Archive for September, 2008

Pictorial Performance

Thursday, September 25th, 2008

Everyone’s creative brain works differently. Some musicians see notes as colours, some artists think in abstract images or shapes, and writers tend to think in rich language. What has been scientifically proven is that people have different ways of expressing themselves and different learning styles to assimilate information.

If you’re the type of salesperson or manager that finds lengthy memos and reports baffling, the chances are you need a different approach to absorb and relay critical information. This could be particularly challenging if you’re prone to dyslexia, which due to improved diagnostic methods, is becoming an increasingly common condition.

However, just because you find written communication challenging, does not mean you’re not brilliantly equipped to understand a situation, or be able to react to it. It’s just a question of acknowledging you have a different visual learning style, and learning ways to adapt to it.

Anyone who has taken any sales training or management training will have realised that there are many ways to represent a situation without having to rely on words alone. Management tools and techniques such as the ‘Force Field Analysis’ and the ‘Control Loop Mechanism’ use a pictorial or diagrammatical method of communication problems and solutions.

Whether it’s through the above techniques, or simply laying out information in terms or bar charts, pie charts, graphs or tables, it’s worth investing in your personal development to find ways to ‘draw’ things out.

Open approach to problem solving

Thursday, September 25th, 2008

Organisations are so dynamic nowadays; the modern manager is expected to be flexible and adaptable to whatever new situation arises. This means they need to possess the skills to handle any number of a wide variety of problems that are thrown at them.

Part of what separates a good manager from a great one is his or her ability to efficiently and effectively manage problems as and when they arise. This explains the upsurge in management training courses undertaken, as they equip the manager with tools and techniques to break down issues and solve them quickly.

It’s important to understand that all problems are simply indicators of something not happening as we’d like or expect. Finding or analysing the causes that have lead to this undesired outcome will make it much easier to rectify it. Ask yourself the five golden open words; Who, What, Where, How and When:

Who does this problem involve? Who is equipped with the greatest knowledge of its issues?

What actually is happening? What are the implications of it? What has changed to make this the case?

Where within or outside the organisation is this problem manifesting itself?

When does it happen?

How does it manifest itself? How does it happen?

Collective cause analysis

Wednesday, September 24th, 2008

Generalisation in management is a dangerous thing. When you’re under pressure from your superiors to give instant feedback, the temptation is to categorise problems in a general fashion; ‘the goods inwards problem’, ‘the productivity problem’ etc. You may begin to see them that way. That type of generalisation is de-constructive.

The trouble is both your managers and your team may have a different perspective on what that problem may be. Imagine you’re a manager who is not happy with the results of your team. Perhaps, you have sent your personnel on some telephone sales training and you’re not seeing the results you expected. You have a sales problem.

Before you jump to conclusions and behave in a reactive fashion, it’s a good idea to undertake some thorough cause analysis. You need to ask yourself – “Why is this happening, what is stopping my expectations being met?”

For example, you may discover that your sales team are not achieving their telephone sales targets, not because they are under-performing, but that peak selling times are clashing with a scheduled interdepartmental meeting.

Just because you’re responsible for implementing positive change, doesn’t mean you have to find all the answers yourself. Identify what or who is involved with the difficult issue, and consult with them. They will help you have a much clearer cause analysis of the situation. Identify what specifically you want to achieve, set a clear objective that everyone signs up to, and take any corrective action necessary to help them achieve it.

If you have weeds, pull up the roots

Tuesday, September 23rd, 2008

We’ve often heard people describe effective managers as ‘problem solvers’. A typical day at the office may be littered with little problems, which leads to the feeling of ‘fire-fighting’. A manager may take quick and decisive action, only for a related issue to rear its head shortly afterwards.

The problem is, the problem is not always the problem! The term itself is a negative one, and can often misdirect the manager in trying to find a direct solution. Try to see a ‘problem’ as a piece of information which is trying to tell you why something is differing from the norm. Thereby, one needs to remember the cause and effect principle; what has changed or happened to cause this new development?

Every issue has a reason behind it, and often exploration of the foundation, or indeed the ‘roots’, can highlight a completely different area that requires your attention. Some of the benefits of management training are that a wide variety of analytical skills and techniques can be covered to help you.

In summary, the best method of solving ‘problems’ is to take a step back, and consider why something might be happening, and what it’s root cause may be. Become a manager that is great at ‘cause analysis’ not just a problem solver.

Give your words a K.I.S.S

Tuesday, September 23rd, 2008

If you’ve undertaken any sales training during your career, you might be familiar with the K.I.S.S. acronym; Keep it Simple Stupid! Interpreted simply, it applies to not over elaborating on your sales pitch.

However, it’s a useful acronym for managers to bear in mind too. If you’re a manager with a penchant for writing lengthy memos to your staff, or you tend to get lengthy written communication from others, bear in mind to give them a K.I.S.S.

First, let’s look at receiving paperwork. Often, you’ll scan through the article, and there will be two or three pertinent points that need your attention. Highlight them, or jot them down on the bottom of the page. This will remind you of what you need to focus on, and will help you avoid reading the whole thing the next time you pick it up.

Secondly, there’s the written work you send out, perhaps a report. Does it need to be eloquent and detailed? Consider how you might be able to quickly and concisely make your points; this increases the likelihood of them being taken on board.

Encourage your pen pals to adopt the K.I.S.S. principle. It’s a time saving device that can free you up, and help everyone focus on what they really need to say, or really need to know.

