If No One is Following You Aren't Leading

Brian Smith-PLDBrian Smith-PLD
http://briansmithpld.comhttp://briansmithpld.com 11
If No One is FollowingIf No One is Following
You Aren’t LeadingYou Aren’t Leading
Understanding Behaviour &Understanding Behaviour &
How it Impacts PerformanceHow it Impacts Performance

Leadership SkillsLeadership Skills
Question?Question?
What skills do you believe a greatWhat skills do you believe a great
leader needs?leader needs?

Getting Along to Go AlongGetting Along to Go Along
Worth Remembering:Worth Remembering:
The most important single ingredientThe most important single ingredient
in the formula of success is the knackin the formula of success is the knack
of getting along with people.of getting along with people.
- Roosevelt- Roosevelt

You Can Learn How To:You Can Learn How To:
 Communicate & interact moreCommunicate & interact more
effectively.effectively.
 Better manage situations to helpBetter manage situations to help
build strong and collaborative teams.build strong and collaborative teams.
 Motivate others to consistentlyMotivate others to consistently
perform at their personal best.perform at their personal best.
 Appreciate diversity as a strength.Appreciate diversity as a strength.
 Deepen your understanding of yourDeepen your understanding of your
management and leadership style.management and leadership style.

EQ vs. IQEQ vs. IQ
Worth Remembering …Worth Remembering …
““We are being judged by a newWe are being judged by a new
yardstick; not just how smart weyardstick; not just how smart we
are, or by our training and expertise,are, or by our training and expertise,
but also by how well we handlebut also by how well we handle
ourselves and each other.”ourselves and each other.”
- Daniel Goleman Ph.D. Harvard- Daniel Goleman Ph.D. Harvard
Author, Emotional IntelligenceAuthor, Emotional Intelligence

Motivation is Inside OutMotivation is Inside Out
““The common wisdom is that …The common wisdom is that …
managers have to learn to motivatemanagers have to learn to motivate
people. Nonsense – Employees bringpeople. Nonsense – Employees bring
their own motivation”their own motivation”
- Tom Peters- Tom Peters

The Motivation EquationThe Motivation Equation
Personal NeedPersonal Need
++
Goal Directed Behaviour =Goal Directed Behaviour =
WIIFMWIIFM

AttitudeAttitude

The Attitude ChallengeThe Attitude Challenge
Question:Question:
 Who is in control of your attitude?Who is in control of your attitude?

Attitude is a ChoiceAttitude is a Choice
““Everything can be taken away fromEverything can be taken away from
man but one thing – to choose –man but one thing – to choose –
one’s attitude in a given set ofone’s attitude in a given set of
circumstances, to choose one’s owncircumstances, to choose one’s own
way.”way.”
-- Viktor FranklViktor Frankl
* Mans Search For Ultimate Meaning* Mans Search For Ultimate Meaning

Worth RememberingWorth Remembering
 Everybody has oneEverybody has one
 No two are exactly the sameNo two are exactly the same
 It’s 100% in your controlIt’s 100% in your control
 It’s a matter of choiceIt’s a matter of choice
 How would the people you work withHow would the people you work with
and interact with rate your attitude?and interact with rate your attitude?

BehaviourBehaviour

Perception or RealityPerception or Reality
““We do not deal in reality onlyWe do not deal in reality only
perception – theirs not yours“perception – theirs not yours“

What Do You See?What Do You See?

Who Do You See?Who Do You See?

Why Behaviour?Why Behaviour?
Behaviour is:Behaviour is:
 Observable 20%Observable 20%
 Situationally-basedSituationally-based
 FlexibleFlexible
 DynamicDynamic
 Based on yourBased on your
thoughts andthoughts and
beliefsbeliefs

Dimensions of BehaviourDimensions of Behaviour
DD – Dominant– Dominant
II – Interactive– Interactive
SS – Steadiness– Steadiness
CC – Conscientious– Conscientious
This Photo by Unknown Author is licensed under
CC BY-SA-NC

The Rules About OthersThe Rules About Others
 Different is justDifferent is just
that,that, Different.Different.
 There is richness inThere is richness in
diversitydiversity
 By understandingBy understanding
yourself betteryourself better
you will learn toyou will learn to
understand othersunderstand others

Different StrokesDifferent Strokes
 DominantDominant: Quick action, power and: Quick action, power and
authority, prestige and challenge.authority, prestige and challenge.
 InterpersonalInterpersonal: Entertaining, being: Entertaining, being
optimistic, participating in a group.optimistic, participating in a group.
 SteadySteady: calm, patient, loyal, a good: calm, patient, loyal, a good
listener, specialized skills.listener, specialized skills.
 ConscientiousConscientious: Attention to detail,: Attention to detail,
very analytical, checks for accuracy.very analytical, checks for accuracy.

