Study: Top Managers Are Nice Guys

A recent study by Green Peak Partners in collaboration with a research team at Cornell University's School of Industrial and Labor Relations showed some amazing findings about who makes the best manager.

Overall, people who are nice people tend to lead a higher-performing department that those who are harsh, hard-driving, "results at all costs" managers. Hard-drivers actually diminish the bottom-line. It turns out, the managers who get the best results and make more money for the company are the self-aware managers who are exceptional at communicating one-on-one with their people. This is exactly what I have been saying: managers need to be more like personal coaches than policemen.

Here are some other findings of note:

• Bullies, often seen as part of a business-building culture, were typically signs of incompetence and lack of strategic intellect.  
• Poor interpersonal skills lead to under-performance in most executive functions.
• "Self-awareness," should actually be a top criterion in choosing managers.
• Executives who change jobs frequently are often trying to outrun a problem, and that problem often has to do with how they 'fit' in the workplace.
• People with multiple siblings tend to be better managers.

The future of management is NOT time-wasteful courses like Time Management, Conflict Resolution or Personality Profiling. The future of successful management is in developing your managers to be better "people." Make them be better coaches, mentors and people with feelings and you will attract and retain great people who can learn from and be valued by their bosses.

The market is changing. Old style thinking and old-style courses haven't been able to solve the problems because the problems still exist. But the philosophy of "make people feel like they mean something" improves engagement, loyalty and recruiting for top talent.

But only do this if you WANT to be better than mediocre. Otherwise, ignore my words and do nothing differently.
--
Kevin Burns - Management Attitude/Culture Strategist
http://www.kevburns.com

Creator of Filter-Free Fridays™
Creator of the 90-Day System To A Greatness Culture™

Coming Soon Kevin's 8th Book - "Your Attitude Sucks - Finding Your Excellence In A Wasteland of Mediocrity

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3 Key Components To Succeeding In Today's Economy

Ray was a former Sales Manager of mine when I sold radio commercial time. Although I had been in radio for some sixteen years to that point, I had never formally been a sales representative. We had, as sales reps, monthly quotas to achieve. The numbers seemed daunting in a relatively new territory which I was taking over. I had also never actually sold radio airtime before. I just couldn’t figure out how I was going to achieve the monthly quotas that were expected of me.

Ray, in his wisdom from years on the street, simply focused me this way: “Kevin, if you look after the weeks, the months will look after themselves.”

Ray refocused me by showing me how to break down the monthly totals into four weekly performances – small manageable steps.

ATTITUDE ADJUSTMENT: This is good advice at any time in the economy, especially today. But there are three key components that you will need to consider to succeed in a resetting economy. Perhaps you may have overlooked these in the past few years.

1. Get rid of the need for record-breaking performance. Not every year is a record-breaking year. An organization can still do well in today’s economy if they are prepared to commit to creating relationships based on value with their clients and staff. Relationships based on money only will seriously be undermined and loyalty becomes non-existent. When you teach your clients and staff to buy based on price, then the guy with the best price wins. What are you offering as far as solutions go? People will pay a fair price for something they get tremendous value from. Sell your “value-proposition” and not your need to have a record-breaking sales year. What has that got to do with your staff’s and customer’s needs anyway?
2. Stop comparing to last year’s performance. Last year and the year before were boom-years. If you want a fair comparison, compare to 2002 just prior to the boom. (If we could only teach the media how to do this when they tell us how bad our economy is today.) But in relative terms, comparing apples to apples (2009 to 2002) we are about the same – perhaps a little better today. Make a fair comparison. Measure yourselves by the quality of your work and not the finances. Money is a lousy way to keep score. Customer satisfaction is a better way to check how you’re doing. Keep customers satisfied and they keep coming back. Look after the customers and staff and the dollars look after themselves.
3. Chop the deadwood. When times are good, you get fat. You get bloated. You feast at the table of the never-ending supply of money. You gorge yourselves and treat your lives like a drunken orgy of delights. Now is the time to get lean, to lose weight, to trim the fat. Because times were so good you had to hire people who were not necessarily the right fit for your organization. But you needed warm bodies and any body would do. But now is the time to eliminate waste. Companies are getting rid of programs that don't positively impact the bottom-line directly. Feel-good motivational stuff doesn't make people better salespeople, better workers or better managers. But change an attitude, a perspective or point of view and you can make a difference in the day-to-day functioning and results of any organization.

Now is the time for personal and professional leadership - not being paralyzed by the scare-mongering of the media. Now is the time to strike while a company's competitors are sitting on their hands waiting out the storm. Now is the time to create relationships with customers - not to agree that the sky is falling. Now is the time to bring value to the market - not just price. Now is the time to be bold while everyone else is being conservative. Now is the time to change minds - not agree with the media-induced perspective. (Even the media is in trouble - having spent the better part of the past year telling people that times are hard. It has come back to bite them in lower ad revenues. It's the old adage of what you think about, you bring about.)

