People Follow You E-Book

Jeb Blount

• Herausgeber: John Wiley & Sons
• Kategorie: Fachliteratur
• Serie: Jeb Blount
• Sprache: Englisch

Seitenzahl: 234

Veröffentlichungsjahr: 2011

Beschreibung

Discover the secrets to influencing the performance of the people you lead

Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development.

Relevant to middle and high level managers, People Follow You provides a foundation for managing people. Practical lessons help managers employ winning interpersonal skills to move others to take action.

• Learn how to leverage the basics of interpersonal relationships to inspire others to take action
• Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. the power of authority
• Discover the fundamental on-the-job coaching skills that deliver instant performance improvement
• Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than 3 million times

When all else is stripped away, people don't work for companies, paychecks, perks, or slogans, people work for you. Become a manager people will follow, and lead your team to greater achievements and measurable gains.

Leseprobe

Contents

Cover

Endorsements

Title Page

Copyright

Dedication

Foreword

Chapter 1: I'm the Boss of You

Bad Bosses

The High Cost of Poor Leadership

Leadership Is Personal

My Mission

Chapter 2: The Seven Essential Principles of Leadership

Managers and Leaders and Coaches, Oh My!

Leadership Principle #1: You Need Your People More than They Need You

Leadership Principle #2: Follow the Golden Rule

Leadership Principle #3: You Are Always on Stage

Leadership Principle #4: People Don't Do Dumb Things on Purpose

Leadership Principle #5: People Do Things for Their Reasons, Not Yours

Leadership Principle #6: Change Behaviors, Not Beliefs or Styles

Leadership Principle #7: You Are Not Normal

Chapter 3: The Five Levers of Leadership

Five Levers of Leadership

Chapter 4: Put People First

You Need Your People More than They Need You

Warning: Do Not Attempt to Get People to Like You

Passion, Enthusiasm, and Confidence

Chapter 5: Connect

Ask Questions

The Fine Art of Listening

Staying Connected

Staying Connected with E-Mail, Text, and Voice Mail

People Don't Complain About Leaders Who Listen

Chapter 6: Position People to Win

The Right Seat on the Bus: Leveraging Talent

People Don't Do Dumb Things on Purpose

Make Yourself Obsolete

Chapter 7: Build Trust

A Foundation of Trust

Trust Trumps Status Quo

You Are Always on Stage

Sweat the Small Stuff

Leverage Your Support Team

Response

Apologize and Admit When You Are Wrong

Listening Builds Trust

Consistent Behavior

Chapter 8: Create Positive Emotional Experiences

What We Experience, We Remember

The Law of Reciprocity

Anchoring Relationships with Your People

Motivating People

What Really Motivates People

Discipline to Follow Through

Get Creative

It Don't Cost Nuthin’ to Be Nice (Little Things Are Big Things)

Conclusion

Acknowledgments

About the Author

Praise for People Follow You

“Leaders earn success by helping others get what they want out of life. Jeb Blount’s People Follow You is all about bringing out the best in your workforce. Jeb is right on top of the indisputable fact that happy, committed employees give their best when they respect their leaders.”

—Tom ZiglarCEO of Ziglar, Inc., and proud son of Zig Ziglar

“Jeb Blount’s expertise in mending broken sales teams is very much in evidence in his new book, People Follow You. Companies of all sizes would do well to adopt the leadership principles he spells out so clearly.”

—Jon GordonBest-selling author ofThe Energy BusandTraining Camp

“Jeb Blount has done it again—a practical book that provides insight and ideas into how to be a better leader. As a leader, it’s imperative to remember that your personal success—your paycheck, your promotions, and ultimately your career—is 100 percent tied to how well your people perform. It’s not about you; it’s about them. Jeb shares insights into how to motivate and how to ensure you’re putting the people on your team in places where they can succeed. A must read for all bosses!”

—Sam RichterCEO and founder of Know More!;Author ofTake the Cold Out of Cold Calling

“Your relationship with your employees is the key pivot point that makes or breaks your company’s development. Jeb Blount commendably has made it his mission to provide you with a framework for leading people that relies on principles, basic truths, morals, and ethical standards. He succeeds admirably in People Follow You.”

