360 Feedback for More Sales

Feedback on target2 360 Feedback for More SalesPerhaps in no other field is income related more to success than in the sales field. In most cases, the more you sell the more you make; the fewer the sales the less income you receive. Obviously then, the more we can eliminate our weaknesses and strengthen our strengths the more success we can be.

Well timed, relevant, and constructive feedback provides the greatest motivation to change. It is axiomatic that good feedback gives people the information they need to change. Why? Because feedback generates insight and a better understanding of what is currently working and what is not. Thus, given this information we are able to set priorities for our own development. These priorities can be turned into personal development plans; and the result is improved ways of operating that will enhance our sales effectiveness.

In this process one tool is the 360 feedback instrument, or more specifically Everything DiSC® 363™ for LeadersThis instrument for enhanced sales effectiveness:

  • Generates a report of some 22+ pages that is all about the sales leader
  • Is an all-new research-validated model
  • Has intuitive, easy to read visuals and rich cuts of data and feedback breakdowns
  • Includes a comprehensive listing of rater comments
  • Includes three strategies for improving effectiveness

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A New Kind of 360 Feedback

TimeForFeedback A New Kind of 360 FeedbackIt is, I believe, generally agreed that feedback is necessary for any form of performance improvement. In the business world this often takes the form of a 360 Feedback Project in which performance data is sought from other groups on the performance of an individual – usually the person’s manager, direct reports, peers and others.

But one of the key reservations about 360 Feedback is that sometimes respondents feel safe in including “zinger” or malicious comments in their anonymous feedback. This possibility has derailed many 360 projects.

But now Inscape publishing has a new type of 360 degree instrument that has resolved most, if not all, of the problems with previous 360 instruments. The new Everything DiSC® 363™ for Leaders combines the best of the 360s with the simplicity and power of DiSC, plus three personalized strategies for improving leadership effectiveness. The result is a 360 experience that is much more productive and satisfying.
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360 Feedback – 5 Tips to Make It Work For You

363 Feedback for leaders 360 Feedback   5 Tips to Make It Work For YouProbably few things can get an argument going faster than mentioning 360 Feedback at a meeting of HR professionals. Some will be strongly in favor of the idea, and many will be just as strongly against it. This has always puzzled me, because 360 Feedback is a tool, and like all tools it can be misused. Used appropriately it can be of great assistance in individual performance approval. Used improperly, it can cause problems!

360 Feedback is performance based. That, in itself, may have led some people to feel it could be used for performance evaluation. But that would be a mistake! Performance evaluation is an assessment of performance, based on criteria established for the job by the persons responsible for the job description. It is normally conducted by the person’s direct manager.

363 Participants 360 Feedback   5 Tips to Make It Work For You

360 Feedback, on the other hand, is information given to the individual from various people or groups with whom the individual has contact – normally his/her manager, direct reports, peers and other people with whom he/she has contact. It is advice on how the subject might improve his/her performance from their perspective. To be effective, this advice should be positive, and presented in a constructive manner.
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Ensuring Peak Workplace Performance

In the fast paced, change oriented business environment we live in, improvement of workplace performance must be an ever present priority, if business organizations are to thrive and survive.

In this environment, work teams have become more common, and it becomes increasingly important for each player to perform to his/her optimum.

In addition, the manager (or team leader) must assume the responsibility for:

  1. staging, or managing, the success of the subordinate, and
  2. that the coaching function should be on an ongoing basis,

 

Before any process is started, remember that this is the age of relationships. If a manager is not connecting with a member of his/her team, no trust can be established, and if there is no trust – productivity suffers, and profits are likely to disappear.

The effective manager will know the leader’s style, and how best to communicate with him/her before the initial sessions.

