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Leadership Charisma: Born with it or learned?
- 1. Enhancing Your LeadershipCharisma: A Step-by-Step Guidewww.patdolen.com713.838.8787
- 2. Enhancing Your LeadershipCharisma: A Step-by-Step Guide. Copyright 2011 by Profiles International. All rights reserved. No part of the report may be reproduced in any form or by any electronic or mechanical means including information storage and retrieval systems without written permission from the publisher.Printed and bound in the United States of America. PublisherProfiles Research InstituteDario Priolo, Managing Director5205 Lake Shore DriveWaco, Texas 76710-1732Profiles International Strategic Business PartnerPat DolenTydeman Dolen2500 City West Blvd, Suite 300Houston, Texas 77042(713) 838-8787www.patdolen.com AcknowledgementsPresident, Co-founder, Profiles International: Bud HaneyEditor-in-Chief: Dario PrioloManaging Editor: Carrie D. MartinezAssistant Editors: Jeffrey M. Meyers, Christine Gallia, Jacob FordCreative Director: Kelley TaylorGraphics Assistant: Colton Canava, Kristen FletcherEnhancing Your Leadership Charisma: A Step-by-Step Guide | 2
- 3. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe Impact of the Charismatic LeaderRaising Productivity & ProfitabilityEnhancing Your Leadership Charisma: A Step-by-Step Guide | 3
- 4. Enhancing Your LeadershipCharisma: A Step-by-Step GuideA Common Thread…Enhancing Your Leadership Charisma: A Step-by-Step Guide | 4
- 5. Enhancing Your LeadershipCharisma: A Step-by-Step GuideWe defined a more practical ‘commercial charisma’…Enhancing Your Leadership Charisma: A Step-by-Step Guide | 5
- 6. Enhancing Your LeadershipCharisma: A Step-by-Step GuideLeadership Charisma"Charismatic leaders create and maintain a work environment where people are emotionally and intellectually committed to the organization's goals.They build an energetic and positive attitude in others and inspire them to do their very best. In doing so they create a common sense of purpose where people are more inclined to invest extra energy and even some of their own time in their work." Enhancing Your Leadership Charisma: A Step-by-Step Guide | 6
- 7. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe Research - 201140,000 manager-leaders assessed for their leadership charisma…by almost 400,000 ‘Direct Reports’Enhancing Your Leadership Charisma: A Step-by-Step Guide | 7
- 8. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe Research - 2011It ALL comes down to behavior!ANYONE can learn to be a charismatic leaderEnhancing Your Leadership Charisma: A Step-by-Step Guide | 8
- 9. Enhancing Your LeadershipCharisma: A Step-by-Step GuideSo What?Enhancing Your Leadership Charisma: A Step-by-Step Guide | 9
- 10. Enhancing Your LeadershipCharisma: A Step-by-Step GuideWhat’s the single most important challenge to leaders in this economy? Getting Positive ResultsEnhancing Your Leadership Charisma: A Step-by-Step Guide | 10
- 11. Enhancing Your LeadershipCharisma: A Step-by-Step GuideYou trimmed costs, You reengineered your processes,In some cases you reduced your workforce …You now have the team that MUST take you through this economy successfullyEnhancing Your Leadership Charisma: A Step-by-Step Guide | 11
- 12. Enhancing Your LeadershipCharisma: A Step-by-Step GuideA Critical RealityThe magnitude of this team’s contribution to your success will be directly proportional to how engaged they are with the organization and their jobs.Enhancing Your Leadership Charisma: A Step-by-Step Guide | 12
- 13. Enhancing Your LeadershipCharisma: A Step-by-Step Guide“Employee engagement is the extent to which employees… …are motivated to contribute to organizational success, and are willing to apply discretionary efforts to accomplishing tasks important to the achievement of organizational goals.”Vernon Bryce, Talking in TradeArabiaEnhancing Your Leadership Charisma: A Step-by-Step Guide | 13
- 14. Enhancing Your LeadershipCharisma: A Step-by-Step GuideEngagement = Productivity & Profitability“…we looked at fifty global companies over a year, correlating employee engagement levels with financial results... The companies with high employee engagement had a 19% increase in operating income and 28% growth in earnings per share. Conversely, companies with low levels of engagement saw operating income drop more than 32% and earnings per share decline 11%.”Source: Towers Perrin ‘Global Workforce Study’(surveyed nearly 90,000 employees in 18 countries)Enhancing Your Leadership Charisma: A Step-by-Step Guide | 14
- 15. Enhancing Your LeadershipCharisma: A Step-by-Step GuideEngagement = Productivity & Profitability…which equates to:…a 51% Gap in Operating Income!…a 39% Gap in Earnings per Share!…between high and low engagement organizationsSource: Towers Perrin ‘Global Workforce Study’))(surveyed nearly 90,000 employees in 18 countries.Enhancing Your Leadership Charisma: A Step-by-Step Guide | 15
- 16. Enhancing Your LeadershipCharisma: A Step-by-Step GuideWhat Drives Engagement?Enhancing Your Leadership Charisma: A Step-by-Step Guide | 16
- 17. Enhancing Your LeadershipCharisma: A Step-by-Step GuideEngagement is Driven By:Job Fit
- 18. Leadership Enhancing YourLeadership Charisma: A Step-by-Step Guide | 17
- 19. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe Overlooked Role of The Leader in Engagement“… a great workplace is measured by the quality of three, interconnected relationships:The relationship… …between employees and management…between employees and their jobs/company…between employees and other employees”Fortune Magazine’s “100 Best places To Work”Enhancing Your Leadership Charisma: A Step-by-Step Guide | 18
- 20. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe Common Thread?Engagement“... a heightened emotional connection that an employee feels for his or her organization, that influences him or her to exert greater discretionary effort in his or her work.”Charisma:“... a special quality of leadership that captures the popular imagination and inspires allegiance and devotion.”Enhancing Your Leadership Charisma: A Step-by-Step Guide | 19
