Secrets of Great Rainmakers,
By Jeffrey J. Fox.
Even if you don't like the idea, you are in sales and so am I. We sell our ideas, ourselves, our services, and even our company's products or services, regardless of our role there. This book is geared toward deal makers in the official sense of "sales," but there is certainly a lot of spill-over into other endeavors.
I enjoyed this book because each principle is packaged into a short segment that I could read, ponder, and act on without getting overwhelmed. If my primary role were to close sales and if I worked on commission, I would have this book on my desk and I would work on one principle every week. It's a solid little book!
My favorite skill discussion is found on page 104: "Silence is Golden." A sales rep got a sore throat, can't talk hardly at all, and learned through his experience that speaking is less effective than listening when it comes to a sales process.
Thursday, May 3, 2012
Tuesday, November 8, 2011
The Oz Principle, by Roger Conners, et al
I have read The Oz Principle several times over the years. It simply and effectively isolates personal accountability as the key factor in personal and organizational success. The power of this book is the "stickiness" of the concepts. The authors enhance an old idea of being "Above the Line" or "Below the Line". Below the line we engage in the blame game. We ignore the reality of issues and opportunities, we avoid them, we blame others for them, etc. Above the Line, we "See It" - we see the situation and our real ability to influence or change either that situation or its impact on us. We "Own It" - we own our opportunity to be an agent in changing the outcomes of the challenge - either how it plays out, or at least how we will respond to it. We "Solve It" - we find solutions. And finally, we "Do It" - we implement the solutions.
We are not bad, mean, or evil, if we go below the line, we are just unproductive. The goal is to recognize when we are below the line more quickly, and then take the "Steps to Accountability" - we See It, Own It, Solve It, and Do It.
The "Results Pyramid" is also a powerful visual and simple to understand and communicate. The Oz Principle is largely about the individual. The next book by the authors, Change the Culture, Change the Game, deals with the power of this principle throughout an organization. Their latest book, How Did That Happen? sorts through how to hold others accountable. All three are powerful books that help us learn the art of accountability that does not include beating each other up when things go wrong.
All three are highly recommended reads!
We are not bad, mean, or evil, if we go below the line, we are just unproductive. The goal is to recognize when we are below the line more quickly, and then take the "Steps to Accountability" - we See It, Own It, Solve It, and Do It.
The "Results Pyramid" is also a powerful visual and simple to understand and communicate. The Oz Principle is largely about the individual. The next book by the authors, Change the Culture, Change the Game, deals with the power of this principle throughout an organization. Their latest book, How Did That Happen? sorts through how to hold others accountable. All three are powerful books that help us learn the art of accountability that does not include beating each other up when things go wrong.
All three are highly recommended reads!
Tuesday, June 21, 2011
The Anatomy of Peace, by the Arbinger Group
This can be a life-changing book! It is a companion novel to Leadership and Self-Deception, and equally life-changing tome. The story of the novel is easy to read and gently induces you to be extremely introspective about your perception of your virtue.
The bottom line: you can "do" things to improve situations or relationships, but if your heart is at war with others in the equation you are trying to improve, you will fail. If your heart is at peace, your chances for success in working effectively with others is dramatically enhanced. This is a very shallow description of a deeply impactful book that I STRONGLY recommend you read!
The bottom line: you can "do" things to improve situations or relationships, but if your heart is at war with others in the equation you are trying to improve, you will fail. If your heart is at peace, your chances for success in working effectively with others is dramatically enhanced. This is a very shallow description of a deeply impactful book that I STRONGLY recommend you read!
Wednesday, March 23, 2011
Influencer, by the good people of VitalSmarts
One of the books I have really found impactful is Influencer by Patterson, Grenny, Maxfield, McMillan, and Switzler. This group of authors work together at VitalSmarts, the company that produced Crucial Conversations that I discussed early on this blog.
Since a picture is worth a thousand words, and a video must be worth many more, here is a "trailer" for the book that came out several years ago before the book did. http://www.youtube.com/watch?v=l4g_xxguWzI
As you see referenced there, across the world there have been many cases of successful change. The areas of change researched include rehabilitation of inmates, eradication of widespread and deadly disease, and smaller scale change as well. The authors identify six sources of influence and explain how these don't work in isolation. Rather they show how to use them in concert to produce needed change.
I strongly recommend this book and all of the VitalSmarts-produced videos and articles related to it.
