Tag Archives: motivation

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performance gaps

Performance Gaps, Energy, and Expectations

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Most business plans solidify the intent to close the gap. This gap exists between where they are today and where they want to be at the next checkpoint. What are your performance gaps and are your expectations compelling enough to keep you moving?

Some of the hardest working people are not content. In fact, being content or comfortable is likely one of the best ways to be left behind.

On The Move

There are people striving to close their gap, the empty spaces on their grades transcript, or the gap in their salary that has existed since before they took the job. Still others are working to close the gap between the car, the house, or high priced luxury item they have been dreaming about for years.

Establishing the gap, the understanding that one exists in the first place, is what sets most people apart. It is not about weakness, it is actually about strength.

It doesn’t require nearly as much energy to sit on the sidelines and watch when compared with the energy expended by those on the field.

You are going to need a lot of energy to play on the field. Your performance gaps can become either your fuel or your obstacle. You can build a bridge to close the gap, or sit on the side looking across insisting you can’t get there.

Performance Gaps and Energy

Most overnight successes really aren’t that, they just look that way. The difference for some exists in how they use their energy.

Here is the real difference. Many people believe that they have to push harder, but the most successful people aren’t pushing, they are being pulled.

They use their energy differently, they are compelled and drawn towards the other side, the gap is inspirational not exhausting.

Sure, they’ll work until they drop, but the next day they can’t wait to get started again.

It is a new day, are you going to look at the gap and wonder, or get pulled towards the other side?

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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Motivation and caring

Motivation And Caring And Other Things That Move Us

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Do you believe you are motivated? Are motivation and caring connected? Understanding motivation may not be as simple as many people believe.

Things That Move Us

I have to keep pushing to get this done otherwise I may be fired.

We need the numbers for the meeting on Thursday; next week’s inventory purchases depend on it.

I dropped the customers fragile package but I don’t think anything broke we just need to get this shipped.

Is this about motivation? Is there a connection to caring? I may care about being fired. Do I care about inventory, or would I care more if it were about payroll? I’m measured by orders shipped not by customer satisfaction that is the salespersons job.

I’m not sure that I believe people are either motivated or they are not. In many of our workplace behaviors, I believe people either care or they don’t.

Motivated by Purpose

During leadership-oriented seminars, I’m often compelled to initiate a short discussion about how motivation in the workplace is connected to a sense of purpose. A purpose may be something we care about, or we don’t.

I want to get the data on the Excel worksheet to be exact, no errors. 

That customer has been waiting a long time; I’m going to expedite their shipment.

Jack needs some help and I’m going to stay late with him to get things caught up.

All are connected to caring. Either we care or we don’t. However, some may argue that most of our motivation comes from money.

Leadership Challenge

The challenge then for organizational leaders may come down to one of two paths.

Either our story is persuasive enough to get the employees to care based on a very compelling sense of purpose that is deeply rooted in our culture, or we pay very, very well and base both the principle of motivation and caring to be rooted in compensation.

A third but somewhat different argument may be that both the organization and its employees need some combination of both.

Motivation and Caring

Maybe we should look at it another way.

Do the restaurant employees care if our food that is intended to be served hot is cold? Do they only care if we pay them to care?

Perhaps the motivation for money doesn’t always connect with an organization that cares, but I’ll take the bet that the organization that cares is always motivated.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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Customer Sales Funnel

Customer Sales Funnel Feels Easy

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Many people make their living in sales. Often those who are not in a sales profession don’t realize how much they sell. I don’t mean quantity, I mean the activity of selling. Do you understand the customer sales funnel?

A sales funnel, also sometimes known as the sales pipeline is jargon for having many opportunities that eventually result in a closed sale. People are always selling. They may be selling their ideas, their thoughts, or an alternative direction.

Large Funnels

For everyone, sales professional or not, having a large funnel or an overflowing pipeline often feels good but it may also be deceptive.

Have some of my M&M’s, I have a five-pound bag.

My apple tree is loaded, stop by and pick some.

We just lost that sale, but no worries there are hundreds more in the pipeline.

Abundance and Complacency

Abundance may cause comfort, and with comfort comes complacency.

What is often not realized or forgotten is the scarcity of abundance. Having a sense of urgency or the realization that the funnel is nearly empty is much more productive.

The customers that you’ve talked to, the ones who have expressed interest, the quote, the sale coming next week, or the special of the month are not guaranteed. A big pipeline, the large funnel, signals that things are coming, until they don’t.

The pipeline is dry.

My funnel is nearly empty.

How do I get more sales?

Customer Sales Funnel

When you have many ideas, it seems like the possibilities are endless, so there is no need to spend energy on ideas. When your email inbox is loaded with new messages, your telephone always buzzing, and people seeking what you have your chance for complacency are much higher.

