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1 Are you a Boss or a Leader? Effective Leadership!!! "#$%$&'$(!')!*''$&($$%!)+!!,-./-*&*!012,!3)&+$#$&.$! by Christine Corelli, Author, Speaker Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

2 Are You a Boss or a Leader? Effective Leadership in Your Business How to succeed in business Just count the ways Forget tough. Today, competition is fierce. It takes more to succeed in business than just having a solid strategy, good reputation, and a top-notch product. In reality, a company s human capital holds the key to sustainable, long-term corporate growth. Businesses don t do business people do. They create the force that ensures an organization s successful future. These individuals hold the solutions to problems, the ways to improve productivity, the creativity to enhance products and services, and the insight that the company needs to move forward. These goals become a reality if the company treats their people as well as they treat their most important customers. Smart companies know that without the full support of their employees, no initiative can succeed, nor can any individual leader achieve their goals. I do hope you find value in our program content. Please feel free to contact me via phone or if I can answer any questions you may have or assist you in any way. Christine Corelli Businesses Don't Do Business People Do Business Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

3 Food For Thought: Employee Motivation Whose Job is it Anyway? It is always up to the leaders in an organization to keep employees motivated and set the tone for a positive attitude, strong work ethic, team spirit, and quality work. Despite some popular (but misguided) opinions, most employees have difficulty motivating themselves in a work situation. It is always the job of the leader to provide the motivation needed to create a top-notch company or team. Being a great boss, creating a great place to work, and keeping people motivated is one of the best things you can do to impact your bottom line and help your company grow and prosper. Within the motivated employee there is the bright idea, the best solution to a problem, the ability to connect and impress customers, establish a reputation for superior customer service. A motivated staff increases productivity, ensures profitability and creates higher levels of customer service, which, in turn, creates higher levels of customer loyalty. When it comes to employee motivation, remember that you don't automatically earn someone's respect and trust because you have a title. You must EARN it. You earn it not by being a boss, or because you have a title, but through dynamic leadership. You need every single employee s complete dedication if you want to create and sustain success in the most challenging economic times we ve ever experienced. "You Can Buy a Person s Time, You Can Buy Their Physical Presence, You Can Even Buy Their Skilled Muscular Motions Per Hour But You Cannot Buy Loyalty, You Cannot Buy Enthusiasm, You Cannot Buy The Devotion of Hearts, Minds and Souls These, You Must EARN. (Clarence Francis) Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

4 The Difference Between Management and Leadership: Management: Directs, decides, interacts with people to accomplish dealer goals, manages people and projects, oversees operations, is accountable Leadership: Supports, empowers, inspires, influences human behavior The Boss VS The Leader: The Boss The Leader Says, "GO!" Says: "That's the decision" Depends on authority Pushes you to produce Commands Uses people Sees what is Focuses on day to day activities Lets people know what they re doing wrong Works hard to achieve immediate results Says, "Let's go!" Says: "I'm not sure what the outcome of this decision will be, but we're all going to roll up our sleeves and pull together to make it happen. Were in this together. And, I'll do all I can to help you." Depends on goodwill Pulls you by inspiring and encouraging you. Asks Helps people Sees what could and should be, works to make happen Focuses on what is urgent, never losing sight of their goals Sets expectations and coaches people to greatness Works hard to achieve ultimate objectives and goals Seeks credit and recognition Inspires fear Says, "I" Blames for problems Drives people Is concerned with looking good Complains they can t find good help Treats employees as workers Stuck in old ways of thinking and doing Talks about the Good old Days Focused on the bottom line Shares credit generously with entire team Inspires strong work ethic and enthusiasm Says, "We" Works with people to solve problems - Asks for ideas Grows people Is concerned with their team looking good Hires only the best Treats employees as well as customers Thinking and taking action for a successful future Meets their challenges head on Focused on their competitive strategy, and knows that keeping employees and customers happy will drive business growth. Add one example: Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

5 The Role of the Leader: 1. Create the Vision / Mission / Strategy / Values / Set goals / Standards 2. Consistently communicate Number 1 and create a "buy-in" 3. Initiate and implement change Which is the most difficult role? 4. Sustain the momentum Motivates employees 5. Execute strategies, actions needed for survival and success Great Leaders: Who Comes to Mind and Why? What Great Leaders Have in Common: Two Common Characteristics of Great Leaders: The Most Effective Leadership Style: Transformational leaders: Transform companies or society as a whole? Creative, experimental risk takers? Take big risks financially Charismatic, domineering battlers? Bureaucrats with charisma Relentless pursuers of performance? Drive hard. Won t settle for less than the best Servant leaders? - There to serve employees so they can excel. Situational leaders? - Use different styles for different situations What Matters Most: Which best describes your style? Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

6 Attributes of Dynamic Leaders Which Would You Most Desire, Admire, and Want to Follow: Visionary Talent developer Inspiring Expert strategist Trustful Courageous risk-taker Dependable Creative Determined Disciplined ` Strength of character Humble Hard-working Competent Ambitious Team-leader, team-player, Sets the tone and is the example for others to follow Strong communicator Knows how to manage people Brings out the best in people Has passion and purpose Loyal Intelligent Strong values Fair Results of Extensive and Ongoing Research: Three Most Important Attributes to Employees: How Do You Build A Great Organization? One Person At a Time, One Day at a Time Communication The Most Important Element Effective communication is critical to the success of your company. Communicate initiatives and talk to your staff. They need to hear what you have to say and they need to tell you their thoughts. Five Keys to Effective Communication: 1. Think straight, Talk straight, Appreciate 2. The C s: Confident Clear, Concise, Consistent, Convincing, Caring 3. Practice the One-Minute Manager 4. Listen Words, feelings, emotions 5. Ask great questions. - What are you hearing from customers? - What ideas do you have? Question You Should Ask After Every Interaction: Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

