Where should a leader focus their attention?

This podcast explores the challenges that leaders face of where to focus their attention. In a crisis situation, leadership time is required to make fundamental day to day decisions, that generally would be taken elsewhere. Finding a balance between getting stuck in and keeping the wider view is one all leaders and managers face.

Rob and Rich suggest that time needs be split between Growing, Running and Protecting the business, and how the need to protect (in the current COVID Crisis) and run (with key staff on furlough) may cause leaders to lose focus on moving their business forward.

This podcast was recorded while we are in the middle of lockdown. Like most people, we are working from home, making do and still looking to answer the questions that are getting in the way.

Photo by Jonathan Farber on Unsplash

Why are some teams more engaged in what they do?

Some teams just get it, they immerse themselves in the work or activities of the team to deliver amazing results. What is it that they have, that other teams don’t?
In this podcast, Paul proposes that this is down to a connection to the higher purpose, and along with Graham they explore what that means.

This podcast is part of a short series on productivity, where we are exploring how you can Sell More, Save More and Do More, both personally and for your team.

Tracking performance from home

Think about how you track your team’s performance in the office: if everyone’s hard at work at their desks from nine to five, and you can see (almost feel) that everything’s getting done, then that’s a success, right?

If you’ve already started working from home in the last couple of weeks, I’m sure it’s become clear that keeping track of your team like that is impossible when working remotely. The issue is that most managers are unconsciously accustomed to tracking their teams’ inputs. That is, so long as they can see time and effort being put into the job, meetings are happening and people are staying behind to finish up things, then they’re not too concerned with what comes out the other end.  

That might feel a little shocking, but ask yourself, when was the last time you really checked that the work you and your team were doing was really the greatest contribution you could make?

In the world of remote working, most of the methods you had of tracking inputs have gone. As a manager, you’re isolated from your staff and can’t tell if they’re really at their desks during regular office hours, or if they’re off having a nap, or catching up on Netflix.

Here’s what you need to realise: that doesn’t matter!

It’s time to reassess your measures of success, so you focus on the quality of what is being achieved (the outputs), not the way the work is done (the inputs). That way you won’t find yourself doubting your team unnecessarily. Either the work is being done, or it isn’t. There are some roles that still require specific tasks in a certain order. However these days most things can be achieved in a multitude of different ways, and your way, even if it is the best for you, may not be the best for everyone else (especially now that most of are working in unfamiliar ways and places)

Instead of hounding your employees several times a day to make sure everyone’s at their computer, take stock of the work that’s being produced. Is everything being completed on schedule, and to the same quality as you’d expect in the office (or near enough, as people need time to adapt to remote working)? Are your clients or key stakeholders happy with how everything is being handled? Are they getting what they need, when they need it?

If yes, then your team is still working well, despite being at home. They don’t always need to be at their desks at the same times as they would in the office, because we all adapt to remote work in different ways, best suited to our own personal situations. What matters is that their performance hasn’t dipped. The more control they feel about how they can organise their time, and make it work with the other pressures in their life, the more focused, engaged and resilient they will be.

When you find yourself saying no to these questions, that’s when you go back and look at the inputs. Make sure that there is a clear understanding of what is expected, and that they have the belief that this is still possible now that their working conditions have changed.  You may need to spend some time rebuilding clarity and belief, as the current situation and changes in how we work can easily create wobbles.  I

It is worth remembering though, that in the short term at least, it is likely that the change to remote working might be the only factor causing the dip, which can only be resolved through support (probably a mix of psychological, managerial and technological!) and allowing employees the time to adjust.

The key to tracking performance remotely is to redefine what ‘success’ means to you and your team. Previously, unconsciously, you might have related it to inputs and how long your people spend on tasks. Be wary of this, as it can lead to (very ineffectual) presenteeism, where the only focus for your team is putting enough face time in with you to appear busy.

Define success in terms of output-driven KPIs, that connect the work your team do with your team’s purpose. The purpose of a team or business unit is not measured in numbers of meetings,  reports delivered on time, or how many calls made; these are just inputs designed to help you hit your goal. 

By defining measures around what you want to achieve and not how you think it needs to be done, you can allow the team to find their own way. So, no matter when, where, or how your team chooses to work, you can be confident that they’ll perform as well outside the office as in it.

What is psychological safety and why is it important?

Psychological Saftey has become popular in business thinking, but what is it and is it just another fad, or something that adds real value to teams and businesses?
Ricky asks Paul to explain it and they dig into why psychological safety has such a big impact on performance.