Strengths Become WeaknessesStrengths Become Weaknesses
 DD:: who is good at directing andwho is good at directing and
deciding, may become autocratic.deciding, may become autocratic.
 II:: who is good at promoting andwho is good at promoting and
persuading, may oversell.persuading, may oversell.
 SS:: who is steady and agreeable, maywho is steady and agreeable, may
give in despite their needs.give in despite their needs.
 CC:: who is good at analyzing andwho is good at analyzing and
checking, may become indecisive.checking, may become indecisive.

Good Habits = Good ResultsGood Habits = Good Results
““Excellence is not an act but a habit.Excellence is not an act but a habit.
The things you do the most are theThe things you do the most are the
things you do the best.”things you do the best.”
- Marva Collins- Marva Collins

New BeginningsNew Beginnings
CC – Commit to a new beginning– Commit to a new beginning
HH –– Habits. Stop one, start anotherHabits. Stop one, start another
AA –– Action not wordsAction not words
NN –– Never give upNever give up
GG –– Goal oriented. Set targetsGoal oriented. Set targets
EE –– Evaluate your planEvaluate your plan

TheThe ArtArt ofof
CommunicatingCommunicating

TheThe ArtArt of Communicatingof Communicating
““No one has ever harmed theirNo one has ever harmed their
stomach by swallowing evil wordsstomach by swallowing evil words
unsaid.”unsaid.”
- Sir Winston Churchill- Sir Winston Churchill

Communication SkillsCommunication Skills
Question?Question?
communicator needs?communicator needs?

By The NumbersBy The Numbers
Question:Question:
 On a percentage basis how much doOn a percentage basis how much do
you think we communicate by theyou think we communicate by the
actual words we say?actual words we say?

Answer:Answer:
1.1. Actual Words _____ %Actual Words _____ %
2.2. Voice Tonality _____ %Voice Tonality _____ %
3.3. Body Language _____ %Body Language _____ %
* Based on the work of Dr. Ralph Nichols – “Are You Listening?”* Based on the work of Dr. Ralph Nichols – “Are You Listening?”

Worth RememberingWorth Remembering
 You cannotYou cannot notnot communicatecommunicate
 Whenever contact is madeWhenever contact is made
communication occurscommunication occurs
 Meanings are in people not in wordsMeanings are in people not in words
 All types of communications areAll types of communications are
received but 70 to 90% are screenedreceived but 70 to 90% are screened
out or changed by the receiver.out or changed by the receiver.

““If the essence of communication isIf the essence of communication is
to send the message and have itto send the message and have it
received as it was intended; thenreceived as it was intended; then
you must keep in mind that you’reyou must keep in mind that you’re
not the most important person in thenot the most important person in the
conversation.”conversation.”
- Brian Smith- Brian Smith

ActiveActive ListeningListening

Listening SkillsListening Skills
Question?Question?
listener needs?listener needs?

““We have two ears but only oneWe have two ears but only one
mouth. Some people suggest that’smouth. Some people suggest that’s
because we should spend twice asbecause we should spend twice as
much time listening as opposed tomuch time listening as opposed to
talking. Others suggest it’s becausetalking. Others suggest it’s because
listening is twice as hard.”listening is twice as hard.”

WeWe AllAll Suffer From Tune-OutSuffer From Tune-Out
 We have the ability to listen at a rateWe have the ability to listen at a rate
of ___ to ___ words per minute.of ___ to ___ words per minute.
 We can speak at a rate of ___ to ___We can speak at a rate of ___ to ___
words per minute.words per minute.
 That means we can tune-out up toThat means we can tune-out up to
___ words per minute.___ words per minute.
* Based on the research of Dr. Ralph Nichols. Author of “Are You Listening?”* Based on the research of Dr. Ralph Nichols. Author of “Are You Listening?”