- 21. Enhancing Your LeadershipCharisma: A Step-by-Step GuideLeadership Charisma"Charismatic leaders create and maintain a work environment where people are emotionally and intellectually committed to the organization's goals.They build an energetic and positive attitude in others and inspire them to do their very best. In doing so they create a common sense of purpose where people are more inclined to invest extra energy and even some of their own time in their work." Enhancing Your Leadership Charisma: A Step-by-Step Guide | 20
- 22. Enhancing Your LeadershipCharisma: A Step-by-Step Guide“Everything you do, or do not do, adds to, or subtracts from, your charisma as a leader”Enhancing Your Leadership Charisma: A Step-by-Step Guide | 21
- 23. Enhancing Your LeadershipCharisma: A Step-by-Step GuideLeadership Charisma: Two Guiding PrinciplesWIIFMThe Charismatic EquationEnhancing Your Leadership Charisma: A Step-by-Step Guide | 22
- 24. Enhancing Your LeadershipCharisma: A Step-by-Step GuideWIIFMEnhancing Your Leadership Charisma: A Step-by-Step Guide | 23
- 25. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe ‘Charismatic Equation’'The extent to which you are perceived as being charismatic is directly proportional to the extent to which people either feel or fare better after each interaction with you'.Enhancing Your Leadership Charisma: A Step-by-Step Guide | 24
- 26. Enhancing Your LeadershipCharisma: A Step-by-Step GuideANYONE can Learn to be a Charismatic Leader: Six of the Most Critical BehaviorsCommunicate EffectivelyTailor Your VisionBe Energetic & EnthusiasticBe a Beacon of PositivityRecognize the Greatness in OthersUse the Charismatic Power of Belief in PeopleEnhancing Your Leadership Charisma: A Step-by-Step Guide | 25
- 27. Enhancing Your LeadershipCharisma: A Step-by-Step Guide1. Communicate EffectivelyEnhancing Your Leadership Charisma: A Step-by-Step Guide | 26
- 28. Enhancing Your LeadershipCharisma: A Step-by-Step Guide1-on-1 CommunicationsKeep it upbeat
- 29. For heaven’s sake,listen!
- 30. Solicit ideas, opinionsand suggestions
- 31. Create a comfortableclimate for raising concernsEnhancing Your Leadership Charisma: A Step-by-Step Guide | 27
- 32. Enhancing Your LeadershipCharisma: A Step-by-Step Guide2. Tailor YourVisionEnhancing Your Leadership Charisma: A Step-by-Step Guide | 28
- 33. Enhancing Your LeadershipCharisma: A Step-by-Step Guide3. Be a Beacon of PositivityEnhancing Your Leadership Charisma: A Step-by-Step Guide | 29
- 34. Enhancing Your LeadershipCharisma: A Step-by-Step Guide4. Energy & EnthusiasmEnhancing Your Leadership Charisma: A Step-by-Step Guide | 30
- 35. Enhancing Your LeadershipCharisma: A Step-by-Step Guide5. Recognize the Greatness in OthersEnhancing Your Leadership Charisma: A Step-by-Step Guide | 31
- 36. Enhancing Your LeadershipCharisma: A Step-by-Step GuideRecognition is Chemical“Recognition for good work releases Dopamine in the brain, which creates feelings of pride and pleasure. Better yet, that Dopamine hit cements the knowledge that more of that behavior will create more praise, resulting in another Dopamine drench, and so on.” ‘In Praise of Praising Your Employees’, Gallup Management JournalEnhancing Your Leadership Charisma: A Step-by-Step Guide | 32
- 37. Enhancing Your LeadershipCharisma: A Step-by-Step Guide6. The Charismatic Power of Belief in Peoplewww.profilesinternational.com© 2011 Profiles International, Inc. All rights reservedEnhancing Your Leadership Charisma: A Step-by-Step Guide | 33
- 38. Enhancing Your LeadershipCharisma: A Step-by-Step Guide2 Key Drivers of Individual PerformanceLeader’s expectation of an individualEnhancing Your Leadership Charisma: A Step-by-Step Guide | 34
- 39. Enhancing Your LeadershipCharisma: A Step-by-Step Guide“…if you have positive expectations of all of your people then, consciously and unconsciously, you will continually transmit those expectations and support your people in raising their self-esteem,their expectations of themselves,and their engagement with their work to produce the results you expect of them.- ‘Leadership Charisma’, Haney, Sirbasku, McCannEnhancing Your Leadership Charisma: A Step-by-Step Guide | 35
- 40. Enhancing Your LeadershipCharisma: A Step-by-Step Guide2 Key Drivers of Individual PerformanceLeader’s expectation of an individual
- 41. Individual’s expectation ofher-/himselfEnhancing Your Leadership Charisma: A Step-by-Step Guide | 36
- 42. Enhancing Your LeadershipCharisma: A Step-by-Step Guide“As a charismatic leader you must have the very highest expectations of your people, knowing that your expectations will become their expectations – and that their expectations will translate to unprecedented productivity, performance and success.”- ‘Leadership Charisma’, Haney, Sirbasku, McCannEnhancing Your Leadership Charisma: A Step-by-Step Guide | 37
- 43. Enhancing Your LeadershipCharisma: A Step-by-Step GuideSix of the Most Critical BehaviorsCommunicate EffectivelyTailor Your VisionBe Energetic & EnthusiasticBe a Beacon of PositivityRecognize the Greatness in OthersUse the Charismatic Power of Belief in PeopleEnhancing Your Leadership Charisma: A Step-by-Step Guide | 38
- 44. Enhancing Your LeadershipCharisma: A Step-by-Step GuideWhere are you now?Leadership Charisma Index (LCI)Leadership Charisma Quotient (LCQ)‘You cannot manage what you cannot measure’Enhancing Your Leadership Charisma: A Step-by-Step Guide | 39
- 45. ‘Self’Enhancing Your LeadershipCharisma: A Step-by-Step GuideCheckpoint System Each Leader / Manager‘Boss’Direct ReportsAnonymous & ConfidentialPeersAnonymous & ConfidentialEnhancing Your Leadership Charisma: A Step-by-Step Guide | 40
- 46. Enhancing Your LeadershipCharisma: A Step-by-Step GuideCheckpoint: Leadership Charisma Index & Leadership Charisma QuotientEnhancing Your Leadership Charisma: A Step-by-Step Guide | 41
- 47. Enhancing Your LeadershipCharisma: A Step-by-Step GuideCheckpoint: A Uniquely Complete Leadership Development SystemEnhancing Your Leadership Charisma: A Step-by-Step Guide | 42
- 48. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe most important challenge to leaders in this economy: Getting Positive ResultsEnhancing Your Leadership Charisma: A Step-by-Step Guide | 43
- 49. Enhancing Your LeadershipCharisma: A Step-by-Step GuideEnhancing Your Leadership Charisma: A Step-by-Step Guide | 44