This podcast is part of a short series on productivity, where we are exploring how you can Sell More, Save More and Do More, both personally and for your team.

What is the power of a goal?

Business coaches and trainers recommend goals, but why? What special power does a goal have that makes it worth taking time and effort to define.

Ricky asks Rob to explain why goals are powerful and how they impact our attention when done correctly.

This podcast is part of a short series on productivity, where we are exploring how you can Sell More, Save More and Do More, both personally and for your team.

Why do people with the longest lists get the least done?

Do the people with the biggest to-do lists get the most done?  Are multitaskers really more effective.

Graham and Paul explore the dangers of aiming to do much, and the compromises that cause us to make to our own productivity.

This podcast is part of a short series on productivity, where we are exploring how you can Sell More, Save More and Do More, both personally and for your team.

Why should we involve people who don’t think like us?

We are all predisposed to work with and spend time with people who are like us, but this lack of diversity can be limiting in business decisions, reinforcing assumptions and creating cultures that miss opportunities.  One area where this can have a massive impact is sales teams, who often ignore other perspectives as they appear to create obstacles.

Richard and Graham explore how diversity of thought can be achieved just by including colleagues in different roles, to help you see the world from different perspectives, and create better solutions.

This podcast is part of a short series on productivity, where we are exploring how you can Sell More, Save More and Do More, both personally and for your team

How do we create permission?

Managers are often frustrated by the lack of initiative taken by the people in their teams, while the team members are frustrated by the perception that they are not allowed to get on with what needs to be done.

Rob and Ricky explore how this common misunderstanding happens and look at how managers can create the sense of permission that their team members need to move forward.

This podcast is part of a short series on productivity, where we are exploring how you can Sell More, Save More and Do More, both personally and for your team.

Why do we hesitate to pick what we actually want to do?

We some many options available to us, it feels like it should be easy to work out what it is we need to, or which goals we should focus on.  However, this wealth of choice can be overwhelming and sometimes leads to people hesitant to focus down on any specific area.

In this episode, Rob and Paul look at some of the causes and discuss strategies for getting momentum on the few things that will have the biggest impact.

This podcast is part of a short series on productivity, where we are exploring how you can Sell More, Save More and Do More, both personally and for your team.

How does coaching help when leading sales teams?

Coaching can help generally in the workplace, and not just when leading sales teams. From a management point of view, it’s a great skill or ability to have, regardless of the team you are leading.

Here, Richard and Graham look at how knowing the way to coach properly can be invaluable in helping develop your people, including sales teams.

The first thing to know about coaching is that many people misunderstand what it is. Mention the word and their first thought is possibly about a sports coach, shouting at their team from the sidelines, imploring them to do better. Or they see it in a negative context, imagining a formalised session with their manager in which coaching is a remedial tool to improve their failing performance.

Although coaching can sometimes be about improving poor performance, equally it can be about helping someone who’s good to get even better. It assumes that the person has some understanding of their role, as well as a certain level of skill and experience. Coaching should unlock the potential of the individual.

Coaching helps give structure, focus and clarity to people who know they want or have to do better. It helps them to move forward by using the knowledge and skills they already have. This can be done by asking questions that cause a deeper level of thinking. If a member of your sales team tells you “I want to get better at sales”, narrow it down for them by asking “What aspect of sales do you want to get better at?”. If, for instance they reply “Lead generation”, ask “What aspect of lead generation?”

Once the questioning has helped someone find their focus, a good coach will then help them open up their thinking by asking more questions: “So now you know what you want to do, let’s think of ways you could do it.” Get creative and try not to tell them exactly what to do. It’s sometimes tempting for managers to say “When I did your job, what I did was…” or “If you look at so-and-so, what they’re doing really well is this…”. Instead, explore options and draw on what the individual knows or is good at.

A good coach encourages people to think for themselves, rather than telling them what to do, which will limit their thinking.

The next essential part of coaching is to ensure that the person is going to take ownership of what’s been discussed. How are you going to make sure they will put things into action, that they have bought into it? Check their motivation and confidence. Ask when they are going to start? What’s the first action? What specific things are they going to do?

Finally, always offer follow-ups: “What can I do? How can I be of help to you?” And remember, coaching doesn’t have to be formal. It can be as simple as a five-minute chat after a meeting, or in the canteen over coffee. If someone starts a conversation with you and you’ve asked them some questions which have helped with their thinking and their actions going forward, then you’ve coached them.