HOT MANAGEMENT™ (PART III): HOT SKILLS.
By Bruce Tulgan
What HOT Skills do we teach managers in our training programs? It's back to the basics, but fine-tuned and adjusted to get more work and better work out of fewer people... and give people the work-life balance they need.
HOT Skill #1: Negotiating custom deals in exchange for high performance.
The HOT Manager must find each team member's "needles in a haystack" (his/her
unique needs and wants). The only way to find those needles in a haystack
is in one-on-one discussions with every person. Of course, once you find
those needles in a haystack, you still can't do everything for everybody. So
the HOT Manager has to figure out which needs and wants can be met and which
ones are impossible. Then the HOT Manager offers to provide a needle in a
haystack to every team member in exchange for steadily accomplishing
ambitious goals and deadlines.
HOT Skill #2: Holding people accountable for ambitious goals and deadlines.
The HOT Manager meets with every team member every day (at least once a week)
to provide coaching and support. The HOT Manager sets ambitious goals and
deadlines, plans for resource needs, and troubleshoots. Most important: The
HOT Manager holds every team member accountable for high performance---one
person at a time, one day at a time---and rewards the high performers.
HOT Skill #3: Dealing with low performers immediately.
The HOT Manager has the guts and skill to engage low performers, insist they
improve, help them improve, and hold them accountable for improvement---one
person at a time, one day at a time. Using a performance improvement model
focusing on the three elements of performance---ability, skill, and will---HOT
Managers coach low performers back on track to an upward spiral of
improvement.
HOT Skill #4: Conducting deal-breaker conversations.
The HOT Manager does not tolerate recalcitrant low performers. When the HOT
Manager has exhausted all ordinary efforts to help a low performer get back
on track, it is time for the "deal-breaker" conversation. This is where the
HOT Manager gives the low performer one last chance: "improve or be removed."
HOT Skill #5: Cutting through the red tape.
The HOT Manager builds allies----in HR, the legal department, the EEO, and
the union---throughout the organization to help dot the "I"s, cross the "T"s,
follow necessary procedures, and cut through the red tape.
HOT Skill #6: Maintaining the intensity of HOT Teams.
The HOT Manager keeps the team in balance and maintains enthusiasm, buzz,
and intensity.
BRAND NEW HOT MANAGEMENT TRAINING MATERIALS
Our brand new HOT Management™ training materials on CD-R are now
available. For free preview files, please see
http://www.rainmakerthinking.com/hottrng.htm,
or contact Jeff Coombs via phone (203-772-2002 X104) or e-mail.
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Winning the Talent Wars® |
99th Edition - June 24, 2003 COPYRIGHT, RainmakerThinking, Inc.® http://www.rainmakerthinking.com |
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E-mail: mail@rainmakerthinking.com
Ph: 203.772.2002 |
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