To maximize the beneficial results of this ongoing dialogue, the process followed should be similar to that outlined in the diagram below.

work Team 110216 crpd1 300x148 Ensuring Peak Workplace Performance

While the performance interview would remain, on an annual, or some other regular interval, the dialogue between the manager and the subordinate would be continuous

  1. At the performance review session, goals would be formulated and shared.  If the 363 for Leaders was used, a coaching supplement can be obtained which provides further information based on the assessment and the Leader’s DiSC® style.
  2. Following this session, progress toward the identified goals would be tracked and shared.
  3. Feedback from both parties (or on a broader basis) would be sought and shared.
  4. This feedback would be reviewed and analyzed, by both manager and subordinate;  and the results would form the basis for the discussion at a performance review meeting, plus any additional feedback needed or desired.

This process would involve active participation by both parties to the review and would ensure that the best interests of all concerned would be realized.

“Feedback may be the breakfast of champions”, but learning how to receive feedback, without blame or excuses, is an acquired skill. But once mastered, you can become a peak performing, high achieving, self-actualized human being.

And now, if this article was of interest to you, you can get further information on 360 Feedback, and 363 for Leaders, by visiting http://www.360feedbackandmore.com

Articles by Norquest

Everything DiSC Sales Map Articles by NorquestEverything DiSC Series of Articles

Below are links to a series of articles here on the blog about the Everything DiSC products

5 Steps for Hiring Winning Talent

In these ever changing and competitive times, the need to hire the right talent the first time must be a high organizational priority. Organizations who can hire right the first time to fill the available positions have a competitive edge.
Click here to read more…

Team Leadership: Developing and Coaching Others

BusinessTeam Articles by NorquestIt is generally agreed that one of the key roles of a team leader is to improve the effectiveness of each member of his team through development and coaching.

Coaching on the Job – For Peak Productivity

On-the-job training is now such a common way of training workers that the practice may seem straightforward and almost simple. But doing it effectively requires more thought and preparation than simply having someone follow an experienced worker around and watch what they are doing.

Motivating Team Members

The goal is set, the tasks defined, everyone knows what to do – now what? How do you get the team members to start, and to keep working enthusiastically, until the goal is attained?
Click here to read more…

Do You Have an Elevator Speech?

When asked that question, you have about 30 seconds to establish a connection with the person asking. That is why it is often called “Your Elevator Speech” or “Your Meeting Statement”.
Click here to read more…

DiSC® PPSS (Personal Profile Systems Software)

One of my favorites of all the DiSC® reports is the DiSC® PPSS Online Report, because it provides individuals with detailed personalized information to help them apply DiSC® learning in a variety of personal and business situations.
Click here to read more…

Time Mastery Or Time Management? It’s Your Choice!

by William C Blake

bigstockphoto Business Team 4077379 300x225 Articles by NorquestTime is a limited commodity – just 24 hours each day, and we can’t put any aside for future use! So, daily we have pressing issues to deal with and a multitude of demands on our time. These demands are important, and so we have to pay attention to them, and we try to accommodate them all. Often it seems like we are trying to juggle a bunch of time balls in the air.

This is the problem – to satisfy all these often conflicting demands while continuing to focus on our dreams and aspirations.

With Time Management we try to use a multitude of different devices to resolve our daily dilemma of too much to do, and not enough time to do it in.

(To read more Click Here)

5 Key Roles in Successful Team Development

by William C Blake

bigstock Team Pulling Up An Arrow 4248588 300x300 Articles by NorquestIn today’s team based approach to the work environment, organizational success depends, more than ever before, on people working together effectively. This requires a clear understanding, by the individual, of his/her personal strengths, a real appreciation of the difference in others, and how their strengths interact with those of others. This knowledge is the foundation for successful team development.

Each member of a team has his/her individual characteristics and behaviorial preferences. The success of the team will depend to a large extent on how well they interrelate and capitalize on the strengths of each individual.

All of us have heard of the Golden Rule – “Do unto others as you would like them to do unto you”. Today, Dr. Tony Alessandra, in his Platinum rule, disputes that.

(To Read More Click Here)