Since a picture is worth a thousand words, and a video must be worth many more, here is a "trailer" for the book that came out several years ago before the book did. http://www.youtube.com/watch?v=l4g_xxguWzI
As you see referenced there, across the world there have been many cases of successful change. The areas of change researched include rehabilitation of inmates, eradication of widespread and deadly disease, and smaller scale change as well. The authors identify six sources of influence and explain how these don't work in isolation. Rather they show how to use them in concert to produce needed change.
I strongly recommend this book and all of the VitalSmarts-produced videos and articles related to it.
Wednesday, January 26, 2011
Theory of Constraints Novels
I was first exposed to the Theory of Constraints while working at BHP on a project in Oakland, CA, during the late 1990's. I read The Goal and was smitten by it. Using a story format to teach a powerful principle seemed brilliant. I still view it as such.
The very short version of the Theory of Constraints is that in your organization you need to identify the one bottleneck that is truly holding you back. Often we thrash about making improvements in non-bottleneck areas and then are surprised when results do not improve. Each of the following novels I have read and recommend every one of them to you! Each is set in a different industry with different challenges:
The Goal
Necessary But Not Sufficient
We All Fall Down
It's Not Luck
Critical Chain
And, a new favorite by Michael Dalton, Simplifying Innovation, moves the discussion from production, to innovation - really to getting the right product mix and priorities. These are fairly quick reads, but each is very educational and the concepts are powerful!
The very short version of the Theory of Constraints is that in your organization you need to identify the one bottleneck that is truly holding you back. Often we thrash about making improvements in non-bottleneck areas and then are surprised when results do not improve. Each of the following novels I have read and recommend every one of them to you! Each is set in a different industry with different challenges:
The Goal
Necessary But Not Sufficient
We All Fall Down
It's Not Luck
Critical Chain
And, a new favorite by Michael Dalton, Simplifying Innovation, moves the discussion from production, to innovation - really to getting the right product mix and priorities. These are fairly quick reads, but each is very educational and the concepts are powerful!
Wednesday, October 6, 2010
The Ownership Spirit
written by Dennis Deaton
Ownership Spirit is a remarkable book with a powerful message. The principles are not just supported by platitudes, but by real stories and studies that don't let you wiggle free from personal reflection.
Are you unhappy? Are you unproductive? Are you happy and productive, but think you could do more? Are you waiting for something in your environment to change before you regain joy in your life? From the very beginning of this book we are exposed to an example of a young lady who, through an auto accident, was given every reason to dive into self-pity and gloom. She was able to understand somehow - even at what could have been a very, very dark hour - that making a choice to take that plunge would result in a life that would never produce joy or satisfaction. And so she chose to be happy.
A contrasting example is then given (we've all seen one) which forces us to stare in the face, so to speak, the question: "what choices am I making every day that are driving my level of joy, productivity, and satisfaction." We are presented with a choice that we constantly need to make: "will I choose an ownership spirit or a victim spirit?" The consequences of each are explored thoroughly, and tools are given to help us recognize when we are wallowing in a victim spirit, examine the stories we are telling, and re-write those stories in a way that is real and that helps us move toward an ownership spirit. Ownership Spirit is very practical and very well written. I highly recommend this book and the principles taught therein.
Ownership Spirit is a remarkable book with a powerful message. The principles are not just supported by platitudes, but by real stories and studies that don't let you wiggle free from personal reflection.
Are you unhappy? Are you unproductive? Are you happy and productive, but think you could do more? Are you waiting for something in your environment to change before you regain joy in your life? From the very beginning of this book we are exposed to an example of a young lady who, through an auto accident, was given every reason to dive into self-pity and gloom. She was able to understand somehow - even at what could have been a very, very dark hour - that making a choice to take that plunge would result in a life that would never produce joy or satisfaction. And so she chose to be happy.
A contrasting example is then given (we've all seen one) which forces us to stare in the face, so to speak, the question: "what choices am I making every day that are driving my level of joy, productivity, and satisfaction." We are presented with a choice that we constantly need to make: "will I choose an ownership spirit or a victim spirit?" The consequences of each are explored thoroughly, and tools are given to help us recognize when we are wallowing in a victim spirit, examine the stories we are telling, and re-write those stories in a way that is real and that helps us move toward an ownership spirit. Ownership Spirit is very practical and very well written. I highly recommend this book and the principles taught therein.
Thursday, July 22, 2010
The Six Disciplines of Breakthrough Learning
written by Calhoun Wick, Roy Pollock, Andrew Jefferson, and Richard Flanagan
This take on the age-old problem of "making training sticky" is spot on. The fundamental concept is: "let's move the finish line from the training event to a point past that in the workplace with behavior that produces results."