- 50. Want to becomemore charismatic?Leadership Charisma Index (LCI)(Your charismatic level according to Direct Reports)Your Leadership Charisma Index is a measure of how charismatic you are seen to be by those who work directory for you – this is a good measure of how effectively you will engage those people and maximize their productivity as their leader.Your LCI = 3.75Once you know thatYou can use thestep-by-step programIn your book to maximize your charismaIt all begins with knowing just how charismatic you are nowEnhancing Your Leadership Charisma: A Step-by-Step Guide | 45
- 51. Enhancing Your LeadershipCharisma: A Step-by-Step GuideEnhancing Your Leadership Charisma: A Step-by-Step Guide | 46
- 52. Enhancing Your LeadershipCharisma: A Step-by-Step GuideEnhancing Your Leadership Charisma: A Step-by-Step Guide | 47
- 53. Enhancing Your LeadershipCharisma: A Step-by-Step GuideThe Impact of the Charismatic LeaderRaising Productivity & ProfitabilityEnhancing Your Leadership Charisma: A Step-by-Step Guide | 48
- 54. Introducing Profiles InternationalHowWe Do It – Overview of our assessments and solutionsEnhancing Your Leadership Charisma: A Step-by-Step Guide | 49
- 55. Introducing Profiles InternationalHowWe Do It – Assessment and solution descriptionsProfileXT® (PXT)The ProfileXT (PXT) assessment measures how well an individual fits specific jobs in your organization. The “job matching” feature of the PXT is unique, and enables you to evaluate an individual relative to the qualities required to perform successfully in a specific job. It is used primarily for employee selection, onboarding, managing, and strategic workforce planning. This assessment reveals deep, objective insight into an individual's thinking and reasoning style, relevant behavioral traits, occupational interests, and match to specific jobs in your organization. It helps your managers interview and select people who have the highest probability of being successful in a role, and provides practical recommendations for coaching them to maximum performance. It also gives your organization consistent language and metrics to support strategic workforce and succession planning, talent management, and reorganization efforts.Workplace Engagement Survey (WES)Our Workplace Engagement Survey (WES) measures the degree to which your employees connect with their work and feel committed to the organization and its goals. This gives you and your management team a detailed view of what influences engagement across all of your workforce segments and how your employees compare statistically to the overall working population.In addition, the WES measures “satisfaction with employer” and “satisfaction with manager” across your entire organization, and gives recommendations for your organization to improve.Enhancing Your Leadership Charisma: A Step-by-Step Guide | 50
- 56. Introducing Profiles InternationalHowWe Do It – Assessment and solution descriptionsProfiles Performance Indicator™ (PPI)The Profiles Performance Indicator is a DISC-type assessment that reveals aspects of an individual's personality that could impact her fit with her manager, coworkers, and team as well as herjob performance. It is used primarily for motivating and coaching employees, and resolving post-hire conflicts and performance issues. The PPI specifically measures an individual's motivational intensity and behaviors related to productivity, quality of work, initiative, teamwork, problem solving, and adapting to change as well as responses to conflict, stress, and frustration. The output from this assessment serves as an “operator's manual” for an employee, which helps managers better motivate, coach, and communicate with the employee. It also helps to predict and minimize conflict among coworkers, and it provides crucial information for improving team selection and performance.A powerful feature of the PPI is the Team Analysis Report, designed to help managers form new teams, reduce team conflict, improve team communication, improve their ability to anticipate problems, and enhance their team leadership skills.It helps evaluate overall team balance, strengths, and weaknesses as well as team members’ personality characteristics along 12 key factors: control, composure, social influence, analytical, patience, results orientation, precision, expressiveness, ambition, teamwork, positive expectancy, and quality of work. It also provides team leaders with practical recommendations and action steps to take in order to succeed in their jobs. Enhancing Your Leadership Charisma: A Step-by-Step Guide | 51
- 57. Introducing Profiles InternationalHowWe Do It – Assessment and solution descriptionsCheckPoint 360°™The CheckPoint Management System is a 360-degree assessment. It is used primarily to evaluate the effectiveness of your managers. This assessment combines feedback from direct reports, peers, supervisors, and even customers, with a personalized program for developing specific leadership skills based on that feedback. This process highlights a manager’s job performance in eight skill clusters: leadership, communication, personal development, development of others, production, task management, relationships, and adaptability. The CheckPoint 360 helps managers identify and prioritize their own development opportunities. And, it helps the organization to better focus management training and development investments, proactively uncover misaligned priorities between senior executives and front-line managers, and surface management issues that could lead to low employee productivity, morale, satisfaction, and turnover.ProfilesManagerialFit ™ (PMF)People typically don’t quit their companies, they quit their bosses. Profiles Managerial Fit (PMF) measures critical aspects of compatibility between a manager and their employees. This report offers an in-depth look at one’s approach to learning, as well as six critical dimensions of compatibility with their manager: self-assurance, conformity, optimism, decisiveness, self-reliance, and objectivity.Managers use this information for adapting their styles in order to get the most from each employee; improve communication; increase engagement, satisfaction, and productivity; and reduce employee turnover.Enhancing Your Leadership Charisma: A Step-by-Step Guide | 52
- 58. Pat Dolenwww.patdolen.com(713) 838.8787EnhancingYour Leadership Charisma: A Step-by-Step Guide | 53
Editor's Notes
