One of the programs we offer is The Five Behaviors of a Cohesive Team. When I tell people about it, they sometimes ask “What is a Cohesive Team, anyway?” You would think the answer would be simple since we all know what teamwork is and most professionals know the value of teamwork. Or do we?
How do you get your team members to respect each one another?
How do you get your team members working together better?
How do you get your team members all heading in the same direction?
You can do this with The Five Behaviors of a Cohesive Team program. This program is built on a foundation of trust, healthy conflict, committing to team decisions, holding members accountable, and focusing on team results. In my next five posts, I plan to expand a little on each of these five layers in The Five Behaviors of a Cohesive Team model. The model is presented in a pyramid because each layer is dependent on the one below it to deliver the final point of building teams, which is a result. At the end of the program, teams have a common language and a model they can use to talk about: problems, differences, expectations, and standards. In other words, the team members are all on the same page about what a healthy team looks like and what they should want to look like.
If you cannot wait to learn more about how the program works, you can read any of the following success stories.
Also, a great feature of this program is the ability to re-assess your teams and check their progress by running progress reports. Come back to this blog every few week to find out more about each of the five behaviors in the The Five Behaviors of a Cohesive Team model.
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Below are 5 tips leaders may find helpful to increase their influence in the business world.
1. Invoke The Platinum Rule versus the Golden Rule – Treat people as they want to be treated!
2. Go the extra mile:
- Do what you say you are going to do
- Embrace the Cajun term Laniappe: “A little something extra”
3. Do the right thing by:
- Being consistent in your leadership and management approach
- Recognizing you are the driver and the role is different than a passenger
- Telling people what they need to hear versus what they want to hear
4. Use words that invoke unity – “We” versus I or They.
5. Practice sincerity in praise.
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Here are a few tips for leaders to consider with giving statements of appreciation to employees and team members.
Understand there are 3 types of compliments:
- Directly given to the person
- Indirectly given about the person to someone else
- Sharing with the person through someone else
6 Tips to ensure the perception of sincerity:
- Don’t compliment or thank the obvious.
- Never compliment or thank the [what],unless you tell them the [why].
- Compliment and thank actions and accomplishments versus appearances.
- Compliment and thank everyone!
- Pass on compliments you hear about someone.
- Written compliments and thank you notes go a very long way!
Take the Compliment Challenge!
I agree to give ______ sincere compliments per day for _______ days. Of these, at least _____ per week will be written
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The Five Behaviors of a Cohesive Team Pyramid
You have been asking for it and now we are excited to offer The Five Behaviors of a Cohesive Team™ Powered by All Types™, The Five Behaviors of a Cohesive Team powered by All Types gives *Myers-Briggs Type Indicator (aka MBTI®) and other personality type assessment users a way to implement this powerful, life changing team program using a similar tool. Like the original Five Behaviors product powered by Everything DiSC and based on best-selling author Patrick Lencioni’s The Five Dysfunctions of a Team. This program is an assessment-based learning experience that helps teams to achieve greater effectiveness and productivity. This version of the product utilizes “All Types™,” the new Wiley proprietary assessment, which is designed specifically for teams that currently apply tools based on Carl Jung’s theory of psychological types (like the MBTI® instrument*) as their preferred indicator of personality.
“Even a healthy, well-functioning team can be made up of a variety of personalities,” says Barry Davis, Vice President and General Manager of Wiley’s Workplace Learning Solutions Group. “With the All Types assessment, we can help even more teams discover the value of their unique personalities and how they can work together to the team’s advantage.”
If you are or you want to be a Five Behaviors practitioner, you now have the opportunity to reach more teams in your organizations with this new tool. With this product, teams can continue working with their organization’s accepted language and approach to personality while connecting them to the pillars of The Five Behaviors: Trust, Conflict, Commitment, Accountability, and Results. Participants in The Five Behaviors program discover how to effectively work with their team members and contribute to the collective success of the team.
This new iteration of The Five Behaviors (view flyers for All Types or Everything DiSC versions) is now available through Wiley’s Authorized Partner Network of facilitators, business coaches, and consultants. Peak Performance Solutions is an authorized partner and accredited facilitator, so please contact us to learn more about how you can bring this powerful tool to your team, no matter what assessment you are a fan of.
- Myers-Briggs Type Indicator, Myers-Briggs, MBTI and MBTI Logo are trademarks or registered trademarks of the Myers & Briggs Foundation in the United States and other countries.
- The Five Behaviors of a Cohesive Team, Everything DiSC, All Types, and associated logos are registered trademarks of Everything DiSC, a Wiley Brand
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“We don’t argue with those who sell for less as they know what their product and service is worth.” – Lee Dubois
Anyone who knows me knows that I love what I do and would do it for free. Does that mean I should lower my price every time I get the price objection? No! As a matter of fact,
that can backfire and create a perception that the product or service is not worth the value.
I recently I had an opportunity where I did not fall victim to the price war. In this example, the client knew I wanted the business. After arduously working on a proposal that met my HR contact’s business needs, timeframe and budget; the company’s purchasing department got involved. They stripped my services and then asked me for the best price as they were comparing it to others who charged less, i.e. “the shopping around objection.” So what did I do? Per their request, I stripped the add-on services and I raised the price on the main offering. The lower price in the original proposal was based on volume discount and this revision changed the numbers, disqualifying them from the previously offering pricing.
