Yves Morieux And Peter Tollman On How To Manage Complexity Without Getting Complicated

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‘An organization’s performance is nothing more than the combined effect of people’s behavior- their actions, decisions, and interactions. When managers don’t understand what people really do, they don’t understand why the organization is performing (or not performing) the way it is.’

‘Among operational units, find out those that can play the role of integrator among peer units, because of some particular interest or power.’

‘Use feelings to identify candidates: feelings provide important clues for the analysis, because they are symptoms rather than causes.’

‘Among managerial layers, remove those who cannot add value and reinforce others as integrators by eliminating some rules and relying on observation and judgment rather than metrics whenever cooperation is involved.’

‘When you have to create new functions, make sure you give them the power to play their role, and that this power does not come at the expense of the power needed by others to play theirs.’

‘When you create new tools for managers (planning, or evaluation systems, for instance), ask yourself if these constitute resources or constraints. Providing a few tools simultaneously is more effective (because it creates a critical mass of power) than many tools in a sequential way, one after the other.’

‘To meet multiple and often contradictory performance requirements, people need to rely more on each other. They need to cooperate directly instead of relying on dedicated interfaces, coordination structures or procedures that only add to complicatedness.’

‘Tighten the feedback loop by making more frequent the moments when people experience the consequence of the fit between their contributions.’

‘Bring the end point forward, notably, by shortening the duration of projects.’

‘Tie futures together so that successful moves are conditioned by contributing to the successful move of others.’

‘Make people walk in the shoes they make for others.’

‘Managers must go beyond technical criteria (putting the blame where the root cause problem originated). In dealing with the business complexity of multiple and often conflicting performance requirements, the smart organization accepts that problems in execution happen for many reasons and that the only way to solve them is to reduce the payoff for all those people or units that fail to cooperate in solving a problem, even if the problem does not take place exactly in their area, and to increase the payoff for all when units cooperate in a beneficial way.’

Source

Yves Morieux and Peter Tollman (2014). Six Simple Rules: How to Manage Complexity without Getting Complicated

Nancy Bleeke On Conversations That Sell

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‘Prepare for conversation success. Make the time to identify the objective of your conversation and how you will make the conversation about Them, not you or your solution. Proper preparation for the conversation ensures it is value-filled for you and Them. Your gains are efficiency, consistency, and closed sales.’

‘Identify your own Tribal Type first. Acknowledge how you prefer to work and communicate. This awareness will allow you to adjust as necessary from your normal actions when dealing with other types.’

‘Remain flexible with your approach in each conversation. Don’t judge or box in your contacts. The environment and the person’s experiences in the previous twenty minutes will impact their behavior and communication in your conversation. Every time you are in contact with someone, observe their communication customs and adapt.’

‘Pay attention to the clues people send you about their customs. Pace and word choice are easy to spot and make your initial adjustments easy.’

‘Every time you are in contact with someone, observe their communication customs and adapt.’

‘Appreciate the uniqueness of each person. Some may be more challenging for you to sell and collaborate with than others. Strive to provide value in each of your contacts.’

‘Your conversation success starts with you. Mentally prepare to engage with your buyer before picking up the phone or walking through the door.’

‘Research the person, company, and the industry to ensure your conversation will be relevant and value-focused throughout.’

‘When buyers say they have time but hurry up, or that they have just a minute, use the little time you have with them to reschedule a better time.‘

‘Look for the unspoken messages and the intent, emotions, and motivates by paying attention to their body language and the environment.’

‘Pay attention to your listening habits. Determine if they are effective and, if not, set a goal to make incremental changes to listen more.’

‘Acknowledge the buyer’s objection, ask for clarification, and then Answer appropriately.’

‘Stay current with the technology tools available to you for managing your sales activities and buyers. Then use what you have.’

‘Take action! Find something every day (or at least weekly) that moves you forward.’

‘Celebrate your progress and final destination. Don’t just wait for the final end result; enjoy the progress points along the way.’

Source

Nancy Bleeke (2013). Conversations That Sell: Collaborate with Buyers and Make Every Conversation Count