beyond instinct and intuition · tell them you want to use their products more effectively tell...
TRANSCRIPT
BEYOND INSTINCT AND INTUITION:
THE NEW ‘I’ WAYS TO BEAT
DISRUPTIONLAURIE FOSTER
FOSTER GROWTH STRATEGIES
Foster Growth
Strategies
‘I’ WAYS TO EXCELLENCE IN AN ERA OF DISRUPTION
PUTTING YOU FIRST, SO OTHERS CAN WIN ALSOFOSTER GROWTH STRATEGIES
THE DRIVER
Available
Rating
Past Accomplishments
Skills
Technology
BONUS TIP:LISTEN TO GREAT BOOKS LIKE THIS ONE ON YOUR DRIVE TO WORK.
‘WHAT GOT YOU HERE WON’T GET YOU THERE’
BOOK BY MARSHALL GOLDSMITH
Foster Growth
Strategies
THE IMPACT OF DISRUPTION IS IN HOW
YOU SEE IT AND THE ACTIONS YOU ARE WILLING TO TAKE.YOUR PERSPECTIVE WILL ALWAYS WIN.
THE WAVES ARE ALWAYS COMING. PREPARE FOR THEM AND HARNESS THEIR ENERGY AND WIN OR BE SWEPT AWAY.
IT’S YOUR CHOICE.
FROM INTUITION
AND INSTINCT
TO
INTENTIONALITY
AND IMPACT
This Photo by Unknown Author is licensed under CC BY-NC
Foster Growth
Strategies
1) INDESTRUCTIBLE LEARNERBUILDING KNOWLEDGE AND SKILLS BY DESIGN
INDESTRUCTIBLE LEARNERS- INCREASING YOUR KNOWLEDGE DAILY
Intuition and Instinct
What We Have Learned.
How We Were Trained
Recognition
Intentionality and Impact
First Things First- Planning Your Trip
Who Taught Us, And When?
Where Do I Want To Go?
Why?
How Am I Going to Get There?
“How Long Until We’re There?”
Foster Growth
Strategies
PERSPECTIVE CHECK:
THIS JOURNEY SHOULD BE ENJOYABLE AND REWARDING
DON’T BE OVERWHELMED.
DO TAKE AN HONEST ASSESSMENT: SKILLS, BEHAVIORS, RESULTS
BEGIN WITH THE HIGHEST
IMPACT AND MOST ENJOYABLE
TO GET THE WINS STARTED.
This Photo by Unknown Author is licensed under CC BY
KEEP IT GOING!
Student Mentality
Keep a Log
Curiosity
Mastery
Find a Partner
Share, Coach
Foster Growth
Strategies
2) INVENTORY: MASTER OF ALL ASSETSEVERY ASSET MATTERS
INVENTORY: MASTER OF ‘THINGS’
Intuition and Instinct
Vehicles
Buy ‘Em Right
Move ‘Em
Buy MO
Intentionality and Impact
Vehicles Start Counting the Seconds
Real Estate Every Square Inch Has A Job
Time Every Hour Has 60 Jobs
Human Capital Dollars per Minute
This Photo by Unknown Author is licensed under CC BY-SA
This Photo by Unknown Author is licensed under CC BY-SA-NC
Foster Growth
Strategies
TIME YOUR MONTH IS DETERMINED BY YOUR
MINUTES
THINK ‘TUESDAY THE 12TH AT 2’
REAL ESTATE MERCHANDISING AND
MARKETING EXPOSURE OVERDRIVE
VEHICLES SHRINK TIME TO ONLINE
VISIBILITY. MINUTES MATTER!
HUMAN CAPITAL IDENTIFYING
THE TRUE COST
HOW MUCH DOES EACH DESK COST THE STORE?
WHAT ABOUT EACH MEETING?
DAYS/HOURS TO PEAK PERFORMANCE?
ONE LAST PIECE OF INVENTORY: YOUR BUDGET
“Stop Hoping For A Big Win Tomorrow
to Cover Today’s Losses or Mistakes.” –
LDFoster
____
“We Write Off $1,000s in a Single
Stroke in Seconds While We Complain
About Our Checks For Weeks.” -Same
Author
____
Make Each Dollar Work
Harder. Be Intentional About
Where They Are Going
…and Why.
