Yesterday I had the privilege of delivering the luncheon keynote address to the 1,000 volunteer leaders gathering in Washington D.C. for the annual Society of Human Resources Management (SHRM) Leadership Conference.

It was a fitting conclusion to my conference keynote schedule for the year and marked my 12th engagement in partnership with SHRM this calendar year.  My relationship with this Association has provided me an opportunity to address thousands of their members, attend keynotes, breakouts, workshops, round tables and take an active role in the ongoing conversation about the future of work.  It has afforded me some perspective on the challenges and change associated with the way we accomplish meaningful results in the workplace.

The way we organize work, elevate productivity and improve performance is changing.  Right now.

It will be incumbent upon Managers and Leaders to be increasingly more open, transparent, flexible, creative, and collaborative.  Collaborative Leadership is simply the new and improved model for navigating this ever complex, constantly changing business landscape.

Human Resources is perfectly positioned to guide and shape this transformation.  To evolve work style design. To have increasingly more impact on the business.

To get there will require both HR and Leadership to step boldly into the opportunity, challenge the status quo and exert change from a position of influence.  The enclosed Flip Cam clip from yesterday’s keynote offers a thought and a killer question around influential leadership.

I left this conference yesterday truly inspired by this leadership community, their collaborative work effort to make a difference and the impact they are going to have on the future of work!

I always learn more than I share and I continue to be grateful for that opportunity.

I look forward to continuing the conversation in 2012.  Hope to see you in the ATL.  Until then, stay connected!

 

Posted in Leadership, Performance

Tags: Change Agent, Collaboration, Collaborative Leadership, Keynote Speaking, Leadership, SHRM, SHRM Leadership, Work

I recently returned from my first visit to Caracas, Venezuela.  This was my first trip for business to South America and I was inspired by the generous spirit, intellectual curiosity, courage and commitment of the people I was fortunate to meet.  I was also reminded that the world is becoming a much smaller place.  I was reminded that we are all global citizens and can find more commonality and connectedness than we might imagine.  I was also reminded of my first visit to South America several years ago and my walk through The City of God.

I walked into the hotel lobby in Rio de Janeiro immediately after breakfast.  The meeting had been called for 10:00 am.  The agenda unknown. Immediately upon entering the lobby I knew what was coming next. I had seen that look in his eyes before. That crooked smile. I had known my friend for years. Traveled with him plenty. I knew that he was hatching a plan that most assuredly would push the confines of my comfort zone. He was heavy on the adventure agenda with a risk tolerance in business and life that far exceeded my own.

A guest had joined us. A Brazilian man. The presentation started with a question. “Gentleman, I trust you’ve all seen the movie, “The City of God?”

Affirmative. A cult classic.

He proceeded, “Today, we are going into the Favelas.”

I immediately replied, “I’m out.” The Favelas tend to be ruled by drug lords and are infamous for the drug trade and regular shoot-outs between traffickers and police. Not exactly the ideal afternoon vacation activity.

The objection was expected. This was perhaps the part my friend relished the most. He had counters. He had procured a guide that assured us safe passage. He had his pitch down cold. Per usual, he closed.

Two hours later a van dropped us off at the base of the Favelas and we started our walk into The City of God.

I have been a few places. Seen a few things. I am Delta Platinum heading into Diamond territory. When I was asked recently what was the most memorable experience I had from all my travels I can tell you these few hours were at the top of my list. It was a once in a lifetime experience.

Here are 5 things I learned on my walk through The City of God:

Everyone needs hope: There is so much hope in the eyes of a child.  Two of the my favorite photographs from my trip to Brazil are the first two enclosed of the children we met in the Favelas.  While clearly impoverished they were full of hope, happiness, light and life.  They were fascinated by us and when you smiled at them they would smile a mile wide right back.  I suppose in the circumstances they are faced with the light of hope can easily extinguish.  Unfortunately, there was also plenty of hopelessness on display. Great leaders inspire hope in others and instill confidence in the future.
Most people are generally good and want to do good: Of course there are exceptions. Walking around anticipating those exceptions will ensure you miss out. I had a lot of people discouraging me from traveling to Caracas.  Sure it can be dangerous.  So is St. Louis. Most people are good.  Most people aren’t that different from you or me.  Empowering others to become the best of themselves and embracing our differences is real leadership.  Business can be a force for good.
I have nothing to complain about: I got up this morning. Put clothes and shoes on my body. Buttoned a warm coat. Walked down the street to my neighborhood coffee shop. Purchased a cup of coffee and scone. I consumed clean water. The plumbing in the coffee shop was functional. I wasn’t threatened. I wasn’t injured. Not once this morning did I fear for my life or think about my safety.  I sent e-mails on my MacBook Pro.  Freely shared my ideas.  Feel very confident about where my next meal is coming from. These things make me quite privileged.  I live amid abundance and opportunity.  Could it be better?  Of course.  But in considering and comparison, there isn’t a person in this coffee shop with me right now that isn’t so very fortunate to be sitting here.
We all can make a difference: We all have the power to make a difference.  We all have the potential to contribute. We all have the permission to create change.  One conversation.  One connection.  One meaningful moment that inspires action.  How we make a difference is up to each of us.
Go Places. Meet People.  Being somewhere new and being open and proactive about putting new people into our lives is well worth the effort. Those places and especially the people will help us evolve if we let them. New places and people wake us up.  Challenge us.  Provide a sense of adventure and renewed spirit.  Inspired experiences can translate into inspired thinking and action.

Here are a few photo’s from my memorable walk.

Wherever you are walking today I wish you safe passage, meaningful memories and inspired thinking that leads to action.

Posted in Leadership, Performance, Uncategorized

Tags: Adventure, Brazil, City of God, Flavellas, Travel

You may recall my recent writing about career and life transition through the lens of perspective offered from the experience set of Twin Cities Executive/Management Consultant Teresa Hopke, whose own personal/professional transformation I chronicled in the following posts:

Resignation Day & Life Meets Work

These two posts prompted a number of inquiries related to navigating career change and managing risk, particularly amid such uncertain times.

No doubt, managing change requires courage which is defined as: The quality of mind that enables one to face danger with confidence, resolution and firm control of oneself.

Teresa is someone who is willing to explore and risk failure.  To her it’s worth it.  She wants to get Switched On in the morning.  She wants to make a dent in the universe.

I had the good fortune of catching up with her live at the recent Work/Life Expo.  We continued the conversation and I continue to believe her inspiring perspective can prove beneficial to anyone faced with similar circumstances (and let’s face it, most of us aren’t faced with navigating comparable challenge and change while expecting twins!).

The enclosed video captures part of our conversation around career transition, the impact work has on life and the courage to confront our fear and make meaningful change actually happen.

 

 

Posted in Employee Engagement, Performance

Tags: Career, Change, Life Meets Work, Resignation, Teresa Hopke

Are you the VP of Sales that mandates a walk through of the entire pitch deck script?  Do you take over the call and dominate the conversation when you are on appointments with your reps?

Are you the Creative Director that stands over the Designers shoulder while they are making art offering “direction”?  Point. Click.  More.  Less.

That isn’t development.  That is a command and control leadership style that is antiquated and proving to be increasingly less effective.

Let go.

Autonomy is a highly coveted, culture characteristic of high performing employees.  We all have the fundamental desire to direct our own lives and our own work.

Additionally, traditional control mechanisms stifle creativity, innovation and the opportunity for employees to elevate the work product beyond what may have been originally thought possible.  This runs counter to what is going to be required (breakthrough thinking) to compete and succeed in the new world at work – in the “People Economy”.

According to the new Modern Survey Research 70% of employees are now either disengaged or under engaged at their job – a record high number!

This begs the leadership self assessment:  Am I contributing to that number?  Do my employees feel trapped or stuck?

Hire the right people.  Prepare them.  Put them in a position to be successful. Set expectations.

Serve to guide, coach, support and counsel when needed.

Get the hell out of the way.

Programming Note:  Based on our last three years of research and practice we’ll be introducing new Future of Work/Future of Leadership programming for 2012. Details to follow soon on  Collaborative Leadership.

Posted in Employee Engagement, Leadership, Performance

Tags: Collaboration, Modern Survey

I had my shopping list:

-A device to keep my MacBook Pro and iPhone charged during a long flight
-A presentation remote
-A hands free wireless microphone
-A new digital camera

I could have purchased all of this online.  However, I am essentially inept when it comes to electronics.  I need support, guidance and expertise.  I am willing to get into my car and drive for that expertise.  I am even willing to pay more for that expertise (and generally to avoid buyers remorse).  I am inclined to get excited about the notion that the expertise and technology could possibly be available in one place. I am excited about what this technology can do for me.  I have dreams!  I just need a little support to make them come true.

