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The Unilever Effective Leadership The How 2012

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The Unilever Effective Leadership The How 2012

  1. 1. the HOW? of leadership Making a world of difference in challenging times Colombo 29 August 2012 Asia Nutrition Team
  2. 2. “There’s no learning in the comfort zone and no comfort in the learning zone”
  3. 3. Being Being Influential Intentional effective leadership & communications Making a world of difference in challenging times Being Being Inspirational Insightful
  4. 4. being insightful Present Situation Desired State
  5. 5. gap analysis Pathway to Desired State What stops you?
  6. 6. my leadership challenges 2012 Key challenges What’s worked What needs help ... stretching the comfort zone ....
  7. 7. review key concepts Singapore 2011
  8. 8. the What? of leadership Standards of Leadership Consumer & Accountability Building Growth Bias for Customer & Talent & mindset Action Focus Responsibility Teams
  9. 9. leadership concepts Why Should Anyone Be Led By YOU? What it takes to be an authentic leader
  10. 10. concept #1 Be an authentic chameleon
  11. 11. Be YOURSELF more… “Be Me” WITH SKILL
  12. 12. Engage your strengths and Express your Best partner to your weaknesses
  13. 13. concept #1 Be an authentic chameleon
  14. 14. concept #2 Effective leadership EXCITES people to EXCEPTIONAL PERFORMANCE
  15. 15. The Golden Circle WHY? HOW? WHAT?
  16. 16. Why do I want to lead?
  17. 17. PassIon 1. What do I lag in? 2. How can I lead it? 3. Why do I want to lead it? 4. What if I do not lead it?
  18. 18. concept #2 Effective leadership EXCITES people to EXCEPTIONAL PERFORMANCE
  19. 19. concept #3 authentic leadership is ... Non-hierarchical Contextual Relational Position / title does not Situational sensing make a leader Action consistent Constant cultivation across roles Develop networks
  20. 20. come in early as a partner LEARNING TO LEAD ...not late as a judge
  21. 21. learning & leadership styles What if? How? What? Why?
  22. 22. concept #4 the followers’ needs Excitement Authenticity The need for passion Community The need to be real Significance The need to build it The need for meaning
  23. 23. review key tools Singapore 2011
  24. 24. Tool #1 Making Your… Community Authenticity Significance Excitement
  25. 25. Tool #2 RAPPORT pace, pace, pace ....... and lead
  26. 26. Tool #3 Common Ground Clarify Benefits Pace Out Objections Link to Message framing
  27. 27. Tool #5 Excellent Develop Ideas Time Frame
  28. 28. review key tools application @ work
  29. 29. Tool #4 stoRy selling Inspire with full technicolour, soundtrack, emotions......
  30. 30. adding to the tool kit application @ work
  31. 31. time management
  32. 32. confrontation how to handle strong personalities
  33. 33. coaching skills
  34. 34. Marshmallow Challenge TED 2010
  35. 35. “Go to the people. Live with them. Learn from them. Love them. Start with what they know. Build with what they have. But with the best leaders, when the work is done, the task accomplished, the people will say "We have done this ourselves".” Lao Tzu, Chinese Taoist Philosopher, 600 BC-531 BC
  36. 36. Tool #5 Excellent Develop Ideas Time Frame
  37. 37. START CONTINUE STOP peRsonal leaRning jouRnal key insights
  38. 38. my next steps What do I commit to?
  39. 39. Somebody That I Used to Know - Walk off the Earth
  40. 40. yvonne@thehumanenterprise.com.au
  41. 41. http://www.dryvonnesum.com/shopping/index.php?main_page=product_info&cPath=5&products_id=42 If you sell for a living, you manage a sales team, or are Here’s what’s inside: Paul Sparks. The evolution of professional selling: 1 EMERGING understanding the past to inform our future sales responsible for the growth of EMERGING TRENDS IN PROFESSIONAL SELLING performance. your business and you want Michael Schiffner. Building high performance sales the best outcomes for your teams: going beyond a training mindset to achieve sales efforts – this book is for sustained sales success. you. Julia Palmer. Strategic networks: the key to sustainable sales success. TRENDS IN Some of the world’s leading Mo Fox. See before you sell: how changing your sales trainers, consultants and perception is the key to better sales results. Michael Foulds. The sale is the negotiation: coaches bring you detailed ideas reframing the sales process for better sales and on how you can improve your stronger customer relationships. personal performance, and the Malcolm Dawes. Sales leadership or sales performance of your sales team. management? It does make a difference for high PROFESSIONAL performing sales teams. Inside this volume you’ll find Suzanne Mercier. Are your sales people sales 12 chapters to ensure you are imposters? How to overcome fear to create great informed about the latest trends, sales results. research and best practice in John Barraclough & Warwick Burgess. Gaining the last yard in sales: the value of persuasive professional selling and sales communication. SELLING management. Mark Purbrick. Simply the best: how to attract, select and retain high performing salespeople. Each chapter is a book in Jason White & Giles Rhodes. Rewarding the sales itself – with more up-to-date force: a taxonomy of sales roles to inform reward information on personal selling and incentive programs. and sales management than any Sally-Anne Cotton. The alchemy of 21st century selling: transmuting balance, alignment and intent single book published in the last decade. into golden sales results. VOLUME 1 Dr Yvonne Sum. Tribal insights for sales leaders: the power of learning partnerships. “The best book on modern selling and sales management I’ve seen in years with a great range of relevant content. I can’t wait for Volume 2.” – Bob Bentley, 25 year sales veteran, ICT industry. PAUL SPARKS COMPILED AND EDITED BY See inside for details on the 6 DVD companion set which contains over 12 hours of presentations, discussions and interviews featuring the authors as they take a deeper and wider look at the The latest innovation, chapter topics. This professionally produced DVD set is an invaluable tool for sales training and development and is also great for using in sales meetings to begin research and best practice discussion on critical topics in professional selling. in selling and sales management Compiled and edited by Paul Sparks Australia $66.00 RRP Inc GST 14217 EM_Trends Cvr 21mm.indd 1 9/5/11 12:51:43 PM