappropriate leadership. It affects the bottom line, causing unhappiness, disharmony and pain.