I will also embarrassingly acknowledge that my DVD player died 6 months ago.  I have no idea what model/make to replace it with.  Installation is another issue.  If there is an easy solution and support then sign me up!

Enter Best Buy.  The electronics superstore that offers customers Dream Support!

I entered.  With my shopping list.  Ready to spend.  I was a very engaged potential buyer.  They could have easily had the full inventory on my list and sold me a new DVD player with an up-sell for installation. Let’s keep going.  It has been 8 years since I purchased a television. I could also easily add a television to the home office. Why stop there?

Instead I walked out of the store with nothing.  No sale closed.  Why?

Dream Support is a tough business (a very worthy aspiration no doubt and I absolutely love the enclosed video and positioning).  To consistently execute dream support is a challenge.  In a stalled economy with new competition that takes skill.  That takes expertise.  That takes sales competency.  That takes ongoing training and development.  That mandates preparedness, competitive intelligence and all around sales excellence.

After 30 minutes and 3 mediocre conversations I walked out of the store.  I wasn’t angry.  I was perhaps a bit unsure,  a little overwhelmed and not having an in store experience consistent with my expectations.   I was never asked about my dreams.  I love to talk about dreams.  I was directed to aisle 6.

At the end of the day this has very little to do with what Best Buy does and much more with how they do it.  Dream Support requires an upgrade in the “How“.  Increasingly, so will growth in the new economy.

One stand alone sales expert could have carved out a very nice sale and likely added layers of upside to the transaction.  The difference between several thousand in revenue and the no sale that resulted was skill.  Not attitude. Not desire.  Everyone in that store was perfectly polite and I am certain they would have been more than happy to take my money.  However, in this era of increasingly elevated expectations that often isn’t enough to make the cash register ring.

Multiply this over 1,400 stores and you might have an incredible opportunity to ring the cash register a lot more often through some elevated sales skill and strategy!

When you deliver an experience that meets or exceeds expectations consistently, you can build customer loyalty.  If the experience is differentiated and compelling enough people will keep coming back, pay more and spread the good word.

Often, that comes right down to skill.

(Note:  To my friends working for Best Buy…I am rooting for you!  I am also going back to shop Saturday and you’ll have another opportunity to separate me from my $ and make my dreams come true!  Sales 2.0 TIP:  Start with an effective, open ended question that immediately connects me to my dreams…you will have me at hello!).

Posted in Sales, Social Media, Uncategorized

Tags: Best Buy, Dream Support, Sales 2.0, Sales Training

It is a beautiful morning in the Bahamas.  I am here for a speaking engagement and this morning was moving along like most others.  Two conference calls.  A proposal.  E-mail correspondence. Reviewing my notes and content in preparation for tomorrow.

Suddenly none of that seems important.  Suddenly I am stopped with a moment of real perspective.

I received a note about the tragic loss of my client, friend and VP of Sales for Ag Direct Troy Hansen.  Troy was 38 years old and is survived by his wife and two children.

I had the absolute honor of working with Troy in preparation for my recent keynote at the annual Farm Credit Services of America Sales Conference.  In finally getting to meet Troy face to face I felt an instant connection.   Troy was a leader others wanted to follow.  He was a rare blend of confidence, charisma and a real humility that was very special.  He looked you in the eyes with a real handshake.  He instantly made you feel warm and welcome with a personal story where you could relate.  He was so full of energy and enthusiasm for life that it was contagious. In the short time we spent together his priorities of family, community and commitment to his career were so very clear.

I didn’t get to know him well.  I am sorry for that.  I have a strong sense my life would have been enriched volumes if I had that opportunity and I cannot begin to imagine the emptiness those closest to him must feel.

My deepest condolences to the Hansen family and entire Farm Credit community.

While I cannot make sense of this what I also know is that today I have a gift.  My time here is short.  What I do with it is up to me.

“Be glad of life, because it gives you the chance to love and to work and to play and to look up at the stars.” –Henry Van Dyke

Posted in News

Tags: Perspective

In an era of all the time connectivity there is increasing competition for the attention required to engage in meaningful conversations that move a connection forward and make a relationship better.  The downside of the being constantly plugged in is that it is increasingly more common to be alone together.

Conversations that connect us matter. They create clarity.  Establish expectations.  Evolve understanding.  Elevate emotional commitment.  Resolve conflict.   Solidify trust.  Serve to validate and acknowledge the ideas, opinions and importance of another person.