Standing up for yourself

Monday, September 22nd, 2008

As anyone who has ever undertaken any sales training should know, body language is an important communication technique. Body language can account for up 55% of your communication skills, and can be used to great effect whatever your job function, whether in management or sales.

Stand up to deflect interruptions
If you’re the type of manager who has an open door policy, if you’re busy when someone comes in to interrupt you, stand up. Standing up and asking how you can help, will encourage the other person not to sit down and get comfy; it encourages them to get to the point. If the discussion needs to go further (to your benefit!) decide whether you both should sit, and even better, schedule a discussion for when it suits you.

Stand up in meetings
If you want to encourage an efficient and effective brief meeting, conduct it standing up, and encourage the team to be on their feet as well. This avoids digression, and keeps people focused. Being on your feet will give the impression that what you have to say is important. A good tip; don’t shuffle around and look at the carpet. Keep relatively still and give everyone in the team eye contact, especially when you’re making a decisive point.

Standing up on the phone

Monday, September 22nd, 2008

Increasingly in this fast paced business world, a vast amount of negotiations take place via the telephone, and sales training should involve telephone technique.

Let’s focus on just one powerful technique: standing up. The following points illustrate the benefits of getting off your backside, and on your feet.

Standing up on the phone
Invest in a headset, so you’re free to stand up and even gesticulate while you’re on the phone. If you need to close a sale – stand up before you get there. If you need to encourage a sub-ordinate to do something important – stand up. If you’re purchasing key equipment and are haggling with your supplier – stand up.

Standing while you’re on the phone changes your vocal tone and greatly helps with assertiveness. As any actor will tell you, it also changes your breathing and automatically makes you feel more confident. Move and gesticulate when it feels natural, and you will sound natural. If you want to stress an important point, stay still - it will help accentuate your message.

Additionally, if a conversation is dragging on too long – stand up, it will help get to the end of the discussion.

A note of caution: if you’re in a confrontational discussion, and want to avoid further conflict, stay seated! Likewise, if you’re dealing with an important customer with a complaint, stay seated – it will help you remain empathetic. When it comes to promising them how you’re going to resolve their problem, stand up again, it will help them believe in what you say.

Plan for the unexpected

Sunday, September 21st, 2008

A common gripe one might hear from sub-ordinates regarding their managers, relates to hypocrisy. Staff or team managers are expected to be time efficient, and experts at prioritising their work according to management’s requirements. Can the same be said for you as a manager?

“Oh well, that’s different!” you might cry, “My job means I have to be totally flexible and re-active”. But does it? A manager is constantly expecting their staff to account for their time, and dish out tasks to be completed in time, but often doesn’t invest in his or her own personal development to improve efficiency.

One thing a manager would benefit from, is taking a long hard look at the work they do. Set out your tasks for the day, week or month, as they relate to your objectives. Keep a diary for a month, and detail exactly what you have done, and how long you spent on it. It’s time consuming, but it is worth it. Now, at the end of each week, or the month, compare what you actually did, with what you originally set out to do.

Look at the disparities, and group them (e.g. ‘Interruptions’, ‘impromptu meetings’ and ‘unforeseen phone calls’ etc.) Now, you should have a better picture of your real work. In future, you only have 8 to 10 hours in any given day, how much can you realistically expect to do.

Stop bringing forward tasks to the next day and the next, because you failed to analyse the time you really needed to do them. It’s critical that you really set out to do what you need to do, in the time it should take, and avoid any distraction. Delegate that which isn’t being done by you but that could be done by others. More importantly, plan for the unexpected, it’s normal so expect it.

Give your routine 30 days

Saturday, September 20th, 2008

You may work in a hectic organisation, in which demands come at you all through the day and in all different directions. This may result in the modern manager finding it a challenge to try and organise their day, their week, or even their month!

If you’re a manager that feels that you are constantly fire-fighting, or treading water, it’s time you invested in your own personal development and changed the way you work.

We are creatures of habit, yet the human being is incredibly adaptable to any situation. How quickly can an initial crisis, or stressful environment, which at first seemed insurmountable, become the norm? It time you used your adaptability to your advantage. The key is to create a routine.

Take a step back and look at your role and responsibilities. Consider the things each day, each week or each month that you simply have to achieve. Some of these tasks may be pleasurable, others won’t. Take charge! Schedule times in your diary to carry out specific and important tasks. Make tackling them a regular event.

As soon as your brain gets used to the new positive routine and stops associating important demands with the negativity of fire-fighting, you will have a much greater sense of achievement.

Plan out a regular routine designed to meet your important goals. Stick to it for 30 days. It will become the norm, and you will benefit greatly from it.

Confusing ‘urgent’ with ‘important’

Friday, September 19th, 2008

As a manager, how many times a day are you telling people things are ‘urgent’, or being handed tasks by superiors which have been labelled by the same term?

It’s an incredibly easy and common mistake to confuse ‘urgent’ with ‘important’. Anyone who has undertaken some management training may recognise the terms as relating to the ‘time management quadrant’ technique.

Urgency relates to time and time only. A manager constantly has to react to things in the moment, whether it is a ringing phone, or the sub-ordinate popping into the office for advice. As such, these things suddenly become ‘urgent’, because apparently they have to be done there and then.

Focus on what is actually ‘important’. If something is important it relates to an essential element of your objectives. Therefore, it has a significant impact on your results. It is results that count, not effort.

The next time you are presented with an ‘urgent’ task, take a step back. Is it only time critical, or does it relate something vital you want to achieve? Only you know what is really important in the context of all your other tasks. Take control of your time and stop re-acting to others demand. Identify what’s urgent ¬and important, and do that first.