- #5 Throughout history there have always been leaders who had an intriguing gift with people – a gift that gave them a particular ability to motivate people, to engage them in a common cause, to infuse them with passion for the beliefs they held themselves, and to drive them to achieve greater results than even they themselves thought was possible. JFK, Martin Luther King, and Franklin D Roosevelt are a few examples of people who have shown this particular ability on a non-business stage.<CLICK>. But the world of business has also had its share of leaders like this – people Steven Jobs of Apple, Mary Kay Ash of Mary Kay Cosmetics, Jack Welch of GE, Oprah Winfrey, and Pierre Omidyar of eBay . They too have a certain something that makes people rally around and engage with their ideas so completely that they achieve enormous success.Until recently they might all have been said to have an almost magical quality that the ancient Greeks christened ‘charisma’ – an almost magic quality that some leaders were believed to have been born with that enabled them to achieve extraordinary results through their people.We at Profiles International were not entirely convinced that the common thread that connected these great leaders was in any way magical, or came about as a result of their genetics – we were convinced that all of these highly successful leaders shared something much more tangible and manageable in common, and we were determined to figure out what that ‘something’ was.The thinking was simple: if we could find what made these so called charismatic leaders so successful, then perhaps we could help other leaders to emulate them and become equally successful.
- #6 One of the problems with the word charisma is that it has been around so long that its meaning has been expanded to mean lots of different things to different people. The charisma we mean when we refer to movies stars has no relation whatever to the term charismatic as applied to Charismatic Christians, for example.To avoid any confusion we felt that we needed to define that specific type of charisma demonstrated by a leader who is so successful in engaging his or her people that they get the sort of high-end productivity and profitability results achieved by high engagement organizations. Our more ‘commercial charisma’ would have a very specific purpose – to help leaders achieve the best possible results from their people.To differentiate it from the charisma defined in the dictionary we called our new measure ‘Leadership Charisma’. Leadership Charisma is what you have if the way you interact with your people creates extraordinarily high levels of engagement and creates strongly motivated followers.
- #7 We started by defining the impact that leaders with high levels of this Leadership Charisma have upon their people.We described the results we saw these exceptional leaders achieve in the terms you see here. Look at the key elements: ‘…creates an environment where people are emotionally and intellectually committed…’, ‘…builds an energetic and positive attitude in others…’, ‘…creates a common sense of purpose where people are more inclined to invest extra energy and even some of their own time in their work…’Having defined the results that these enormously successful, inspiring and productive leaders achieved, then all we had to do was figure out what it was that they did in their day-to-day interactions with their people to drive this enormous impact upon people.That took a lot of research…
- #8 We were fortunate that we have a complete online leadership development system, called the Checkpoint 360. Using the Checkpoint system, leaders are assessed by their ‘bosses’, their peers and their direct reports on how effectively they lead on a day to day basis. To do this a leader is rated on how effectively they employ 70 key behaviors that almost 20 years of research has shown are the behaviors that are common to very highly effective leaders.Hundreds of thousands of leaders globally pass through this system every yearIn 2011 we added an extra question to the Checkpoint. Using our definition of Leadership Charisma almost 400,000 people worldwide were asked to rate their 40,000 leaders on the extent to which they found them charismatic.
- #9 At that point we not only had ratings of these 40,000 leaders on the 70 key leadership behaviors, but we also had their leadership charisma ratings – so we were able to identify which of the 70 leadership behaviors were the ones that specifically drove a charismatic impact upon the direct reports of these leaders. Our research showed that a leader’s charisma, the extent to which she or he fully engages their people, is dependent on nothing other than a very specific set of behaviors. Those leaders who practice those behaviors daily in their interactions with their people are perceived as charismatic; those who do not practice them are not so perceived.So ANYONE can become a charismatic leader; we identified very specific leadership behaviors that any leader can learn to apply to create a charismatic impact upon their people – with all of the engagement and productivity benefits that this Leadership Charisma brings with it.We used those identified behaviors to drive the fourth section in the book you will receive today for attending our event.
- #10 So what value does all of this research have for leaders like you who are responsible for running key divisions of their organizations?
- #11 Let me ask you a question: what’s the single most important challenge to leaders in this economy?Ask the question on the slide – capture all of their responses on a flipchart. Talk through each briefly as you note it down.Then show how everything they have all said really add up to one challenge to leaders in this economy: Getting Positive Results!If anything positive comes from the sort of challenging economy we’ve all endured since end of 2008 it has to be the sense of focus that it gives everyone in business upon what really matters – bottom line results.In the current economic climate every person in this room is more keenly aware than ever of the need to achieve maximum productivity from minimum resources – to get the results that our shareholders and owners demand of us.There is nothing more important to ensure that our businesses push through the current challenges and position ourselves for success as things improve and normalize.