While I did not really feel the shopping around objection was valid. I also felt if they did not value the results they have already experienced from our offerings then they should in fact go with their other option. When the third party negotiator gets involved, often purchasing, they treat programs that change lives as they do a commodity. While they may have the power to choose to have cheap toilet paper for their employees, I and others in sales must realize we offer value over price.
5 Tips on How to Sell Value over Price:
- Don’t undervalue your products and services. Know the value of your offerings, know your competition and create the right price point.
- Sell the value of your offerings. Use statements including our product offers XXX and what that means to you is……
- Break your total price into components, example: $X per employee versus only giving the total
- Deliver a piece of meat with the onion. When people see price, they often have a psychological response that says, “I don’t want to pay that.” After you lay out the price, in the written proposal or the spoken word, state what happens when they do this business with you.
- Identify decision makers. Ask your contacts what the process is for securing business and ask them what they need from you to help support this any other parties that may be involved in making a discerning decision.
You might ask, “Did I close the deal?” The answer is “No.” Remember, the first objection is not usually the real one. While they used the “shopping price objection,” I later learned that there were no other competitors. The purchasing manager was using this as a negotiation tactic to get me to lower my price (lower than the already built-in volume discounts) to make up for some other losses the organization incurred for projects outside the scope of my work.
So remember to do as I teach, “Know your Value, Sell your Value, and Defend your Value.”
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MyEverythingDiSC.com is a mobile-friendly, interactive learning portal that is exclusive to the Everything DiSC® solutions. This follow-up site extends the lessons that users are introduced to in their Everything DiSC profiles and classroom experiences, extending their learning into the future. The MyEverythingDiSC site enables users to actively incorporate their new DiSC® knowledge into their daily work. It offers them insights into their own DiSC style and strategies for working and communicating with others. People who have completed a DiSC assessment can connect with coworkers to run 1-to-1 comparisons or group reports. Check out the video at the bottom of this post to see an example of how it works to improve communication on-the-job.
With MyEverythingDiSC.com, users can:
- Upload a photo to their Account and view their Profiles once they have been given access via email by their authorized DiSC partner.
- Review DiSC theory and watch videos to understand the assessment tool and learn how to use the site.
- Learn more about their personal DiSC style as it helps them understand at a glance where their strengths are and where they spend more effort through interactive DiSC maps.
- Invite others to create Comparison Reports and access site-exclusive tips for working with individual team members, as well as with family or friends who are on this site. (Please note that this application does work with all Everything DiSC® profiles, however it does not currently work as part of The Five Behaviors of a Cohesive Team.)
- Create their own Group Maps of their team members, project groups, or others in their department. This feature presents a whole new level of value for team building; as well insights for coaches, managers, and change agents.
- Create Customer Interaction Maps for improving sales relationships. (Please note this option is only available to users who have completed an Everything DiSC® Sales profile.)
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At the March 2016 MindLab48 conference in San Antonio, Texas, Wiley announced 2015 Diamond award-winning Partners for Everything DiSC. Roy Davis of Davis Success Solutions was one of the winners, along with his wife Mary Anne (Wihbey) Davis. The top two award levels (diamond and emerald) are achieved by only two percent of the independent consultants who are Wiley partners. The official press release regarding 2015 award can be found at Dallas Business Achieves Highest Sales Honor. The press release includes quotes from Roy and Mary Anne Davis; as well as from the Vice President and General Manager of Wiley’s Workplace Learning Solutions, Barry Davis.
L to R: Sarah Gonzalez, Mary Anne Davis, Patrick Lencioni, John Kessell , Roy Davis
Roy and Mary Anne have have earned the prestigious diamond award three times. In three years prior to those awards, they achieved emerald level awards as well. Since the inception of their training businesses, the Davis’s have been using DiSC type products and formally partnered with Everything DiSC in 2004. The couple’s companies partner with each other to co-teach Everything DiSC and the other Wiley products and programs they offer. To find out what the letters D-i-S-C mean, watch the Davis’s DiSC videos showing them in action teaching the concepts. To find out more about DiSC assessments and training options, see links found in post Focus on DiSC Training Options. To find out how useful this communication enhancing program can be, read the TD Magazine article Training That Is Vitalizing Communication in Healthcare.
In 2014, Wiley added a new employee development tool that incorporates the DiSC behavior model. This program is designed for work groups and is called The Five Behaviors of a Cohesive Team. To find out more about the team program, see the post Measuring Team Growth with the Five Behaviors of a Cohesive Team. To find out how useful this team building program can be, read the TD Magazine article Team Evolution in the Public Sector.
Roy and Mary Anne Davis both have training companies specializing in the business needs of most organizations. Their training categories include career development, computer skills, leadership and management, sales and service, plus more. To find out more about Roy’s company, visit DavisSuccessSolutions.com. To find out more about Mary Anne’s company, visit PeakPerformanceSolutions.com. Members of the press may get a press kit form either company by selecting the ”Press Info” option from the “Home” drop-down menu on either website.
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