You’re in the integrity business – regardless of the industry you think you’re in!
Your success is determined by your reputation for making and keeping promises.
Despite its importance, integrity is likely a blind-spot for you. Not because you’re a bad person, but because you haven’t been trained for it.
Most people admit they could be better at “time management” and “being organized.” But few will actually say that they lack integrity. We tend to think other people lack integrity, not ourselves.
Integrity has many dimensions, but to keep it simple think of it as “being true to your word” or “taking responsibility.”
How blind are people to integrity at work? Consider these common utterances:
“I was going to write the draft, but instead I had to fix my printer problem.” Sounds like a fact, but is it really true? How about: “I am sorry I didn’t finish the draft.”
“I’m late because traffic was horrible.” Sounds like something out of your control, but is that really true? How about: “Sorry I am late.”
“It’s not my fault.” If the results you got are not what you were committed to, does it really matter whose fault it is? How about: “I am disappointed we fell short. What can I/we do to succeed?”
Can you hear how the speaker valued self-defense over integrity? People commonly (and unconsciously) use excuses to defend their innocence or cover up a lack of commitment and follow-through.
Our natural tendency is to see when others drop the ball, but not see when we are out of integrity.
Think about it, if you were really committed, wouldn’t you find a way to be on time, do what you say or at least renegotiate your commitments? Sure you would.
If I gave you a million dollars for being on time, you would figure out a way to beat traffic. No doubt.
And yet, in our blindness we think we can get away with the excuses, when in fact other people see them for exactly what they are. Worse yet, their trust in us and our word goes down.
So if you want things to work better in your life and business, take a close look at your integrity first, then train your team on how to be in integrity. Your customers will thank you and refer you again and again.
by Birgit Zacher Hanson
Global Pharmaceutical Company faces marketing challenge. Doctors are often tasked to present their research or benefits of a new medication to their peers. Many physicians have not had any formal presentation skills training and do not feel comfortable speaking in front of large groups
Heads-Up Performance was asked by a Crisis Communications Company to deliver presentations skills training and coaching to a diverse group of physicians.
The training consisted of an interactive group session, during which physicians had the opportunity to learn and practice new skills. The sessions were recorded on video and played back for feedback and coaching.
Participants made visible improvements as a result of the training and coaching. The program satisfaction continues to be high as it is being repeated on a consistent basis.
A regional medical device sales organization enjoying 25% annual growth was charged with even more aggressive future corporate sales goals. This would require a solid business plan and a new, non-traditional sales approach.
• Increases in top line sales
• Enhanced motivation and urgency of the sales reps
• Greater entrepreneurial spirit and sense of ownership in sales reps
• More effective tracking mechanisms to measure the value of this new approach.
We designed a 12-month program consisting of paradigm-shifting and sales skill-building group workshops. To align behaviors and attitudes with desired results, each sales person received individualized coaching. We role played new sales conversations and helped them listen to their prospects’ reasons for buying rather than their own.
Additionally, we worked with each person to develop a strategic business plan and they started a practice of keeping a journal to track their behaviors and results.
We facilitated a series of meetings in which the team developed its first mission statement and rallying cry, set specific, measurable team goals and designed data tracking tools.
The team learned a new approach to sales, one that has its roots in the coaching conversation and is highly effective with resistant prospects.
They became more productive as they learned the importance of making and honoring promises and establishing shared standards. They streamlined and documented important processes in order to raise the bar on excellence and accountability. And they tracked their behaviors and results.
Their trust grew as they gained insight into their commonalities and their differences. They began to adhere to agreed upon standards and showed greater regard for the team and the organization, versus being driven by self interest.
The corporate sales goal for the year was not achieved. However, their individual sales numbers all went up to record breaking heights.