Based upon Tom's New York Times Bestseller Bringing Out the
Best in Others, this presentation shows your leadership team how
to keep everyone fully engaged, highly motivated, and performing
well in a challenging environment.
Because he combines his research into high performance with his
experience as an entrepreneur and CEO, he delivers actionable ideas
that can be put to use immediately.
Tom's research on high performance over the last twenty years has
covered astronauts, CEO's, Rhodes Scholars, female world leaders,
manufacturing operations, top students, top performing sales reps,
military achievers, U.S. presidents, and others.
He found that through thick or thin, leaders of high performing
teams consistently treat team members differently in 3 different
skill areas, and Tom's three-part message to leaders looking for
high performance from their team is to:
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Believe in them.
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Hold them accountable.
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Provide a supportive environment.
His research into sales managers, for example, showed that the
managers of high performing reps score 22% higher in their ability
to practice those three skills than do the managers of low
performers.
Most leaders use some degree of all three skills, but even in the
best of times very few use all three in a manner that consistently
gets the performance levels they want. The most common occurrence in
normal times is to overdo accountability and underdo support -
although sometimes the reverse is true. In turbulent times, this
imbalance gets even more pronounced and performance slips rather
than improves.
If you're getting your leadership team together, put Tom on
the agenda to show everyone how to boost performance within 24 hours
by going full throttle on all three factors.
And if you want to specifically boost sales, you need to
seriously consider The Sales Manager Boot Camp, a jam packed two day
workshop with 90 days of coaching to ensure long-term success. Previous
participants have improved sales from 80% of target to 133% of target
(in a declining economy), dropped an additional million dollars to the
bottom line on an annualized basis, and increased average line items per
order from 6-11. Refined and honed over the past 17 years, this program
can now be deliverd globally by culturally knowledgeable facilitators.