A recent survey revealed:A recent survey revealed:
 Individuals listen about 25% of theIndividuals listen about 25% of the
timetime
 Most people recall only 50% of whatMost people recall only 50% of what
they hearthey hear
 70% of all misunderstandings70% of all misunderstandings
happen because people do not listenhappen because people do not listen
to each otherto each other

Are You Listening?Are You Listening?
 Take out six letters and it will revealTake out six letters and it will reveal
a very popular word.a very popular word.
 What word did it reveal?What word did it reveal?
SBXNIAELTASREANTSSBXNIAELTASREANTS

5-Steps to5-Steps to ActiveActive ListeningListening
 Listen to understandListen to understand
not necessarily tonot necessarily to
agreeagree
 Give the sender yourGive the sender your
full attentionfull attention
 Ask questions forAsk questions for
clarityclarity
 Summarize andSummarize and
paraphraseparaphrase
 Tune into words,Tune into words,
feelings and bodyfeelings and body
language.language.

Team BuildingTeam Building
You need them a whole lot more thanYou need them a whole lot more than
they need you. You’re goingthey need you. You’re going
to look pretty silly trying to run it allto look pretty silly trying to run it all
by yourself.by yourself.

ExpectationsExpectations
Question:Question:
What do you expect from a goodWhat do you expect from a good
team player?team player?

Conflict ResolutionConflict Resolution
It’s not about proving you’re right andIt’s not about proving you’re right and
they are wrong. It’s about doing whatthey are wrong. It’s about doing what
you need to do to resolve the conflictyou need to do to resolve the conflict
and move on. You don’t have to likeand move on. You don’t have to like
them but you do need to get alongthem but you do need to get along
with them.with them.

Resolution TechniquesResolution Techniques
 Separate the people from theSeparate the people from the
problem.problem.
 Focus on needs not wants.Focus on needs not wants.
 Come up with all the options you canCome up with all the options you can
that would resolve the situation.that would resolve the situation.
 Insist that the results are based onInsist that the results are based on
an objective standard.an objective standard.

Creative Problem SolvingCreative Problem Solving
There’s a 1000 different ways to solveThere’s a 1000 different ways to solve
the same problem – it doesn’t have tothe same problem – it doesn’t have to
be your way as long as it solves thebe your way as long as it solves the
problem. A good idea becomes a greatproblem. A good idea becomes a great
idea the more that you allow others toidea the more that you allow others to
have imput.have imput.

Problem Solving SkillsProblem Solving Skills
 Deal with the problem immediately.Deal with the problem immediately.
 Define the problem carefully.Define the problem carefully.
 Separate people from the problem.Separate people from the problem.
 Determine the desired outcome.Determine the desired outcome.
 Make a list of practical solutions.Make a list of practical solutions.
 Don’t get trapped in thinking there isDon’t get trapped in thinking there is
only one resolution.only one resolution.

2121stst
Century LeadershipCentury Leadership
Let’s GetLet’s Get FOCUSEDFOCUSED© on People© on People
FF –– Friendly: Smile and say helloFriendly: Smile and say hello
OO –– Observant: Help people in needObservant: Help people in need
CC –– Confident/Competent: Be a ProConfident/Competent: Be a Pro
UU –– Understanding: See it from their sideUnderstanding: See it from their side
SS –– Sincere: Be genuine – show interestSincere: Be genuine – show interest
EE –– Energized: Be enthusiasticEnergized: Be enthusiastic
DD –– Dependable: Mean what you sayDependable: Mean what you say

Google’s Top TenGoogle’s Top Ten
1.1. Is a good coach.Is a good coach.
2.2. Empowers team and does notEmpowers team and does not
micromanage.micromanage.
3.3. an inclusive team environment,an inclusive team environment,
showing concern and well-being.showing concern and well-being.
4.4. Is productive and results-orientated.Is productive and results-orientated.
5.5. Is a good communicator – listensIs a good communicator – listens
and shares information.and shares information.

Google’s Top TenGoogle’s Top Ten
1.1. Supports career development andSupports career development and
discusses performance.discusses performance.
2.2. Has a clear vision/strategy for theHas a clear vision/strategy for the
team.team.
3.3. Has key technical skills to helpHas key technical skills to help
advise the team.advise the team.
4.4. CollaboratesCollaborates
5.5. Is a strong decision-maker.Is a strong decision-maker.

Thank YouThank You
Did you get your WIIFM?Did you get your WIIFM?

Contact InformationContact Information
Brian Smith
Power Link Dynamics
Phone: 613.323.4470
Email: brian@briansmithpld.com
Web: https://briansmithpld.com
To find out more about Brian and
what he can do for you and your
organization visit his PLD website or
send an email.

If No One is Following You Aren't Leading

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