—Tony JearyThe RESULTS GuyTM;Author ofStrategic Acceleration: Success at the Speed of Life

“All good leadership is personal. From Billy Beane in professional baseball to Steve Jobs in business, the most successful organizations are those with the best leaders. Jeb Blount shows you how to become a better manager so you can build a team that delivers success.”

—David Meerman ScottAuthor ofReal-Time Marketing & PR

“I have had the pleasure of working closely with Jeb Blount. He is a master at changing human behavior and helping people deliver exceptional results in a very short period of time. Pay attention; People Follow You will change who you are as a leader.”

—Patrick AlbusCEO ofkgbdeals.com

Copyright © 2012 by Jeb Blount. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey. Published simultaneously in Canada.

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Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages.

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Library of Congress Cataloging-in-Publication Data:

Blount, Jeb. People follow you : the real secret to what matters most in leadership / Jeb Blount. – 1 p. cm. Includes index. ISBN 978-1-118-09401-3 (hardback : acid-free paper); ISBN 978-1-118-17389-3 (ebk); ISBN 978-1-118-17390-9 (ebk); ISBN 978-1-118-17388-6 (ebk) 1. Leadership. 2. Management. 3. Supervisors. 4. Interpersonal relations. I. Title. HD57.7.B575 2011 658.4′092–dc23 2011032203

For Carrie

Foreword

If in 1999 you had lain down for a long, 10-year nap, upon awakening there is no way you could have connected the dots and rationalized the difference between the world you went to sleep in and the one you woke up in.

Among other things, the period witnessed terrorism visiting the United States in a big way, wars, political strife, near-meltdown of the global financial system, severe economic recession, and institutional shenanigans of epic proportion. Harvard lecturer and former Medtronic CEO Bill George put it well when he said that the primary cause of these events was “not subprime mortgages, but subprime leadership” (Rebooting Leadership, CornerStone Leadership Institute, 2010).

As a result of this period, those of us who occupy leadership roles find ourselves very much involved with the process of rebooting … revisiting, and relaunching time-honored methods. That’s what makes this book exceptionally relevant and timely.

Leadership can be loosely defined as a process of organizing, inspiring, focusing, and enabling others to follow you in the interest of getting something done. Heretofore, the operative words in that definition might have been solely the ones ending in “ing.” But that was then. More so today, the “you” is of increasing importance, not because leadership is about you (it’s not) but because people have lost faith in so many of the institutions around them, certainly including their employers. As they disengage from the institution, they are choosing instead to align with and follow individual leaders, at work, in churches, and in their communities. In short, people follow you. And you means you.

Regardless of the level or setting, if you have accepted leadership responsibility, then you can be quite certain that others are counting on you to do what is right … each time, every time. Oh, they will tolerate our foibles and mistakes, just as they always have, but they will not excuse or forget those who mishandle the special trust placed in them by their followers. No more. At a minimum, we’re expected to listen (really listen), to be truthful, principled, and authentic; to be who we say we are, and do what we’ve said we will do.

Few understand that special trust better than Jeb Blount. For two decades, Jeb has led successful sales and operations teams inside large organizations and his own firm. I initially met Jeb at Aramark Uniforms, where he was a sales exec on a team that was deeply enmeshed in a business turnaround. Charged with helping that group become a team, my partners and I saw Jeb and his cohorts at their best, and occasionally, their worst.

Even on his worst day, Jeb is insightful, stridently optimistic, principled, and possessing the courage to speak up, whether his message is popular or not. He understands better than most that a focused, fired-up, capably led workforce consistently produces better outcomes. On his best. … Well, I’ll let you discover it for yourself, because a lot of it is in this book.

Having already bought the book, I strongly encourage you to read it, as I have. You will be treated to a better understanding of this thing called leadership, your obligations to those who follow you, and some immediately actionable take-aways. I found the chapters “People First” and “The Seven Essential Principles of Leadership” especially helpful.

If, like me, you struggle to grasp (really grasp) and remember even a short list of precepts, go straight away to the “The Five Levers of Leadership.” Here they are in short form:

1 Put people first

2 Connect

3 Position people to win

4 Build trust

5 Create positive emotional experiences

Regardless of where you start, you’re going to benefit from the insights and advice in People Follow You. Proceed!

—Bill Catlette Managing Partner, Contented Cow Partners; Coauthor of Contented Cows Give Better Milk andRebooting Leadership

1

I'm the Boss of You