What really drives performance in your business

What Really Drives Performance in Your Business? Presented by Warren J. Rutherford Owner, The Executive Suite Certified 5 th Level Coach Director of Coaching - Innermetrix

How do you achieve Peak Performance?
Productive work in the new economy is work that applies vision, knowledge and concepts - work that is based on the mind rather than the hand. The center of gravity of the work force is shifting from the manual worker to the knowledge worker ." ~ Peter F. Drucker
“ All Profits Are Generated Between The Ears”

The Economy We Knew
1978 NYU Stern School of Business Study (5,000 companies)
95% correlation between balance sheet and business value

The New Economy We Need to Know & Understand
2005 NYU Stern School of Business Study
28% correlation between balance sheet and business value
Intangibles – the 72%
Intellectual Property
Strategy
Brand
Systems
Processes
Access to Capital
Off balance sheet items
Customer reputation
Executive Team

Change Of View
8 out of 10 employees now produce services rather than products ~ Deloitte Study
“ You Are the Brand” ~ Tom Peters
A recent Harris Poll of 23,000 workers found:
< 50% felt satisfied with their accomplishments at week’s end
80% were unenthusiastic about their work
40% felt burned out

The Problem
“ A growing trend of people who feel unfulfilled in their roles and dissatisfied and frustrated with personal results or success.”
I can’t wait for retirement
TGIF
Tell me again why I’m here?
I never seem to get ahead
Something’s missing
“ How many of you feel fulfilled by your roles and are satisfied with your level of performance and success?” ~ Show of Hands.

The Problem
“ Why do some people consistently achieve much greater success with less effort, while others - who work just as hard, are just as intelligent, and even work in the same environment - achieve much less ?”
The Problem is an epidemic of people who feel frustrated and dissatisfied with their own performance and success .

The Genius Study
To better understand The Problem, and identify it’s cause, in 2000 Innermetrix commissioned the “Genius Study”:
75 PhDs & 900 management consultants and coaches in the field
197,000 employees from 23 countries
80 natural talents relating to performance measured
Business performance metrics:
Level I - Below Average
Level II - Average
Level III - Above Average
Level IV - Excellent
Level V - Genius

The Genius Study
To flesh out the lessons learned in the study, Innermetrix interviewed hyper-successful people who did NOT suffer from The Problem:
Anthony Robbins – Peak Performance Expert
Dan Lyons – World Champion ~ Olympian
Frances Hesselbein – Peter F. Drucker Foundation ~ Girl Scouts of America
Laurence Higgins M.D. – Chief Sports Medicine ~ Harvard
Dr. Marshall Goldsmith – NY Times best-selling business author & Fortune 500 Coach
Michael Lorelli – President ~ PepsiCo and Pizza Hut
Randy Haykin – Founder ~ Yahoo Inc.

The Genius Study - Results
No statistically significant correlations between performance and any natural talents
All roles, all industries, all levels
Two acquired skills
Self-Awareness
Authenticity
Meaning:
Anyone can achieve the 5 th or Genius Level of performance
But it requires concrete self-awareness & authenticity

The Genius Study - Results

The Simple Take-Away

The Non-Genius Approach Results Consistency Satisfaction Effort Stress Discomfort

The Genius Approach Results Consistency Satisfaction Effort Stress Discomfort

To Achieve Peak Performance – Knowledge becomes King
In achieving human peak performance, there are 3 core areas to understand.
WHAT - natural talents does a person possess
Tiger Wood’s “sand game” is in the bottom quartile of all golfers.
But he is one of the best long-ball players, so instead of focusing on his sand game he focuses on his long game and NOT being in the sand.
Well, that used to be his challenge!
WHY - are they motivated to use them
People are like dynamite
The power is inside but nothing happens until the fuse gets lit.
HOW - do they prefer to use them

Self Awareness & Authenticity
Understanding WHAT, WHY, and HOW affects:
Attitude
Talent
Performance Improvement
Efficiencies
Behaviors
Engagement
Corporate and Individual Performance

The Single Greatest Differentiator of Genius Performance is - Turning Right much more than you Turn Left

How to Increase Performance in Your Business
Break with conventional wisdom on how to treat and develop talent
Create role flexibility & individuality
Develop better individual self-awareness
Foster and demand authenticity

How to Increase Performance in Your Business
To achieve more flexibility :
Equally consider both the job and the person future fit
Allow more autonomy/independence
Involve people in the strategic setting of their roles
Stop hiring in the blind
Stop promoting people out of their competencies (silo development)
Build roles around people instead of the other way around

Strategies to Succeed
How do people contribute to the success of our business?
Cornell Study –
Workforce alignment requires -
The right types of people,
In the right places at the right times,
Doing the right things right.
A company with the right types of people has employees with the knowledge and skills necessary to help that company achieve its goals.
Hire, Manage, and Motivate Smarter.

How to change directions
To achieve better awareness of individual talents and non-talents…just measure them.
WHAT WHY HOW

The Complete Picture The key to successful Individual Excellence lies in the combination of a person’s WHAT, WHY & HOW (Talents, Values and Behavior). (DISC Index) (Behavior) How ( Attribute Index) (Talents) What (Values Index) (Drivers) Why Individual Excellence Will

Summary
There’s a big problem in our world today:
It’s costing business Billions
It’s costing much more than that to the individuals
It grows out of a legacy of outdated management principles and beliefs (The one right way)
Those geniuses around us have figured out how to stop it
Challenge conventional thinking, introduce new beliefs and flexibility, enlist opinions, get out of the way
Organizations:
“ Turn on the Geniuses hiding in your midst”
Individuals:
“ You get what you accept…Just Do You!”

Summary
Let me ask a few questions -
Do you know your talents, your skills, your reasons, & your way?
Can you increase your self-awareness & authenticity?
Can you modify your role to become a better leader, manager, employee?
What is your belief that you can get there?

Summary
The WHY -
Understanding + Change
=
More Production + Profit for You .

Thank you! For more information - Warren J. Rutherford Owner The Executive Suite 129 Airport Road Hyannis, MA 02601 [email_address] www.theexecutivesuite.com 508-778-7700

What really drives performance in your business

by The Executive Suite

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