MEASURE IT ALL.
TREAT EACH WITH
INTENTION AND
IMPACT. Time
Budget
Real Estate
People
And of Course, Vehicles, Too.
Foster Growth
Strategies
3) INCREMENTAL GROWTH STRATEGISTONE SOLID STEP AT A TIME
INCREMENTAL GROWTH STRATEGIST
Intuition and Instinct
REACTIVE
Excuses
Lack of Confidence
Results Suffer
Intentionality and Impact
PROACTIVE Planning
Small, Steady Gains
Greater Confidence in Future
Recognize and Reward
Daily Accountability and Review
Require Regular Review of Partners
FOCUS ON YOUR LEAD MEASURES, RESULTS WILL FOLLOW
Set Your Objectives
Decide Behaviors That Drive Results
Track, Measure and Coach to Those Behaviors
Recognize Early Signals and Trends
Identify What Is/Is Not Working
Set New Objectives
BONUS TIP:READ ‘THE 4 DISCIPLINES OF EXECUTION’
Authored by Chris Chesney and
Sean Covey
Learn about ‘Whirlwinds’
‘WIGS’- Wildly Important
Goals
Act On Lead Measures
Keeping a Complete
Scoreboard
Creating a Cadence of
Accountability
Foster Growth
Strategies
4) INQUIRE, INQUIRE, INQUIREASK QUESTIONS WHILE EVERYONE ELSE PRETENDS THEY KNOW THE ANSWERS
WHY ARE YOU ASKING SO MANY QUESTIONS???
Intuition and Instinct
I’m In Charge- I Should Know
Everything
“It’s All ‘Up Here’ In My
Head”
Intentionality and Impact
Create an Environment of Continuous Learning
Be Open to Questions
Have Lively Dialogue
Demonstrate a Level Playing Field of Learning
BONUS TIPS: INQUIRE ABOUT THESE
Your CRM
CRM= Creating Real Money!
❖ Understand and execute on DISCO!
❖ Discovering Customer Opportunities!!!
❖ Sounds a lot more enjoyable than ‘Data
Mining’ doesn’t it?
❖ Bring in an Expert to help you unlock and
unleash the power of all of YOUR data!
Your Products + Services
Bring in the Reps!
✓ Tell them you want to use their products more
effectively
✓ Tell them what you know- and don’t know
✓ ASK to learn what others aren’t using and how
you can get a competitive edge
✓ Watch: What happens when you inquire. You
earn respect as a result of giving it! You will now
get the ‘inside track’ and extra attention.
Foster Growth
Strategies
5) INTERNET FEARLESSNESSWAIT, IS THIS THING STILL AROUND?
DIGITAL IS HERE TO
STAY- AND EVOLVE Feeling Like You Already
Missed The Digital Train?Start Running! You Can Still Catch It, While Some Still Don’t
Believe The Trains Are Changing.
BTW-Some Think They Already Know It All. You Might Pass
Them.
INTERNET FEARLESSNESS: IT STARTS WITH FEAR(LESS)
Find Someone You Trust To Help.
You Can Also Google and YouTube Your Way to an Incredible Amount of Knowledge. (The Best of Us Do!)
What Does Good Look Like Today?
What Is Online Retailing
Why Are My Competitors Getting Ahead?
What Are Customers Doing Today- and Why?
How Do I Train/Coach My Teams In This Environment?
What Metrics and Tracking Are the Most Important?
Can Someone Please Hand Me a Glossary and Stop Using Acronyms?!
START WITH NEW
FUNDAMENTALS
Customer Experience (CX)
Social Media
VIdeo
Learning Tools
Reputation
Foster Growth
Strategies
6) INSPIRING LEADER“COACH ‘EM UP OR COACH ‘EM OUT?” SERIOUSLY?
CAN YOU SAY 3.8% UNEMPLOYMENT?
CAN YOU SPELL M-I-L-L-E-N-I-A-L?