People want to believe that there is something positive coming out of all of this and they want something to look forward to. People want a reason to believe that what they do matters and that they are valued. People want believe that they can still succeed in this economy. And I believe that they can. Anyone can. And I will argue to the death with anyone who believes anything to the contrary.

Real Christmas Gifts

I will admit it. I am a hard guy to buy gifts for whenever a gift is warranted. I really don't have need of anything. If there is something I need, I am fortunate enough to be in a position to buy it.

Occasionally I will buy something I don't necessarily need but would still like to have. And then there are some times that I receive a gift that I neither needed nor thought I even wanted but once I get it, I am pleased I did. Such is the gift from my daughter this year.

We had our Christmas celebration tonight as she is having Christmas day with her mom this year. We first did the gift opening in her living room before we spent some time preparing supper together. I gave my daughter a new set of kitchen tools: pots, pans, stainless steel prep bowls and a host of kitchen utensils complete with her own Chef's jacket. (All of these items came into play as we prepared supper together).

My gift came in a medium-sized gift bag; an official NHL Calgary Flames jersey complete with "Burns" and the number "08" stitched on the back. I immediately donned my jersey with a huge smile upon my face.

I admit that I am a pretty die-hard Flames fan but had never really thought to ever buy myself a team jersey. My daughter, perhaps an even bigger fan, found something that would be meaningful yet fun. (We swap text messages during most every game regardless of where I may be traveling. She keeps me up to date when I can't get a score on the game. It's a daddy-daughter bonding thing).

The real gift though, wasn't really the hockey sweater. The gift was that my little girl (now a grown woman) was paying attention over the course of the year, gave me a real gift of thoughtfulness and the most precious gift, some quiet and quality time together making and sharing a meal.

ATTITUDE ADJUSTMENT: Christmas is never really about the gifts. It's about how someone else thinks you're worthy of a gift in the first place. The real gift is that there are people in your life who love you and admire you. Anyone who has love has a lot. Adopt your "Gratitude Attitude" this year. Remember, life is about the memories you make. That's what really matters when you look back. Thirty years from now I may no longer own my Flames jersey but I will have the memory of the smiles, excitement and laughter that my daughter and I shared tonight. And at the end of life, that's what really matters anyway.

Oh, and the Flames beat the Anaheim Ducks 4-3.

The Customer Is Rarely Right

Imagine for a moment, as you serve one of your customers, that the customer begins to become belligerent and abusive towards you despite all of your best attempts to please the customer. Even though you are doing your best to diffuse this tenuous situation, the customer is just being an ass and is rejecting your offers of service. This customer just, it seems, wants to be abusive.

Now, also imagine your boss walking in on the conversation as the customer increases his abusiveness towards you and your boss sides with the customer. How would you feel? Would you feel like the rug was just pulled out from under you? Would you feel your value decreased? Would you pledge your undying loyalty to the company from that point forward? Would you give a damn about the customer anymore?

The sad truth is that this is happening all too often. Bosses, in their mistaken belief that “the customer is always right” will sometimes do whatever is necessary for the sake of keeping a customer (and his or her money) – even if that customer abuses one of his or her employees.

The customer is NOT always right. In fact, it could be argued that the customer is “rarely” right. Sometimes the customer is a jerk. Does being a jerk make a person right?

If you want to keep, not just your good people - but all of your people, working for you, then fire the customers who are insensitive, rude to or abuse your staff members - regardless of who that staff member is. Tell the customer that they are no longer welcome in your business. Refuse to take any further orders from them. Stand up for your people (hey, you trained them, paid for that training and have coached them all the way along – don’t let them down now).

You can’t afford to keep customers who make your staff look like idiots. Money in a wallet doesn’t give a person the right to act like a jerk. And as a staff member, don’t allow yourself to be belittled in the name of job-security.

Bosses, imagine that one of your top performers witnesses a lesser performer getting dumped on by a customer and you, as a boss, do nothing to stop this from happening. You will not only likely lose the loyalty of your lesser performer but your top performer as well.

In a situation like that, everyone, regardless of the performance abilities, will see exactly what kind of company he/she works for. Jumping to the defense of a top performer in the same situation and not jumping to the defense of a poor performer shows complete insincerity. You will not keep any performers if you are not genuinely dedicated to your staff.

Managers serve their employees - not the other way around. Staff serves customers; manager serves employees; the CEO serves managers, employees and shareholders. Every one serves someone. Employee loyalty is far more important than customer loyalty. If you are going to charge your employees with serving the customer, you had better make sure they feel that you (as a manager) are loyal to them if you want them to be loyal to the customer and in turn, make the customer loyal to your business.

Attitude Adjustment: The days of dumping all over your people and the fairy-tale belief that "the customer is always right" is dead. You will never have a relationship with your customers if you don't have a manager to employee relationship that works first. Think long and hard on this one. Customer loyalty is only as strong as employee loyalty. Serve your employees well so that they may serve your customers in the same way. If you, as a boss, don’t stand up for your people, you will probably end up serving the customer directly - you’ll be the only one left in the workplace willing to work with you.