If you are finding that technology has replaced talking or simply has become a distraction to deep dive dialogue, consider these 4 keys for more effective interpersonal communication:

1. Power Down: Turn off the technology from time to time.  You cannot have compelling conversation while text messaging, tweeting and updating your status.  You cannot connect when you are consistently distracted.  Demonstrate respect by offering a moment of your absolute, undivided attention.

2. Eye contact:  Maintaining eye contact is essential for elevated engagement during a conversation.  It demonstrates sincere interest and helps you remain focused and present.  It also helps you make a stronger, more meaningful connection.

3. Ask important questions:  I don’t have meetings without a question map (effective, open ended questions prepared in advance designed to serve the agenda and outcome objective).  I don’t want to waste anybody’s time. Skill with questions can be the difference maker between average and extraordinary sales performance (and average and extraordinary leadership).  Skill with questions applies to life.  And this question is still the single best question of all time for initiating new relationships.  Give it a try at your next cocktail party and see what happens to the conversations you are having and the connections you make.

4. Listen:  Acknowledge what you are hearing by reinforcing key points.  Ask probing questions to layer the conversation and create the next level of understanding.  Don’t interrupt.  Don’t focus on what you are going to say while someone else is talking.  Relax and really work to develop understanding.  Perhaps the best rule of interpersonal communication comes courtesy of Dr. Stephen Covey, Habit 5:  Seek first to understand, and then be understood (a habit you will rarely see in practice on Twitter).

Conversations that count can lift us up, move our spirit and serve as the catalyst for making new friends and connecting in our most meaningful relationships.

Sometimes it just requires a little more effort to not be alone together.

Posted in Communications, Leadership, Sales, Social Media, Uncategorized

I will be back up in the air and on the move!  If you are in the AC or the Bahama’s I hope we connect!

I’ll be speaking:

GSCSHRM
Atlantic City, NJ
Monday, 10/24

United States Marines Corps MCCS
Orlando, FL
Wednesday, 10/26

Bahama’s HRD Association
Nassau, Bahama’s
Friday, 10/28
*it is winter in MN and this is good strategic planning

My friends from the Work/Life Expo were kind enough to Flip and forward the enclosed feedback following my keynote last week.  Muchas Gracias! Yes, I did pick up a little bit of Spanish while speaking in Venezuela this week.  A bit of commentary and perspective on my adventure in Caracas forthcoming.

We also added the annual SHRM Leadership Conference to our event calendar and are excited to start working with  AT&T, Giant Eagle and Wakefield. Welcome.

I hope you have a great weekend!

Posted in News, Uncategorized

Tags: AT&T, Caracas, Giant Eagle, Speaking, Training, Wakefield, Work/Life

Posted in Brand, Employee Engagement, Recruiting, Social Media

Tags: Employer Brand, Employer Brand International, Employment Brand

I have shared these ideas before.  They are worth repeating.

You don’t need a title to lead.  Titles don’t earn followers.  You earn followership based on your own ability to contribute value to the process, people and performance.

You don’t need permission to influence.  You impact others and initiate change through action.

We all have the power to make a difference.  Especially among the people that matter the most to us.

We all have the power to create change.  One conversation.  One connection.  One meaningful moment that inspires action.

Leadership isn’t about you.  It is about them.  A leader exists to help, guide, develop, teach, counsel, coach, correct and consistently elevate  the potential and performance.  Your success is achieved through others.  Through change.  Through making a difference.

Not everyone cares about making a difference.

Not everyone is meant to lead.

When others entrust you to guide and develop their talent and career path it is an awesome responsibility.   Stepping up to that responsibility is incumbent upon today’s effective leader.  Especially during a time of such extraordinary challenge and change.

Effective leaders embrace change.  Challenge the status quo.  Commit.  Cultivate confidence in the future. Connect people to each other and to a common purpose.

Effective leaders care.  They go all in to make a difference.  They inspire by living the change they want to see in others.

It is a time where true, authentic leadership is required.  What an extraordinary opportunity to have an impact.  To make a difference.

This video preview for the new book The Leader Who Has No Title offers a bit of inspiring insight from some of the most influential leaders of our time.  A great message about work.  A great message about responsibility.  A great message about making a difference.

A great message about leadership.

 

Posted in Employee Engagement, Leadership

Tags: Change, Influence, Leadership, Robin Sharma