Intuition and Instinct
On Hiring:
➢ “I’ve Been Hiring People
for Over 15 Years”
➢ “I Like a 30 Car A Month
Guy”
➢ “I Like Hiring Them With
NO Auto Experience”
INSPIRING LEADERSHIP BEGINS WITH INSPIRED HIRING
As a Leadership Team, Be Honest About the Roles and Expectations- Are We Doing This Right, Today?
Hire With Longevity in Mind
Know That Most Won’t Stay Forever- So Make It ‘Their Best Year Ever!’
Accelerate the Learning- Start by Onboarding Well Pre-Day 1
Do NOT Relegate Your Hard Won New Hires’ Training to Just Anyone-or NO One
Do Prove Your Value as a Caring, Thoughtful Coach and Earn Trust Faster
Create Levels Of Accomplishment Within Each Role- Let Them See Their Progress
BONUS INSIGHT: THIS ONE IS A BIT SOBERING
Think about the Used Car Sales Person from 20
Years Ago. Maybe This Was You.
House
Boat
Backyard Pool
Softball League
Free Demo
Reasonable Priced Health Care
Sales Person Income Has Not Kept Pace
Do they own a house- or do they rent?
Fact: More Sales Associates today are renting- with roommates- and still barely paying the bills
Hours: You worked hard, but played hard. The financial reward allowed it. Would you have put in the same hours, with less than ½ the financial payoff? What would your days off have looked like?
Our people often need a second job to pay their bills, but can’t due to the hours.
Can they afford your health coverage?
Transportation: Do they own a car?
60% OF YOUR PEOPLE ARE CONSIDERING OTHER JOBS. - ESI TRENDS
According to Gallup’s latest
book, ‘It’s the Manger’,
only 15% of employees
globally are fully engaged
with their current position.
This Photo by Unknown Author is licensed under CC BY-SA-NC
BONUS TIP: INTERNAL ASSESSMENTS AND SURVEYS
ESI Trends
Designers of the NADA Workforce Study
Over 150,000 Employees Surveyed
www.esitrends.com
Employee Engagement Surveys
Digital Readiness, Leadership Assessment
INSPIRING LEADERSHIP: ‘MANAGER’ DOES NOT = LEADER
Operate Every Day As If Your Actions Were Being Recorded
Create an Inspiring, Encouraging, Enriching Environment
Remove Barriers to Success
Be On Top Of Your Game.
Hold Intelligent, Well-Planned Meetings
Expect Your Team to Build On Their Knowledge Daily
Recognize Achievement Constantly
INSPIRING LEADERSHIP: YOU CAN’T DO IT ALONE.BUILD GREAT TEAMS FROM DAY ONE.
Attract
Hire
Onboard
Retain
Develop
Recognize
Enjoy
This Photo by Unknown Author is licensed under CC BY-SA-NC
Foster Growth
Strategies
7) IMPACTFUL RESULTSMAKE A DIFFERENCE. RESULTS GET THEIR ATTENTION.
NO MORE GUESSING OR ESTIMATING.
Intuition and Instinct
“It was a good month.”
“Next month should be
better.”
“He is/isn’t doing well
lately.”
“We’re ahead of our
market.”
Intentionality and Impact
Know Your Numbers. Exactly.
Share The Success Stories
Give Credit
Keep Track and Keep Moving Forward.
Foster Growth
Strategies
8) INCREASE YOUR PRESENCEYOU’VE WORKED HARD. YOUR CAREER MATTERS.
Foster Growth
Strategies
THERE IS ALWAYS
MORE WE CAN
DO.
THE ‘I’ WAY YOU PLANNED. THE JOURNEY IS NOW IN YOUR HANDS.
Your Personal and
Professional Value Will Both
Increase As You Further
Develop Your Intentionality
and Impact.
Be The Leader.
Be The Student.
Be The GPS.
Be The Disruption.
Let Others Follow You. This Photo by Unknown Author is licensed under CC BY-NC-ND
Foster Growth
Strategies
THANK YOU FOR
JOINING US. WE’RE
GLAD TO BE WITH YOU ON
YOUR JOURNEY.
#BETTERTOGETHER
LAURIE FOSTER
FOSTER GROWTH
STRATEGIES WWW.FOSTERSTRATEGIESGROUP.COM
269.217.0414