Management Drives. Introduction

Transcription

1 Management Drives Introduction

2 Management Drives - Summary 2 Management Drives is a powerful approach to individual and team development. The system provides a genuine awareness of your: Drives: those key triggers that motivate you to act, think and react and which influence your behaviours at work and your communication with others Rejections: those behaviours, tasks, or environments that cause frustration, block communication and create tensions Energy balance: the situations in which you will feel a real buzz of energy and enthusiasm and those that will drain and demotivate The approach benefits from being hugely perceptive, yet easy to grasp and is applicable to: Exec Board Sales Finance Operations HR Individuals Teams Organisations

3 Key Business Benefits 3 Management Drives offers much more than a simple glimpse into how we operate at work. Rather, it enables a business to significantly impact performance: Translating HR strategy into reality Fulfilling business growth potential Ensuring teams are agile and able to deal with change Creating and sustaining more productive and engaged employees Developing strong, consistent Leadership styles Management Drives provides the vehicle for really understanding, and therefore managing behaviours at work.

4 Realising Key Benefits 4 The power of the Management Drives approach lies in the ability to: take the understanding gained from the individual profiles and translate it into practical, deliverable programmes that address existing business challenges whilst recognising and working with the strengths and vulnerabilities of individuals and teams. Whether you are bringing together a new team, integrating recently merged businesses, delivering a major project or developing leadership skills, Management Drives provides the vehicle for truly achieving the goal. Because Management Drives is able to recognise, embrace and explore the differences between us all it provides a deep understanding of how to improve and sustain communication and collaboration.

5 Key Business Applications: Sales Performance 5 Management Drives is a very practical approach to generating improved co-operation between groups of individuals. In a Sales environment: gaining a better understanding of your customers establishing rapport understanding their needs and meeting their expectations will result in improved commercial success. Building mutual understanding with people external to your organisation and maintaining those relationships is key to delivering the business growth potential. Management Drives enables sales teams to not only understand their strengths and possible blind spots but also to adjust their focus to suit the client; plan the approach, adapt the communication, think through the account plan all with the Drives of the customer in mind. When a client feels understood, trust develops and the sales process is supported in a positive, genuine manner.

6 Key Business Applications: Agility of Approach 6 Corporate change is more rapid than ever and it is widely recognised that successful organisations of the future will be those that are highly adept at adapting to constantly changing circumstances. Achieving this relies on: a cultural openness to change, an adaptable mindset and a clear understanding of the best way of adjusting and moving forward, given new challenges. People and the culture of the organisation are obviously key so having an easily accessible understanding of how change can be managed, encouraged and mastered is invaluable in terms of negotiating the new business landscape.

7 Key Business Applications: Enhancing Engagement 7 Every business strives to harness the creative, positive energy that comes from a highly engaged, effective set of employees. When the team is passionate about what they do, their energy and enthusiasm becomes a real driving force which directly impacts business performance. Management Drives underpins effective communication throughout the business, thus ensuring that all team members feel valued. By providing a better and deeper understanding of those around you along with a simple, non confrontational language for communicating; a constructive method for approaching tasks and teamwork emerges. The result? Increased satisfaction at work and enhanced levels of engagement.

8 Key Business Applications: Developing Leadership 8 Research tells us that the single most important determinant of individual performance is a person's relationship with his or her immediate manager Marcus Buckingham, Now Discover Your Strengths The understanding that Management Drives provides, enables Managers to rapidly identify how to inspire, encourage, lead and manage teams. Knowing how to engage and relate to those around you is key to improving performance. Whether bringing together a new team under a revised corporate structure joining an established team in a Leadership role creating and communicating a revised strategic vision for the current team reinvigorating a demoralised group; the appreciation of those with whom you are working, along with an ability to empathise and relate, and a knowledge of how to inspire and lead is an exceptionally powerful mechanism that truly impacts Leadership performance.

9 Management Drives - Background 9 Based on the Values Theory of Dr Clare W Graves ( ), Management Drives uses a single profile to provide individual understanding. This then builds through team appreciation into a framework for positive action and improvement in an environment of trust, openness and mutual support. Graves research concluded that: Drives originate from the way we look at the world our world view People are motivated by their own Drives or value systems - the innate tendencies that motivate a person towards one course of action or another People have more than one drive and more than one world view: Sometimes they work together, sometimes in conflict Each person s profile their particular combination of drives - is unique

10 Management Drives 10 We measure six Drives, each represented by a colour: Green represents the Drive which gives priority to people and social relationships Yellow represents the Drive which seeks to analyse, understand and comprehend Blue represents the Drive that brings certainty, clarity, order and structure Red represents the Drive that demonstrates speed, power and decisiveness Orange represents the Drive dedicated to pursuing progress, performance and results Purple represents the Drive that seeks safety and familiarity, respecting what is already established

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12 Individual Profile Unique to You 12 Your profile is unique to you rather like your finger-print. Management Drives reflects the subtleties of your character in terms of your motivations or triggers for action but also what frustrates and drains energy from you. As each profile is unique, feedback is tailored to the individual and provided only by trained Management Drives practitioners. We provide comprehensive materials to support and embed concepts and key messages, enabling the comparison with others. However rather than provide a standard report, we work with individuals to truly discover the significance of their profile to them.