- #12 2008 made it clear to us all that 2009 would be a challenging year, and the fact that your organizations continue to exist is a tribute to the way that you and so many of your peers rose to that challenge – many organizations were not so fortunate.In 2009 we all trimmed to the absolute minimum all costs that could be trimmed. In many organizations this meant losing some members of the team. We all spent a lot of time working on all of our processes to reengineer them so that they were maximally efficient and productive. It was often painful – but it worked.In general, results during 2009 and 2011 indicate that these measures had gone a long way in holding off the worst effects of the global downturn – many organizations minimized the worst possible impact of the sudden downturn upon their bottom lines by taking such drastic actions. But now that we have trimmed all of the costs we can, reduced our headcounts to the minimum practical and reengineered any processes we could, the only way that we can now positively impact our bottom line results from this point forward is through a focus on greatly increased productivity.In all likelihood the team you now have left after this process is the one that you’ll depend upon to take you through these challenging times to the results you must target for the organizationYour challenge now is to get this team as productive as possible as quickly as possible.
- #13 Which brings us to a critical reality that we must all face: the extent to which your team will contribute to the future success of your organization is directly proportional to the extent to which each and every member of that team are genuinely engaged with their jobs – the extent to which they genuinely want to help the organization to achieve the results it so badly needs from this point forward.Employee engagement has never been more important.
- #14 When it comes to maximizing productivity from people there is one measure which stands head and shoulders above all others in pointing the way: Employee Engagement.I have no doubt that everyone in this room is aware that Employee Engagement is the measure of just how willing your people are to give you all of the dedication and effort you need of them to ensure you achieve the results that you aspire to.Here’s a classic definition of Employee Engagement – you can see that the critical measure of the extent to which your people are truly onside with you in seeking the best possible results for the organization is the extent to which they are “motivated to contribute to your success” and perhaps more importantly prepared to apply what this writer calls their ‘discretionary efforts’ in the service of the organization. Discretionary effort is that effort that some people give that is ‘above and beyond the call of duty’. This is the effort they give when you say that they ‘went that extra mile’ to get the job done. If your people are motivated enough to give you their discretionary efforts then you are going to get the best possible results from them.
- #15 There is SO much research to demonstrate that organizations that have high Employee Engagement enjoy much higher productivity and profitability than those with low Employee Engagement.Here’s one of the largest studies ever undertaken on the topic – it involved more than 90,000 employees in 18 countries worldwide.Look at the growth in operating income for the high engagement organizations, it is 19% - versus the 32% drop for the low engagement organizations in the same period. Profitability follows the same trend – with the high engagement organizations growing their income per share by 28% - versus the decline of 11% for the low engagement organizations.<CLICK>
- #16 Just look at the magnitude of the gaps between high and low employee engagement companies – in the course of this one year study high engagement companies enjoyed a 51% greater increase in operating income and a 39% larger growth in earnings per share.If you have any disengaged or even moderately unengaged people on your team it is costing you the results that could make all the difference in the world to your organization.A lack of engagement is a challenge that every organization in America, and in the world at large, struggles with – and it’s hugely costly.You simply cannot afford low engagement or disengagement in your team.<CLICK>
- #17 Presenter: Ask the question of the group: ‘What drives engagement?’Use a flipchart to capture 10-12 responses from your audience. When you’ve captured them then talk through them briefly – then group them; i.e.:Money & benefits - mention that the motivational life of a raise or a bonus is about the time from the award of the bonus to the receipt of the payment after tax!Environment: Work environment is important – if it’s bad people won’t be as easily engaged, but it doesn’t naturally follow that they will be engaged if it’s good. Relationships with the people around them / social dimension: yes, this is indeed a factor – one which the leader has considerable influence over in terms of how they fit people to the teamJob Satisfaction – yes, fit people into jobs that they are capable of doing, that fits their personality and behavior and sparks their interest and they will be most likely to be happy and engagedThe Boss: Yes! This is critical; even if someone has all of the above the boss can completely sabotage all other efforts and completely disengage people. Ask the questions: ‘Who here has ever worked for someone in a job they quite liked, for a package that was acceptable, with people they liked, but for a boss that turned them off? Were you engaged?’.For each engagement driver the audience contributes ask them if it is ‘short term’ or ‘long tem’ in its engagement effect. Mark ‘S’ beside the short-term and ‘L’ beside the ‘long-term’.You are looking for answers that lead you to your next slide – which tells them that our research shows that the two most important factors in driving engagement are job fit and leadership. Talk though this process until you have brought them in that direction (Job Fit and Leadership have substantial long-term engagement impact).
- #18 All of the factors that we have just discussed contribute something to the extent to which people are engaged with their jobs.What our research has shown, however, is that the two single most important factors driving engagement are Job Fit and Leadership.Job Fit is the extent to which there is a genuine fit between a person and their position – to be maximally productive a person must be matched to their jobs on three critical levels:First, they must be capable of meeting the specific mental and intellectual demands that the positions makes on them – if they cannot meet those demands then how could they possibly be engaged? Second, there must be a fit between the personality/behavior of the person doing the job and the environment & people they must work with. If a person does not fit the environment you give them to work in, or the people they must work with, then they will not be successful, and again they cannot possibly be engaged.Finally, they must be matched to the job in terms of interest. They must WANT to do the work; they must be motivated by and interested in the work – or else they will never be fully engaged by the work.Helping our clients to fit people to jobs is one of Profiles International’s main activities – and it is something we are very successful at; we will not be covering that topic in today’s briefing, but if you’d like to learn more about fitting people to jobs, just write ‘job fit’ on the back of your registration card and we can arrange to talk to you about it later. For now, it is sufficient to say that, if people have a good fit with their jobs in all three of these areas, then it is possible to engage them.Presenter - this point is critical: Poor job fit makes engagement impossible. But good job fit alone is not enough to ensure engagement. Once people have been well fitted to their jobs then it is not often recognized that the extent to which they are engaged will come down in very large part to the leadership they receive. The leader is the catalyst that sparks the engagement that leads to superior productivity. This is seen even in sports where a good coach can make an average talent great, and a great talent world-class; similarly a poor coach will very often be seen to get mediocre results from a world-class athlete. When it comes to people productivity and performance it is all too often forgotten just how importance leadership is in the mix
- #19 Fortune Magazine’s ‘100 Best Places to Work’ research underlined the forgotten role of the leader in driving engagement. Their research found that an engaging workplace is driven by the relationship between employees and management – BY YOU!; By the relationship between employees and the organization – BY YOU!!; And by the relationships between employees and other employees – something which you, as the leader, directly impact through the work environment you create.Bottom line: REAL engagement begins and ends with the leader. If you are an engaging leader then your people will be engaged – if not, then it matters little what else you do you won’t engage your people to the maximum extent – and you’ll miss the significant additional productivity and profitability that can result from high engagement levels.Profiles has been working in the development of world class leaders since 1990. Every year we assess millions of leaders worldwide. When we researched the connection between the actions of leaders and employee engagement levels we were stunned to find that there was little of any practical use written on the topic – we couldn’t find anything that provided a practicing leader with a step-by-step guide to leading in a way that would enhance the engagement of the people he or she is leading.So we decided to do our own research.
