Holding your own! Using Assertiveness to communicate with power and get your ideas heard.

Have you ever struggled to deal with a colleague or friend who is either aggressive or insistent that their approach is the only correct one? Did you consider either being passive, or maybe going over the top to be just as aggressive as they are? Modern research with over 4,800 individuals shows Assertiveness too be among the top five personal attributes most highly correlated to success in business and personal life. This program will make you aware of the habits and behaviors which foster strong communication and high levels of team work, and enhance your personal leadership brand. The program will also alert you to habits which inhibit others from really hearing you and supporting your critical ideas.

This is a link to a Slide Share version of the presentation I made to an HR.com webinar on Jan 22, 2014

 

Business schools discover the power of EQ in leadership development

This is a very readable journal article on how a business school invested in a program to explore and develop the emotional intelligence of its students. It is well researched and its reference list would be a great place to start your own research into the history and contributions of emotional intelligence.

My take: While the study focused on a business school, its report and its supporting research have significant implications for all business and organizational leaders.

First finding of the study:  In this study, they were able to see a significant improvement in EQ competencies after a two year program of assessment and development

Second key item of interest, the writers referenced a study in which employers ranked the core MBA program objective of “knowledge of fundamental business concepts” only 12th out of 15 dimensions explored. Those organizations identified “courses that aided in the development of interpersonal skills” as the most significant shortcoming of traditional MBA programs.

Abstract: Over the past two decades an escalating interest in the construct of emotional intelligence (EI) has made its way into the popular press, professional press, and peer reviewed journals. Not surprisingly, an interest in EI is also gaining ground in academic settings (Parker, Duffy, Wood, Bond & Hogan, 2002; Parker, Hogan, Eastabrook, Oke & Wood, 2006; Parker, Saklofske, Wood & Eastabrook, 2005). Several major longitudinal studies have laid a sound theoretical foundation supporting the development of EI competencies as a component of the MBA curriculum (Boyatzis, Stubbs & Taylor, 2002; Boyatzis & Saatcioglu, 2008). This paper will describe why and how one MBA program took theory to practice and piloted the integration of content designed to develop competencies related to emotional intelligence into its curriculum. It will also review the results of an applied multi-year study that measured the results of the curriculum pilot. The study was conducted using one of the most widely used instruments for measuring emotional intelligence, the Bar-On Emotional Quotient Inventory (Bar-On, 1997), to identify significant changes between the beginning and the end of the program in the aggregate measures of emotional intelligence competencies.

Click on the image of the report title page to read the entire report.

 

 

Engaging with Confidence

In order to successfully challenge our customers with new ideas and insights, we have to develop the personal confidence and credibility to engage them and build their receptivity to our consulting with them.

To help us, we can draw on emotional intelligence, professional coaching concepts, and the wisdom of great leaders, such as the great Vince Lombardi.

This four minute video looks at what drives confidence and how we can prepare our teams (and ourselves!) to engage with this new model.

How do you define confidence? What do you do to give it to your teams?

Please share your ideas, and join the conversation.

 

Soft skills enable hard edged selling

What are you doing with your sales teams to help them step up to increasing expectations from sophisticated executive buyers?

From my perspective, the worlds of selling, consulting, and coaching are converging in ways that are going to significantly improve the business outcomes we’re achieving and the human relationships on which these results are built.

These enhanced outcomes are enabled by the integration of knowledge and skills which are well known and deeply understood by the coaching community, who know how to use them and teach them.

This four minute video post is part two of a multipart series, “Is Solution Selling Dead?”

Read the Text of the Video:

 

Solution Selling is Dead! Long Live Solutions Selling…

As a recovering sales executive, I was very interested in this quote from a recent Harvard Business Review article, reviewed in the attached (short!) video. (First in a series of three on this topic.)

“Most reps rely on a customer to coach them through a sale; star reps coach the customer.”  (“The End of Solution Sales”, HBR, August 2012)

Stay tuned for several more posts in this series which will investigate the impact of emotional intelligence, questioning skills, and listening skills, on the performance of what they call the “new sales stars”

Let us hear from you!

  • If you are coaching sales people, are you seeing this trend?
  • What are you doing to help your consultative sales people stay at the top of their game?

 

Emotional Intelligence as an Enabler to Great Leadership

The research is compelling.  Emotional intelligence is a powerful enabler to being a great leader.

This short video explores research by the Center for Creative Leadership, Multi-Health Systems, and Google which demonstrates the power of emotional intelligence (EQ) to strong leadership and employee engagement.

What’s your experience?

Ascendent is a certified to deliver the Hogan family of personality assessments, including EQ, as well the Multi-Health Systems EQ-i 2.0 assessments.  Maybe we should talk!