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President and CEO of Sales Gravy, Inc.
Growth Enablement and Leadership Strategist
Author of six books
2012 and 2013 Top 5...
Leadership: When others are willing to
follow YOU. Not because they have to,
not because they are paid to, but
because the...
3 Pillars of Leadership
Leading Managing Coaching
Shaping the Workplace
Vision
Inspiration
Innovation
Fresh Thinking
Movin...
5 Principles of Leadership
5 Levers of Influence
People First
Connect Position
People to
Win
Build Trust
Create
Positive
Emotional
Experiences
Relationship
Quality
Trusted as
Innovator,
Providing New
Ways to
Improve
Performance
Experience is
a Valued
Resource
Fair ...
Two Leadership Styles
High-Performance Mediocre
Stressed People Cannot Innovate
75% of the work force
reports that the most
stressful part of their
job, is their boss.
So...
Coaching is leadership communication
that empowers, engages, creates
connections, and builds trust with your
people.
9
Coa...
Coaching is an ongoing and ever evolving series of
real time interactions between a manager and an
associate, designed to ...
Retention of Training Without
Systematic Coaching
Productivity Impact of Training
Combined with Coaching
13%
22%
100%
Day ...
Coaching Moves the Middle
The MIDDLE shifts and
team performance
improves
About half of all
performance problems
stem from lack of
regular, ongoing
feedback and coaching.
Be Present
If people beli...
Standards Behavior Results Reinforcement
The Job
Customers
Peers
You
Expectations
Behaviors
Performance
Workplace Performa...
3 Things You CAN Control
Your Actions
Influence vs
Position
Your Re-actions
Persuasion vs
Coercion
Your Attitude and
Belie...
President and CEO of Sales Gravy, Inc.
Growth Enablement and Leadership Strategist
Author of six books
2012 and 2013 Top 5...
People Follow You: The Real Secret to What Matters Most in Leadership - Jeb Blount, SalesGravy
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People Follow You: The Real Secret to What Matters Most in Leadership - Jeb Blount, SalesGravy

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There's a high cost to poor leadership. Top producers bail. Revenues shrink. Change slows to a grinding halt. And no incentive or benefits package can undo the damage. On the other hand, the most effective leaders are masters at inspiring their people to take action. These leaders understand that by putting people first, they position themselves and their company for success. Ultimately, people follow leaders they like, trust, and believe in, leading to higher productivity and long-term development. People Follow You delivers a simple and actionable formula for building strong relationships with employees and co-workers and gaining their buy-in. You'll learn five levers critical to influencing change, retaining top performers and building high-performing teams.

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Transcript of "People Follow You: The Real Secret to What Matters Most in Leadership - Jeb Blount, SalesGravy"

  1. 1. Tweet This @salesgravy #ebizforum linkedin.salesgravy.com free.salesgravy.com/ebiz/
  2. 2. President and CEO of Sales Gravy, Inc. Growth Enablement and Leadership Strategist Author of six books 2012 and 2013 Top 50 Most Influential Sales and Marketing Leaders Top 10 Most Influential Sales Expert to Follow on Twitter Jeb Blount – jeb@salesgravy.com Sales Leadership Account Mgt.Self-Mastery Clients Include: Microsoft, Lockheed Martin, Miami Heat, Boston Celtics, Sprint, Express Scripts, US Air Force, MIT, Morgan Stanley, Verizon Wireless, ADP, Alaska Communications
  3. 3. Leadership: When others are willing to follow YOU. Not because they have to, not because they are paid to, but because they want to. The Real Meaning of Leadership People Follow You
  4. 4. 3 Pillars of Leadership Leading Managing Coaching Shaping the Workplace Vision Inspiration Innovation Fresh Thinking Moving People Emotionally Shaping the Work Systems Process Organization Planning Shaping People Observation Feedback Analysis Challenging Helping Reinforcing
  5. 5. 5 Principles of Leadership
  6. 6. 5 Levers of Influence People First Connect Position People to Win Build Trust Create Positive Emotional Experiences
  7. 7. Relationship Quality Trusted as Innovator, Providing New Ways to Improve Performance Experience is a Valued Resource Fair in Rewarding Individual Performance in the work Group Attitude Toward Job Knowledge of Market Place Knowledge of Products and Services 0% 0% 4% 9% 18% 29% 39% Impact Relationship quality and trust have the most impact on willingness to Follow You Coaching Builds Trust Source: CEB Solutions research, 2006 Relationships are Most Critical “Do you have my best interests in mind?” “Can you position me to win?”
  8. 8. Two Leadership Styles High-Performance Mediocre
  9. 9. Stressed People Cannot Innovate 75% of the work force reports that the most stressful part of their job, is their boss. Source: Robert Hogan, Personality and the fate of Organizations People Cling to the Status Quo To influence behaviors and change leaders must become adept at managing the emotions of associates and themselves.
  10. 10. Coaching is leadership communication that empowers, engages, creates connections, and builds trust with your people. 9 Coaching Is THE LANGUAGE of Top Leaders Challenges GuidesGenerates Self- awareness
  11. 11. Coaching is an ongoing and ever evolving series of real time interactions between a manager and an associate, designed to diagnose and correct/reinforce behaviors, specific to that individual. Coaching is Not an Event Ongoing Specific to the individual Real time
  12. 12. Retention of Training Without Systematic Coaching Productivity Impact of Training Combined with Coaching 13% 22% 100% Day 1 Day 30 Training Alone Training and Coaching Without OTJ reinforcement an 87% loss of training within one month... 88% …but combining training with coaching improves returns four fold. Coaching is Delivers Real ROI Source: “Executive Coaching as a Transfer of Training Tool”, Public Personnel Management, Winter 1997; “Building a World-Class Coaching Program” Sales Executive Council Coaching Anchors Training
  13. 13. Coaching Moves the Middle The MIDDLE shifts and team performance improves
  14. 14. About half of all performance problems stem from lack of regular, ongoing feedback and coaching. Be Present If people believe they are doing what they are supposed to be doing, why would it occur to them to do anything different?
  15. 15. Standards Behavior Results Reinforcement The Job Customers Peers You Expectations Behaviors Performance Workplace Performance Model
  16. 16. 3 Things You CAN Control Your Actions Influence vs Position Your Re-actions Persuasion vs Coercion Your Attitude and Beliefs Self-mastery vs Control over others Real power in influencing the behavior of your people is mastery over self rather than control over others.
  17. 17. President and CEO of Sales Gravy, Inc. Growth Enablement and Leadership Strategist Author of six books 2012 and 2013 Top 50 Most Influential Sales and Marketing Leaders Top 10 Most Influential Sales Expert to Follow on Twitter Jeb Blount – jeb@salesgravy.com Sales Leadership Account Mgt.Self-Mastery Clients Include: Microsoft, Lockheed Martin, Miami Heat, Boston Celtics, Sprint, Express Scripts, US Air Force, MIT, Morgan Stanley, Verizon Wireless, ADP, Alaska Communications
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