- #20 Our research team spent months trawling through all of the formal research available on the topic and, when that didn’t yield anything very useful, we started to study those leaders who had a reputation for inspiring their people to high levels of engagement.In our research we looked very closely at people like Steven Jobs of Apple, Mary Kay Ash of Mary Kay Cosmetics, Jack Welch of GE, Oprah Winfrey, and Pierre Omidyar of eBay – and dozens more. It was obvious that there was some common thread, that these leaders shared something in common when it came to engaging people and getting incredible results from them.<CLICK>They very clearly engaged their people at a very high level – getting extraordinary results from them in the process.<CLICK> During that research we saw one word come up again and again when these people were mentioned – charisma. What struck us most was just how close the definition of charisma is to the definition of engagement – look at them here side by side: what’s clear is that they are two sides of the same coin. Leaders who have charisma will inspire in their people the allegiance and devotion necessary to convince them to invest greater discretionary effort in their work. Leadership Charisma drives engagement.
- #21 And that’s where our definition of Leadership Charisma came from – from a combination of the definitions of employee engagement and charisma.With the term ‘leadership charisma’ we could describe what it was that charismatic leaders did so well – they engaged them at an extremely high level.And our research into what drove the impression of leadership charisma told us a lot about what makes a leader charismatic.The first thing that became obvious is that everything you do as a leader matters to how charismatic you are in the eyes of those who work for you.
- #22 The reality is that everything you do, or do not do, adds to, or subtracts from, your charisma as a leader.This is an important finding. Everything about the way we behave in managing our people has an impact on how charismatic we are seen to be – and how engaged our people will be by us.Even the smallest of behaviors can have an enormous impact upon how charismatic your people perceive you to be.Think of a kaleidoscope. At the end of a tube are a series of carefully positioned mirrors and hundreds of multi-colored beads. When you look down the tube you see a pattern that is a function of the positions of those beads in relation to the mirror – because the picture is made up of a series of reflections of the beads, every single bead has an enormous effect on the pattern you see..If you turn the tube, and if even one bead shifts, then you get a brand new picture – even one single bead shifting can change the pattern dramatically. Leadership Charisma is like that. Our research shows that there are some very specific behavioral ‘beads’ – if you change even one of these leadership behaviors in your day-to-day dealings with your people then you can create a dramatically different perception of you as a leader. Employ all of the charismatic leader behaviors systematically and you become charismatic in the eyes of those who work for you. Charisma is not a quality you have as an individual – but a reaction others have to the things you do – to your behaviors. EVERYTHING you do matters.
- #23 We’re going to spend some time looking at the key charismatic behaviors you must master to have a consistent charismatic impact upon your people.But before we do that I’d like to share with you two key principles that we uncovered as we undertook the huge amount of research that underpins this book.If you take nothing else away from today’s seminar, if all you remember and apply from this presentation are these two key principles then I guarantee you’ll raise your charismatic impact upon your people dramatically.Let’s look at WIIFM (pronounced ‘wiffum’) and the ‘Charismatic Equation’.
- #25 The charismatic equation is a really very sensible and straightforward principle that explains what gives a person charismatic appeal. (Presenter: read the slide content aloud slowly). In simple terms: if I feel better or do better as a result of spending time with you, then you are charismatic for me. It’s that simple.Charismatic Leaders make it a point to ensure that every interaction with their people is focused upon raising the self-esteem, self worth and capabilities of their people.As we work through the rest of this briefing, especially when we look at some specific behaviors, bear these two principles in mind. You’ll see that they underpin and explain why each and every one of the charismatic leader behaviors are so effective in raising a leader’s charisma.
- #26 Put the title of this slide up (but not the bullet-points) and then ask:“Given what we’ve said so far what would you speculate are the leader’s behaviors that our research suggested are most responsible for driving leadership charisma and engagement?”Again, map some of their responses and talk through them. Focus particularly on those that you know amongst the six you’re about to show on your next slide. Introduce the six bullet-points and then comment:Let me make an important point again: these are all behaviors. You do not have to be the sort of person for whom these things comes naturally. Once you know what behaviors are required you can make the decision to develop those behaviors in yourself – to nurture a charismatic relationship with your people that engages them in producing superior results. ANYONE can learn to do this. So now that you have a good feel for the key principles that underpin all charismatic behavior let’s look in a little more detail at six of the most key charismatic behaviors – and how you can make these a standard part of the way you work day to day in leading your team.Here are the six most critical areas that the research identified for focus – the book looks at a few other areas, but we’ll focus today upon the most critical six areas for you in building your charismatic leader’s persona.We’ll talk through each of these briefly, first let’s look at communication.