So, rather than "welcome to this training class" the approach would be more along the lines of: "welcome to this program that will help you improve your on-time delivery of your service by 10% in the next 90 days. We will begin with this training class and your manager will be focused on helping you implement the changes needed to be successful!" This focus on the power of the immediate manager/supervisor to make or break positive outcomes from learning is clear, concise, and useful.
I am aware that this principle is not new, but the approach to the principles taken in this book is excellent. It may well be what you need to read and understand so you can make the change you have known for the last few years that you need to make.
Also, the Fort Hill website is wonderful! http://www.forthillcompany.com/. Watch all of the videos. Then click on the arrow to the right (it's greyed out so it looks like it's not available) and watch the five extra videos. I particularly like the one entitled "Follow it Up."
This take on the age-old problem of "making training sticky" is spot on. The fundamental concept is: "let's move the finish line from the training event to a point past that in the workplace with behavior that produces results."
So, rather than "welcome to this training class" the approach would be more along the lines of: "welcome to this program that will help you improve your on-time delivery of your service by 10% in the next 90 days. We will begin with this training class and your manager will be focused on helping you implement the changes needed to be successful!" This focus on the power of the immediate manager/supervisor to make or break positive outcomes from learning is clear, concise, and useful.
I am aware that this principle is not new, but the approach to the principles taken in this book is excellent. It may well be what you need to read and understand so you can make the change you have known for the last few years that you need to make.
Also, the Fort Hill website is wonderful! http://www.forthillcompany.com/. Watch all of the videos. Then click on the arrow to the right (it's greyed out so it looks like it's not available) and watch the five extra videos. I particularly like the one entitled "Follow it Up."
Wednesday, July 21, 2010
The Exceptional Presenter
written by Timothy J. Koegel
This was a surprising favorite for me! I was expecting much less and have been completely caught off guard by the easy usability of this book. I have trained and presented hundreds of times over the last 15 plus years. I seem to do a decent job of it. When I first opened this book I immediately found two tidbits that I think will help me improve how I present, and also will help me explain some of what I have learned in train-the-trainer environments.
Koegel has incorporated commentary, examples, simple sketches, quotes, and reference materials in a remarkable way. If you are a trainer or presenter, newby or old-timer, I recommend this book as a great resource to teach and refresh relevant presenting skills.
This was a surprising favorite for me! I was expecting much less and have been completely caught off guard by the easy usability of this book. I have trained and presented hundreds of times over the last 15 plus years. I seem to do a decent job of it. When I first opened this book I immediately found two tidbits that I think will help me improve how I present, and also will help me explain some of what I have learned in train-the-trainer environments.
Koegel has incorporated commentary, examples, simple sketches, quotes, and reference materials in a remarkable way. If you are a trainer or presenter, newby or old-timer, I recommend this book as a great resource to teach and refresh relevant presenting skills.
Crucial Conversations
written by Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler (http://www.vitalsmarts.com/)
Crucial Conversations focuses on a, if not "the" problem of our age, tough conversations. As the digital world pulls us further and further from face-to-face communication experience, and as popular culture promulgates communication as a series of put-downs, snide remarks, and clever jabs, our collective ability to effectively hold difficult conversations may be slipping.
A delightful aspect of this book is that it avoids the victim approach that suggests that you somehow have your act together while the people around you are defective. A brief and helpful overview of what physiolocially happens when we enter a tough conversation explains why we are often at our worst at the very moment we need to be at our best. A simple suggestion to diffuse that physiological effect is helpful, as are the tools proposed.
I highly recommend this book as a foundational primer for effective and influential communication skills. Not only will it give you tools and perspective to dramatically increase your ability to be a respected communicator, but it is fun to read.
Crucial Conversations focuses on a, if not "the" problem of our age, tough conversations. As the digital world pulls us further and further from face-to-face communication experience, and as popular culture promulgates communication as a series of put-downs, snide remarks, and clever jabs, our collective ability to effectively hold difficult conversations may be slipping.
A delightful aspect of this book is that it avoids the victim approach that suggests that you somehow have your act together while the people around you are defective. A brief and helpful overview of what physiolocially happens when we enter a tough conversation explains why we are often at our worst at the very moment we need to be at our best. A simple suggestion to diffuse that physiological effect is helpful, as are the tools proposed.
I highly recommend this book as a foundational primer for effective and influential communication skills. Not only will it give you tools and perspective to dramatically increase your ability to be a respected communicator, but it is fun to read.
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