Five pounds of M&M’s are many, share some, and a loaded apple tree is a great problem, give some away.

Assuming things will always be this easy is a mistake you don’t want to make.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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success planning

Success Planning and Actions That Take You There

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Do you know what you are doing three weeks from now? What about two months from now, do you plan your days, or do they just happen? Have you thought about how success planning matters?

Many people get up every day and go to work. They go through the motions. The path that they are on is the same path every day, the path that appears, what pops up and things that must be done. Is that a plan?

Sure, there is the staff meeting next week, and oh, we are closed for about eight holidays per year. That isn’t really planning though.

Same Thing, Different Day

Days turn into weeks, weeks to months, and months to years. Does your path only change by chance, by luck encounters, or by the actions taken by someone else?

While this message may be a little about discipline that sometimes isn’t the biggest obstacle. Sometimes the biggest obstacle is that people let life happen to them, not make it happen for them.

It is easy to sit back after a few years and wonder what you’ve done. Also easy is to blame someone else if you aren’t where you thought you would be.

Coasting

Everyday people go to work. They take the train, ride a bus, or drive their car. They enter their workspace and start their day, just as they did yesterday. For the most part, it is thoughtless. It is a sequence of actions and behaviors that meet the job requirements.

This is not success planning. This is cruising. Cruising is coasting, you only coast one way, downhill.

Success Planning

If you’re going to make a difference you’re going to have to sell, leap, connect, get involved, give, change, let go, risk, challenge, feel uncomfortable, build a plan, and take action.

Success planning is important, but so is action.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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Hard work pay off

Does Hard Work Pay Off In The Future?

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Are you working hard for a better education, hard at your job, or for your own business? Many people set out every day to make a difference. Sometimes, even the best ask the question, “Does hard work pay off?”

I just glanced at the news reports for the 2017 Heisman Trophy finalists. I’m not sure what I’m more surprised about, the ones who made it, or the ones who didn’t.

So Much Talent

We often see so much talent. Sports, business, and entertainment, they all share a common thread. The perception often is that very few of the really great people ever get discovered and make it big.

That doesn’t mean that the ones who aren’t immediately discovered aren’t worth it. It doesn’t mean that they aren’t great. The brutal truth is that even with all of their talent, their knowledge, skills, and abilities; it is still very rare that they’ll be discovered.

An organization of fifty people, one hundred, or those with thousands of people probably have some exceptional talent. Only a few will make it to vice president, or a position in the C Suite. In most organizations, only one or none will make it all the way to the top.

Getting Discovered

Most people are hoping that someone will find them. They hope they’ll be discovered within their organization, or that their product or service will become the next big thing. It is even true with social media posts or that really cool video, there is hope that it will become the next one to trend.

All of that isn’t much different from buying a lottery ticket. The moment you buy, the excitement begins. There is the hope for a win. Very few actually do.

Some will quickly cite luck as making the difference. Studies on luck have indicated that it has very little to do with success, but viewpoints may vary depending on how you measure it.

Doing The Work

So people do their work, they do all of it. Does their hard work pay off?

They get better educated. They put in the time and effort at their job or for their own business. Will they ever be discovered? Perhaps they will, but only sometimes.

A different approach is that instead of doing all the right things, you pivot to do more things right.

What if instead of hoping to be discovered by the top agency, be noticed by your boss, or see your video trending, you instead focus on what isn’t visible yet.

Work That Is Worth It

Imagine you are the apple that isn’t low hanging. Consider what people should be doing, only they aren’t.

You bring the list of solutions to the meeting instead of the list of problems. You aren’t requesting a meeting to discuss salary, your discussion points are about creating impact.

Most of this type of work is not a clearly laid out plan. It doesn’t just happen because you achieved the degree, because your card has been punched, or your business has the right location. None of that hurts, but it also doesn’t guarantee you’re next.

Hard Work Pay Off

Hard work pays off because it is hard. All of the easy stuff is already taken. Including everything that is visible in the mainstream right now.

Your target should be the one that is always moving.

The target that is stopped, paused, or visible right now, is already taken. That apple is picked.

Don’t hope to be the next one picked. Become the one everyone wants next.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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organizational rules

Organizational Rules and the Status Quo

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Most businesses have rules. There may be rules connected with dress code, rules for engaging the client, and rules for how the product or service will be built and delivered. Organizational rules are often designed for two purposes, to keep things in check and maintain the status quo.

Rules are probably a good idea. We had them on the playground as children, we had them (hopefully) in our home, and now we face them in the workplace and as part of society.

In business though, the status quo can be problematic. In many cases, we need to think about changing our logic, changing the way we have learned our entire life.