- #27 Of all of the behaviors that our research showed were at the heart of charisma and success, communication was by far the single most important skill set. When we looked at the totality of what it took to be seen as charismatic, to be seen as someone that others would willingly follow, we found that more than 40% of that impact was generated by good communication. Think about that: if all you mastered in this life were great communication skills then you'd already be more than 40% of the way to having a charismatic impact upon all of those you encounter.Nothing will get you further or faster in this life than great communications skills. As a leader the most important communication is 1-2-1 communication, because that’s where you’ll spend more of your time with your people.
- #28 The book goes into much greater detail on this topic – but let’s look at some of the most important things to get right in your everyday communication with your people <CLICK>.First, we can all find as much negativity as we need in the people and the environment around us – especially in challenging economic times. No one needs it from the person who leads them – and nobody will be moved charismatically by a pessimistic or negative outlook. Keep your communications positive and upbeat – always take the most positive ‘can do’ approach in any situation, however dire. People want and need positive leadership.<CLICK>You’ve heard it a million times: the best communicators are the best listeners. Learn to listen - genuinely. But don’t just passively listen, <CLICK> make it a point so look for ideas, opinions and suggestions from those who work for you – there is nothing with a greater charismatic impact than the good feeling that comes from a respected leader seeking your ideas and opinions.<CLICK>And, when you get ideas or feedback that you don’t like, be prepared to hear people out. Ensure that it is always possible to raise concerns or contrary opinions – without fear of negative consequences. Some of the best ideas will not be your own – be open to others’ constructive rejection of your ideas or approaches.Your book offers you a step-by-step guide to making your 1-2-1 communications maximally charismatic, and provides many other suggestions that will make an enormous difference to the way you deal with your people day to day.
- #29 Remember the WIIFM principle? People are concerned first and foremost about their own needs and, in tough times that means their jobs, financial and career security; security for their families’ futures and so on.The charismatic leader develops the ability to take the vision they have of where their department or organization must go and convert it into a form that is meaningful to each and every one of his/her people. To do this you’re going to have to learn a lot about the people who work for you – you cannot tailor the way you present your vision unless you know what is important to each and every one of your people – their own career and life goals, their needs, their particular strengths and so on. In the book you’ll read a step-by-step strategy for getting close enough to each of your people that you can do this effectively.For now the key message is: to be charismatic and engage your people fully you must know each of those people deeply enough to be able to tailor your vision so that its realization can be seen to lead to each of your people realizing theirs.
- #30 We’ve already touched upon the need for positivity. No one is 100% optimistic all of the time – but there is an enormous amount of research outlined in the book showing a very direct connection between achieving success and the approach of taking what positive action you can in any situation and real success.Positivity for leaders is not about becoming a Pollyanna who refuses to face up to realities. It IS about facing up to difficult realities and realizing that there is ALWAYS some action that you can take, however small, that will move things in a more positive direction. Charismatic leaders develop the habit of finding that action and taking it – however grim things look and however inconsequential that action may seem. Charismatics understand the power of even the smallest actions – especially in motivating those around them to shake off the inclination towards a ‘deer in the headlights’ reaction to adversity.This is something most of us have to learn – and the book details all of the research that proves the effectiveness of this positive psychology – and provides a set of steps for raising your own positivity.Become ever more positive and you become ever more charismatic.
- #31 You’ll occasionally meet some energetic and enthusiastic people whoare not charismatic, but you’ll never meet a charismatic person who is notenergetic and enthusiastic. The charismatic’s seemingly boundless energy, the perpetual motion that sees him or her take more decisive action, get more done and display more enthusiasm than anyone else, is hugely attractive.Energy and enthusiasm are fundamental elements of charisma. To becomecharismatic you will need to master them.Look what happens when you’re with someone enthusiastic. You automatically tune in and immediately start mimicking that person’s mood and behaviour – the psychologists call it ‘mood contagion’. You have unconsciously decided that you like what you see and how he or she feels, and you set yourself up to get some of that ‘feel-good’ factor for yourself. Remember how the ‘charismatic equation’ said that you are charismatic if people feel better after interacting with you? Tap into your natural enthusiasm and you’ll infect all of your people with the positive energetic buzz that comes from that enthusiasm.For any leader enthusiasm is critical – for a charismatic leader seeking to engage his or her people to the maximum it is absolutely indispensable.
- #32 This is another one of those principles that you hear is essential to good leadership – recognizing the actions of those who work for you. But do you know why it works? There is one key reason that charismatic leaders get such great results from something as simple as making a point of recognizing when their people do a good job – and it is all to do with chemistry.Our amazing brain chemistry plays a large part in the effectiveness of recognition. <CLICK>
- #33 When you give one of your people praise or recognition – and the higher the level of recognition the better – it triggers a release of the ‘feel good’ chemical Dopamine into their brains, increasing their sense of pride, wellbeing and pleasure. Providing recognition primes your people's brains to understand that repeating the behavior that triggered the recognition will results in even more praise, which in turn results in further pleasure enhancing doses of Dopamine into their brains.For the charismatic leader one of the most powerful ways of activating the ‘charismatic equation’, and making people feel good about dealing with them, is the provision of recognition.In your book we lay out a list of the various ways you can recognize people to trigger this effect, enhance your charisma, raise engagement, and rocket productivity..
- #34 Another critical factor in driving a leader’s charisma is the extent to which they believe that the people who work for them are capable of great things. Charismatic leaders always let their people know that they KNOW that each one of them is capable of great things – they let each of them know that they can see the greatness in them.A leader’s expectations of their people have an enormous impact upon their performance.
- #35 All modern research says that one of the critical factors shaping how people perform in real life is very directly and strongly affected by the expectations that their leaders have of them – if you set and communicate high expectations for each of your people they will generally raise their performance to meet these expectations. People will tend to stretch themselves to meet the expectations that a respected leader has of them. This is why Dale Carnegie suggested that you could get the best from people by ‘Giving them a high reputation to live up to’.