13 Individual Profile Unique to You 13 The Logic provides an understanding of your key Drives. You may have one major Drive or maybe a combination of five; the Management Drives approach has the flexibility to really reflect those nuances which in turn means that individuals readily identify with their profile. Perhaps you are driven by both Order (Blue) and Results (Orange), resulting in a degree of inner tension? In this case you want to create clarity and structure and have a process that all should follow, and yet you wish to achieve the goal and so may feel the need to be pragmatic on occasion. This is a classic example of the tensions we can all feel within ourselves.

14 Individual Profile Unique to You and your Environment 14 One of the key advantages of using Management Drives is the understanding it provides not only about an individual s Drives but also those behaviours, tasks or environments that create barriers or frustrations. This is a fascinating aspect of a profile; often influenced by the circumstances that an individual is currently experiencing. It illuminates the other side of the coin and people invariably relate to the insight it provides. It is of some surprise to many participants that a Drive can appear in their Logic and yet they have a rejection of it. Yet, it happens in the majority of profiles. At a simple level, it is the reflection of seeing both sides of a coin: for example an acceptance of Structure (Blue) and a rejection of excessive Bureaucracy (Blue). However, there is often an underlying cause of the rejections, which are influenced by the current environment in which the individual is working.

15 Management Drives: True Team Dynamics 15 Any number of individual profiles can be combined in order to understand the true dynamics of a group. This facilitates further understanding of how the group will work together: Teamwork? Are they really a team, or just a group of individuals. Do they as a group have specific blind spots? Management Drives can provide an assessment of the diversity in the team and explore potential subcultures, tensions or barriers to change What behaviours might we expect in this group? An individual s behaviour within a team will change, depending on the environment, the task and their peers. Management Drives identifies the behaviours that can be anticipated from individuals in a given environment. This is essential to be able to change the performance of a team How do we move forward? When looking at the team rejections and energy balances, Management Drives can identify the areas, tasks and interactions that this specific team will struggle with. Having this knowledge can then lead to focussed, directed support to drive change

16 Management Drives Summary 16 We have outlined some of the initial steps that can be taken with Management Drives; the knowledge and understanding that it brings can be used as the backbone of communication and engagement throughout the business. The Management Drives approach can be fully leveraged across the organisation, bringing benefits not only internally but also improving interactions with customers, suppliers and stakeholders alike Management Drives is committed to further enhancements for example a 360 feedback tool has just been launched in the Netherlands and will be available in the UK later this year The approach can be adopted in-house, with training and extensive support provided, enabling businesses to incorporate Management Drives principles across internally developed and delivered programmes. Thank you for you time If you have any further questions, please ask!

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18 Case Study: Improving Sales Performance (1) 18 Situation The Head of the retail banking group felt that the make-up of his sales teams were inconsistent with the bank s ambitious performance targets Approach Over 1500 sales personnel completed the Management Drives profile with the results plotted against their sales performance Teams with similar profiles had varying degrees of success and so the team leaders were also assessed Findings The dominant drive in successful sales teams was Orange, yet it was the secondary drives which determined whether goals were pursued: e.g. by building relationships (Green), exploring different structures (Yellow) or getting the client to make a speedy decision based on given facts (Red) Outcome A re-organisation of roles informed by individual drives was conducted. Team leaders were also reassigned recognising complementary profiles resulting in a 20% improvement in performance

19 Case Study: Improving Sales Performance (2) 19 Situation The Sales team were 50% behind their target for the year with no understanding of why this had happened Approach Over 250 personnel in the Sales department were tested using Management Drives and received individual feedback followed by a programme of education and facilitation around using the drives in practice Findings The individuals in the team had been operating according to their own drives and not considering those of their clients. Our programme helped them to recognise the colours of their client and in doing so, individuals were able to adjust their sales approach to be more successful Outcome The Management team took on the training element of their employees, incorporating Management Drives into the approach. The Sales team not only achieved all their targets; they also increased turnover by around 30%

20 Case Study: Project Management Support 20 Situation An ICT Service Provider was concerned about their project management record. A large project was over-running, had quality problems and was in danger of failing. The project participants morale and productivity was at an all time low Approach 18 Project Managers were taken through their Management Drives profiles. This process highlighted positive behaviours and approaches and those which were not so appropriate, constructive or which were likely to result in tensions Findings The Project Managers learned how their natural tendency was influenced by their Orange, Green and Yellow drives and how that resulted in a focus on concepts and ideals; to the detriment of getting things done! Outcome Processes are now in place which encourage and enable Project Managers to manage in a way that recognises the value added by the other drives. The result is more engaged employees, with teams that function effectively to deliver projects on time, within budget and with consistency.