Did I Provide Value – The 8 Disciplines of the Value-Added Leader

Regardless of experience, talent, age, or gender, employees cherish leaders who strive for their growth and success by providing an individualized approach. Providing value is the foundation of leadership success. Effectively providing value from another’s perspective is not easy to execute. Eight compelling drivers are required to provide individualized value. Great leaders effectively apply each driver to ensure coaching excellence.

A summary of each critical and fundamental driver is provided in this eBook. Although they are listed in no particular order, each is equally important in providing maximum leadership value. 

Take it On – An Essential Discipline of the Value-Added Leader

The directive, “We must hold our people accountable,” is being trumpeted in organizations across the globe. In today’s brutal economic climate, survival hinges on top and bottom-line growth. Sales’ ability to deliver the goods is more critical than ever. We agree that getting accountability in place is necessary for performance. Yet, in our experience, the skills for creating accountability are missing and are a severe weak link in most companies.

Strange as this statement may be, this is good news. This means accountability is a huge leverage point for driving up productivity. While this might seem obvious, let me add one crucial factor: the link that almost all companies miss is the role that sales managers play – they are the key to ongoing accountability.

We can probably agree that most employees want to be successful. It certainly feels better to know you did the right thing than to offer up excuses and dodge blame.

Why is it more difficult than ever to implement accountability? From what we see, the vast majority of sales managers lack the fundamental techniques to create accountability in their teams. They haven’t learned the basic follow-through skills that develop accountable employees.

In this eBook we dive into the current culture of excuses and how to break out of it by using fundamental follow-through techniques. At the end we’ve provided a case study to show how these fundamentals pay off in action.

Timing, Not Time - An Essential Discipline of the Value-Added Leader

“I am being asked to do more things, and my time is being violated by more and more meetings and priority changes. I don’t know where developing my employees can fit in.” “I have to put out so many fires that my plans remain just that – plans!”

If these statements sound familiar or you’ve felt the same way, you’re not alone. A top request Business Efficacy receives from managers is to help them find more time to help employees.

Hot management topics like execution, leadership coaching, and leveraging strengths cover bookstores like weeds on an untreated lawn. Each reinforces the need for managers to spend more time with their people. Today’s business environment is tough. Great performance is the best way to create productivity and stability. The responsibility is enormous for managers today – it’s no wonder they’re frustrated trying to provide high-impact guidance with virtually no time to do it.

At Business Efficacy we’ve shown managers at all levels that great coaching is a result of timing more than time. 

It’s All About Them - An Essential Discipline of the Value-Added Leader

“Enough about me, what do you think about me?” Bette Midler’s immortal line highlights a truth about today’s workforce: everyone is driven by their own personal betterment.

Savvy, successful sales managers understand how to leverage this in their favor; developing employees is the best way to quickly get results and lasting change.

In our work over the years with thousands of sales managers and executives, when we roll up our sleeves and help them dig in and focus on their employees, they achieve at least 25% lift in productivity. It’s that powerful!

This eBook looks at the three must-dos for every sales manager or executive to shake the “me-focused” approach and get “others-focused.” When you use these techniques, you’ll see quick changes in your team’s performance, satisfaction, and willingness to do more.

Stay With It Until They Get It – An Essential Discipline of the Value-Added Leader

Immediate gratification. The silver-bullet. Today’s business environment is obsessed with fast results and instant cures. We see organizations, managers and employees looking for the fastest and easiest routes to improved performance – the quick fix or the one big deal. If you’re a sales manager who has been chasing the next big win, silver bullet, or game-changing best practice, you may find yourself exhausted and discouraged like the well digger in the story above.

This focus on the short term isn’t an individual problem. It stems from cultural business tendencies. Can we really expect managers to stay the course when every system, measure, and discussion (not to mention the media) pressures them to get results in a hurry?

In this eBook, we’ll show you how to break free of that cultural obsession with the short-term. We also detail four keys you can begin using right now to dig in with your team and create lasting growth. And we share with you how this can even be an enjoyable process.