Coaching Archives - Page 9 of 25

Get serious about feedback and positive reinforcement.

One of the many lessons I have learned about encouraging performance is this: if you are serious about getting better results, you must deliver feedback on performance quickly, honestly, and consistently. Nobody likes to live in the gray area. People will not grow when they live in gray. As a leader, our job is to observe, analyze, and deliver fast feedback. Spending time with the troops in the trenches and observing and listening to them will prepare you for your feedback delivery. Always be prepared and ready to give positive reinforcement. Give it quickly -- that way it maintains its punch. Don't worry about giving too much positive reinforcement. I've never heard someone tell their leader, "Hey Boss, you reinforce me too [...]

By Bob Fashano|2021-11-23T19:09:59+00:00November 17th, 2021|Coaching, Development, Leadership|0 Comments

Developing your internal elevator speech.

There is no question that everyone in your company should know the importance of building deep, authentic customer connections. There's a delicate balance between messaging financials, metrics, dashboards, and the customer experience. If you're spending too much time on the business, and not enough time on the experience, danger may loom. My recommendation is to develop an "elevator speech" for everyone in the company to make sure they get it. To develop the speech, ask yourself the following questions: Where are we going? Paint an inspiring vision that includes the ideal relationship with the customer. Write it from the customer’s point of view. What do you do that matters to them? Why are we going there? It has to be [...]

By Bob Fashano|2021-10-13T12:09:10+00:00October 13th, 2021|Coaching, Leadership|0 Comments

Don’t Play Robin Hood.

We are all aware of the Robin Hood effect—taking from the rich and giving to the poor, but in business, let's be sure we are giving our best to the best. Typically in most businesses, 80% of the results are done by 20% of the people or customers. We call them the Top 20 Club. Where you have to be careful is not to spend too much of your time with the 80% of people who produce only 20%. As leaders we need to invest our time where we will receive the best ROI on our time. Invest your time by listening to your Top 20. How can you better serve them? What could you and/or the company do more of, less [...]

By Bob Fashano|2021-10-05T20:56:47+00:00October 5th, 2021|Coaching, Leadership|0 Comments

Control = results.

For you football fans you may have heard of Tony Dungy. He became the head coach of the Tampa Bay Buccaneers in 1996. The team had 13 losing seasons behind them, and friends were trying to persuade Tony not to take the job. He did it anyway. When he arrived all he heard were excuses why they were losing. The reasons were: poor stadium, low ticket sales, couldn’t win away games if the weather was cold, and they were not drafting the right players. Here is the best one: apparently a voodoo-practicing woman who loved Doug Williams (quarterback) put a curse on the team when he left. When Tony examined the list of obstacles for not winning, he realized something [...]

By Bob Fashano|2021-09-29T00:20:37+00:00September 29th, 2021|Coaching|0 Comments

The key to positive reinforcement.

What I know to be true is, if we want better performance from our people, we must deliver feedback on their performance quickly, honestly, and consistently. The GOOD: psychologists tell us behaviors that are reinforced are often repeated. Positive reinforcement is like oxygen. I actually had a business leader tell me “Why should I reinforce a compliment to someone I am paying to get the job done?” You gotta be kidding? Actually, he was serious. He is “old school” I’m the boss, do what I say etc. He dismissed the advice as “too soft." He continued with the sentiment that only when his employees knock it out of the park does he compliment them. What a missed opportunity. His head was [...]

By Bob Fashano|2021-09-15T01:03:41+00:00September 15th, 2021|Coaching, Leadership|0 Comments