Status Quo

Businesses often need great leaders, and great leaders sometimes have to break the rules. This doesn’t mean that they do something unethical or break what we all know as the formality of law, but it means they stand up and do something different.

We’ve seen examples of breaking the status quo with Erin Brockovich, we know of it through political challenges such as those pursued by Annie Kenney, and even the founding and establishment of the United States required breaking some rules.

Recently, our news has been littered with examples of rules broken and the status quo changed. A recent example that has almost become a daily occurrence with public figures involves Matt Lauer. People are speaking up, a form of a rule broken, the status quo changed.

The status quo is easy. It is breaking the cycle that is challenging.

Organizational Rules

Most of the rules in our organizations today are designed to protect something. Protect the flow of work, protect the individuals, and to protect the integrity and quality of the brand. Those aren’t bad rules, they are arguably good ones.

However, following the rules is about mind-set. It is a framework that we’ve learned our entire life.

What is so much fun about a well-managed brainstorming session? You get to break the rules.

Leaders Rise Up

Perhaps the best leadership exists in an environment where organizational rules are open to challenge and the status quo shattered.

Is it time to allow the rebel inside to rise up? Should you explore a different path, break a barrier or frame, metaphorically throw the organizational rulebook out the window?

Let’s not forget about the path that was examined a couple of years ago but was quickly discarded because it stepped beyond the status quo.

Speed of Business

We often talk about time related to speed, “Where did the time go?” or “Time flies,” are common expressions. The speed of business has never been more important.

We need leaders who appropriately devour the status quo.

Imagine if we make the difference sooner, or first.

What does that look like?

-DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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Another great start

Another Great Start, The Day Doesn’t Matter

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People have suggested for decades that attitude is everything. Attitude, or as I sometimes choose to label it, mind-set, can have a significant difference on our accomplishments. Is today a good day to have another great start?

You bet, not because we are specifically trying to be cheery while holding a grudge. Not because we have to get along, and certainly not because we want released from our (PIP) Personal Improvement Plan.

Your Best, Their Best

The best chance we’re going to have all day to make a positive difference is by engaging with other people when they are at their best. Monday’s are a good day, and so are Friday’s, every day in between and the weekend.

Wrongs and rights sometimes matter less when the focus is on forward. Reliving past negative experiences aren’t the best way to start the day. Any preoccupation with past negativity serves no forward purpose.

Fresh Starts for Everyone?

Does everyone get a fresh start, not necessarily? Is every customer a good customer, or are there sometimes bad customers? Has a colleague sold you out, ratted you out, or took credit for your work, possibly someone has.

There are always colleagues, customers, bosses, and people on the highway, at the store, or grabbing your parking space. You have some choices on who you’ll work with and how you’ll choose to engage. You’ll also decide when or if you want to move over or move on.

Outside of those limited people that you’ll choose to disengage with, there is opportunity for everyone else.

Another Great Start

The network is huge if you participate. Your participation remains about choice. The choices you make each day about mind-set will determine what you get back.

For everyone, another great start happens when you make it.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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Future Career Appreciative Strategies

Your Future Career Depends On You

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All the work that you do requires decisions. You make the choice to go to work, at some level, what you’ll wear, and how you’ll arrive. Certainly, you’ll make the choice about attitude, commitment, and effort. What you do today and tomorrow will impact your future career.

In my business I will occasionally hear stories of, “I can’t” or “we can’t.” Not so long ago I was working with a client in a facilitated training event and someone responded to a question by saying something along the lines of, “We can do this, or we can do that, but we can’t do both.”

Honestly, I was somewhat surprised by the comment since this person was in a room full of peers and some senior management. Then it hit me, this person was reciting a thought embraced the culture. It wasn’t shocking to some. It was a belief.

Limiting Beliefs

My reaction to the comment was that this segment of the discussion was critical and I reconnected with opening comments of the session about how businesses change and succeed.

I took advantage of a comment made a few moments earlier and suggested that being average is easy, becoming better is hard. My intent was to solidify concepts connected with hard work pays off. A period was put on the discussion with, “It won’t be easy, it will be hard, and that is why we call it work.”

Culture is very interesting, because those deeply engaged in their culture don’t really see it any other way. They are limited by the idea that they “can’t.” Although they are trapped in the mind-set, they honestly believe that it is a truth that they won’t change.

Everyday Choice

Every employee who comes to work each day makes a choice. Your future career will depend on the choices you make today.

One mind-set is that you will do just enough to get by. You won’t work too hard or too fast. You’ll occupy space for the required impression of hours on the job and join the ranks of those who speak with pride about the hours spent.

Nebulous Measurement

In this mind-set the measurements and metrics connected with your job are fuzzy and are likely a spillover from the last person who held the same role. Or, now that this job is the combination of two previous jobs you can’t possibly overachieve.