7 Questions That Win The Hearts of Your People: "How are you doing? "How can we solve this together?" "Is there anything I can do to help you?" "How is your family doing?" "Is there anything you need from me? Most Important Question to Ask: A Question Only a Brave Leader Would Ask: Strengths: Leaders must know their strengths and use them in their leadership goal. Write what you believe are your three biggest strengths Areas for Improvement: Identify three areas where improvement is needed Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

8 THREE TYPES OF EMPLOYEES HOW TO LEAD EACH GROUP How to Manage Each Group Slackers Confront. Ask how you can help. Ask what's holding them back Ask for behavior change Involve them in new projects they did not expect Reward for behavior change Common Characteristics Negative / Badmouths Company / Boss / Initiatives Slacks off when boss is gone Pulls down performance and morale of others Complains / Whines Job is just a paycheck Thinks the grass is greener in other companies / jobs May be envious of owner/manager's salary Acts like victim of change and management's decisions If all else fails, and you've tried everything you can to change their behavior or performance, terminate. Close-minded Complacent - Stuck in old ways of doing things Has an "It's Not MY Job" Attitude Acts disgruntled Coasters Develop - Build - Coach Reward, Recognize, Value Appreciate, Energize, Involve, Encourage Be consistent -Don't back down on them Bring out the best in them Approve and believe in them before they believe in themselves. Dependable / Punctual / Reliable Comes forth with ideas when asked Fluctuating levels of performance Needs strong leadership Has a "Wait and see shat happens" through change Likes comfort-zone Talks about present and near future Achievers Rally to your side Engage them in helping others to excel Reward, Recognize, Value and Appreciate Don't take advantage of them Make sure there is equal distribution of workload or they can suffer burn-out. Groom for more responsibility Assign them as mentors to others Send them for training Ask them to head up a team project to advise you on ideas, important issues, problems Give them more responsibility Show initiative beyond their job description Has positive attitude / Positive energy Provides service excellence Demonstrates leadership ability Team-player Likes to be challenged "Rolls Up Sleeves" through change Loves to learn Delivers best performance in all they do Strives for excellence in all they do Dedicated Frustrated by those without strong work ethic Wants opportunities for advancement High level of employee engagement Encourages others / Helps peers Wants to be a higher contributor Talks about important matters and the future Always Do What's Right For Your Company Have the Courage to Remove Anyone Who Holds You and Your Team Back from Achieving Your Goals Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

9 CONCLUSION Being a Great Leader, Creating a Great Place To Work, and Keeping Your People Motivated Is One of the Best Things You Can Do To Impact Your Bottom Line. Lead Them Well, and Treat Them Well, And They Will Become One of Your Greatest Weapons Against Your Competition. Leadership in One Sentence: Make People Feel They Are Working You and Not You. The Question You Must Consistently Ask Yourself Each Day:? Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

10 About Christine Corelli Christine Corelli approaches her work with extraordinary creativity, enthusiasm and attention to detail. She is the author of five business books including the popular Wake Up and Smell the Competition and the ART of Influencing Customers to BUY From YOU. Her newest book release Capture Your Competitors Customers and KEEP Them, sold out on the first print run in two weeks and is still selling strong. She has shared her insight as a featured guest on numerous radio and TV interviews including CNBC. To her credit, she has had over two hundred articles published in magazines, business journals and trade publications worldwide. Christine is a keynote speaker, seminar leader and consultant for both national and international companies and associations. Her experience interacting with today's most successful leaders and sales organizations has given her a definitive yet simple business philosophy. " Business as usual is over. The game has changed and the rules are different. If you want to ensure business growth and profitability, you need a smart competitive strategy, dynamic leadership, and a sales team with such far superior selling skills that they make any competitor s team look weak in comparison. Sales pros need to be masters at connecting with customers, closing the sale, and building profitable relationships. Once you win customers over, service excellence will be critical to your success. Every employee must think and act as brand ambassadors who deliver a consistently exceptional customer experience. It's the people in a company who make the difference. They should one of your strongest weapons against your competition. In the end, the CUSTOMER will be your final judge and jury. Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)

11 As a consultant Christine an innate ability to see into the heart of complex issues and is known as a problem solver. As a business speaker she is known for her energy style of firing hard questions and generating ideas. People leave her sessions recharged, refocused, and armed with how-to s. With hundreds of presentations to her credit, she is a true veteran of the platform and maintains an active speaking calendar. Her impressive client list includes major organizations such as Goodyear, RE/MAX, SIEMENS, Harley Davidson, Honda, Xerox, Panasonic, GE, Northwestern Mutual, Caterpillar, AAA, the National Retail Federation, Harvard Business School Alumni Association, the American Marketing Association, the American Socity of Association Executives and many more. To review her partial client list and client testimonials visit her website: christinespeaks.com. Services: Keynote Speaker Leadership Training Sales training Management coaching Customer Service Culture Transformation For booking or consulting information call: (847) ( Copyright, 2012 Christine Corelli & Associates, Inc. All Rights Reserved (847)