- #36 This brief quotation from your book says it perfectly – develop positive expectations of your people and everything you do or say, consciously and subconsciously, will reflect those expectations: raising the self-esteem of each and everyone of them, and in turn their expectations of themselves – which is also critically important.
- #37 …because the research also shows that people’s expectations of themselves and their opinions of their own capabilities are amongst the greatest predictors of their actual performance.When a leader cultivates a genuine belief in the ability of all of his or her people to achieve at a much higher level than they do now, or even at a higher level than they previously believed they could, then he or she automatically raises those people’s views of themselves – their self-esteem soars and this triggers higher performance than was previously possible.As they begin to perform at a higher level, then their expectations of themselves are raised even more, driving their performance even higher again.Bottom line: if you have positive expectations of all of your people then, consciously and unconsciously, you will continually transmit those expectations and support your people in raising their performance and self-esteem. Think about it: if I as your leader continually raise your self-esteem; if that in turn raises your performance and your own expectations of yourself – won’t I become ever more charismatic for you? Won’t your engagement with me and your job soar? How can your results not rise?
- #38 Your book tells you precisely how you can develop the highest levels of expectations of your people, and how to raise their expectations of themselves.A leader who makes his or her people feel that they are capable of much more than anyone else has ever made them feel becomes irresistibly charismatic – and will drive the engagement that results in the productivity that only charismatic leaders enjoy.
- #39 We cannot go into the detail that your book goes into on these six critical behaviors that will raise your leadership charisma, increase the engagement of your people, and radically raise the results they achieve for you. In fact the book goes into much more detail on a few additional behaviors that will raise your charisma even more.The key message is: integrate these behaviors into the way you lead your people day to day and you’ll get much improved results.For everyone in this room there is good news: I am certain that every one of us already has some of these behaviors integrated into the way we manage and lead day to day. However, some of these behaviors almost certainly do not come naturally to you – and before you can look at developing these critical behaviors you obviously need to know which of them are already part of what you do, and which of them you need to work on developing and enhancing.
- #40 It’s often said that you cannot manage what you cannot measure.That’s why we created two objective measures of Leadership Charisma that will tell you how charismatic you are currently perceived to be – your Leadership Charisma Index (LCI) and your Leadership Charisma Quotient (LCQ). Once you know how charismatic you are right now you can start to work on raising your leadership charisma a step by step.The Leadership Charisma Index is a measure of how charismatic the people who work for you perceive you to be today. Your rating will be somewhere between 1 and 5 – if your people see you as perfectly charismatic, demonstrating all of the charismatic leader behaviors all of the time, then you’ll score 5. The fewer of the behaviors you demonstrate the lower your score will be. The Leadership Charisma Quotient computes the ratio your LCI with the average LCI of the 40,000 leaders worldwide who participated in our research – to give you a sense of how charismatic you are by comparison to other leaders worldwide
- #41 To measure your Leadership Charisma we use an online system called Checkpoint.The Checkpoint has a behavioral model that includes 70 very clear leader behaviors – things like ‘Listen carefully without interrupting’, ‘Gives recognition to producers of high quality work’, ‘Keeps a positive outlook’ and so on. These 70 behaviors have been shown to be those that highly successful, and charismatic, leaders share in common. Every year we assess hundreds of thousands of leaders worldwide using the model.The approach is straightforward. <CLICK> First we ask the people who work for you, your ‘Direct Reports’, to rate you on each of these 70 behaviors. Then we have you rate yourself on those behaviors <CLICK>. Finally we ask your boss and your peer managers to rate you too <CLICK). Other than your Boss's input the other raters get to provide their feedback to you on completely confidential and anonymous basis. It takes each person just 15 minutes online to provide this input – and it’s all online for convenience. <CLICK>
- #42 Included in these 70 behaviors are those identified behaviors that our research showed are responsible for driving a charismatic perception of a leader – and we use your Direct Reports’ ratings on those items to produce a report that presents your Leadership Charisma Index and Leadership Charisma Quotient scores.However, to give you the best possible return on your investment of time and effort in completing the charisma assessment we go a little further to provide you with a lot more information on how you are perceived as a leader by all of those who work with you on a daily to day basis.
- #43 The Checkpoint System analyzes all of the input from all of those working around you to provide you with an additional report that tells you precisely how your leadership style is perceived, underlining your strengths– but also providing a customized development plan that tells you how to raise your performance as a leader.So at the end of the Checkpoint exercise you get two reports – your Leadership Charisma report, and a comprehensive overview of your leadership style accompanied by a personalized development plan.These two reports will outline to you precisely what you need to do to ensure that you lead your people in a way that maximizes your charisma, raises your peoples’ engagement dramatically – and targets the best possible results for your organization.
- #44 …which brings back full circle to where we started in this briefing: talking about how the single most critical focus for any leader in this current economy, for every person in this room, is driving the best possible level of productivity, the best possible bottom line results.You’ve seen how being leaders with high levels of leadership charisma engage their people at a much higher level, drawing from them a much higher level of productivity than is otherwise possible.Finally, you’ve seen that anyone can raise their current level of leadership charisma by focusing upon integrating specific behaviors into the way they deal with their people.
- #46 So, having heard all of this, is there anyone here who would NOT like to become a more charismatic leader? I thought so! (smile when you say this!) – that begs the question: ‘how charismatic do your direct reports find you right now?’.We can help you with that.<CLICK>We need to get your current Leadership Charisma Index, your LCI. This is the essential first step in becoming more charismatic – knowing where you’re starting from. <CLICK>Once you have a clear picture of where you’re starting from; once you know what behaviors you need to develop further to raise your charismatic impact on your people you can use the step-by-step program in your book to raise your charismatic impact to an all time high.What’s more – after you’ve worked on raising your charismatic impact and are starting to see the results from your team improve dramatically, then you can re-assess your LCI to see what you need to do next to keep your charisma growing and growing.I’d like to make it easy for you to take that first step.