You are often encouraged by others to do the least, or work within the effort of limitations set by everyone else.

Different Choice

You do have another choice. This choice is not directly connected with pay. It certainly is not directly connected by others who want you to move slower, at their pace, or to be patient and put in your time.

Today the most important choice you make about your career is not about on-the-job tradeoffs. It is not about I can do this, or I can do that, but I can’t do both. It is more likely about finding a way to balance both.

Here is the reality, when you don’t, someone else will.

Your Future Career

This is true for organizations and it is true for individuals. In many workplace cultures, this part of story is never told. Across time, the culture of effort and productivity has leveled itself to the output of averages.

When every day is embraced as an opportunity you’ll make the choice to do enough to get by, or you’ll do more than what is required because it may be the last or only chance you’ll get.

This may be the most important decision you’ll make. It will determine the future of your career.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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Fear become habit appreciative Strategies

Can Fear Become a Habit, Should It?

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Workplace motivation is stimulated by many factors. Leaders in the workplace are striving for good habits that have positive reinforcement so that success is achieved. Fear is an emotional response and is often an inappropriate motivator. Can fear become an inappropriate habit?

Fear is powerful. There really shouldn’t be much confusion about that. We see fear in action as a motivator all the time.

A storm is coming, better get to the store.

Get the flu shot; you don’t want to get sick.

I’ve heard sales are down, make sure you look busy.

All three of these examples may have relevance and the intended action may even be a good idea, but what is the motivator? Yes, exactly, it is fear.

Facing the Truth

Sometimes facing the truth can be fearful, but often fear will cause action. It is an emotional choice. We may confuse it with a business only (no emotion) decision, but it is still about fear.

Fear isn’t always a bad motivator. Sometimes we have to face our fears in order to achieve more. When we risk little or nothing about the same amount of growth will occur, little or none. Risk involves fear.

Fear and Growth

Admitting the risk, accepting the fear, even saying it aloud may not be a bad thing. Writing it on the white board during the meeting may be exactly the point you need to make. Groan through it or grow through it, warriors on your team will choose growth.

Scaring people into performing with threats is probably never a good idea. Facing fear for growth is powerful.

Should Fear Become Habit?

Moderation may be the key for success. Telling yourself or your team repeatedly to be afraid may make fear become a habit. It may signal the habit of, never leave the comfort zone because it is far too scary. This is likely a habit you’ll want to avoid.

Be brave, speak of the challenge, accept it and grow. Fear as a habit will likely leave you behind.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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improve your attitude

Learning To Improve Your Attitude

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Many people discuss the attitude of others. They make an observation and proclaim, “That’s the wrong attitude.” How can you learn to improve your attitude?

We learn to tie a shoe, we learn to ride a bike, and even swimming is a learned skill. Attitude may be connected with emotion, but you can learn to improve it.

Desire To Improve

Part of learning how to improve your attitude is consistent with most other change-oriented activities. It helps a lot of you actually want to improve it. Recognizing the difference between your attitude and the desired attitude can be the rough spot.

In many workplaces, it seems that on Monday it is more acceptable to have a sluggish attitude. Friday’s are okay too, as long as you are forecasting what is in store for the weekend. On Tuesday, or Thursday a sluggish attitude may considered acceptable if there is a holiday the day before, or after.

Take it far enough, and you can find a reason for nearly any day of the week. What should be the desired attitude?

Reactions may vary but in general, most would probably suggest that you should be a self-starter, motivated, engaged, friendly, considerate, passionate, engaging, and a whole lot more. Everyone may demonstrate some of these behaviors some of the time. Can you learn to do it more often?

Improve Your Attitude

If you can learn to tie a shoe, ride a bike, and swim, you have an excellent chance of learning how to demonstrate a better attitude.

The best question really is, “Do you want to improve your attitude?”

It seems like most people tie their shoes because the want to, or recognize that it may be a good idea. They’ll learn to ride a bike because others are doing it and it looks like fun. Swimming may be considered a necessity, but the advanced swimmers are probably advanced because they want to be.

If you’re going to improve your attitude, the day of the week shouldn’t matter. You can learn to do things in life because they are a good idea, or may be considered necessary. Learn to have the right attitude. It is a good idea, others are doing it, and it looks like fun. Most importantly, it may be necessary.

– DEG

Dennis E. Gilbert is a business consultant, speaker (CSPTM), and corporate trainer that specializes in helping businesses and individuals accelerate their leadership, their team, and their success. He is a five-time author and some of his work includes, #CustServ The Customer Service Culture, and Forgotten Respect, Navigating A Multigenerational Workforce. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.

Dennis Gilbert on Google+


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