Stevens Consulting Group

Where have all the leaders gone

Watching the news recently I took note of a recent report featuring Countrywide Mortgage. This is the same firm caught in the hailstorm of the sub prime mortgage scandal. Just a few prudent facts, the firm has laid off hundreds of employees, created a panacea in the financial markets, and was recently purchased because of cash flow issues.

The firm canceled plans to host a business summit at a posh Colorado ski resort. The company was to host 30 mortgage bankers for three nights at the Ritz-Carlton Bachelor for over 750 dollars per evening. What was the firm thinking? Why don’t shareholders hang the CEO for such malfeasant behavior?

We currently live in an avaricious world catering to individuals that produce little results and get paid enormous sums. It is time for individuals to stand up and challenge the norms. One simply needs:

Curiosity – become curious and ask the provocative questions. I attended a meeting recently where the CEO was telling everyone that this product needed to be implemented amongst all staff in 60 days. I challenged this by suggesting that time frames, strategy and accountability were all off. People we aghast I challenged “authority”. Successful leaders ask the difficult questions and when in doubt get buy in from others.

Communication – There is a general failure in communication. The proliferation of the Internet has created a conundrum or misunderstood and often misunderstood information. True leaders understand the power of communication and the importance of it. Martin Luther King, Abraham Lincoln and John F Kennedy were great orators. Successful leaders study the classics.

Character – Dale Carnegie once stated, ““Be more concerned with your character than your reputation, because your character is what you really are, while your reputation is merely what others think you are.” Too many leaders are caught up in the panacea of titles. Worry more about who you are rather than what you are. Clearly, Countrywide is micofocused on titles.

Passion – There is nothing more important that servicing your clients well. True passion is found from leaders that have a stake in company issues such as Steve Jobs. Michael Dell et al. Founders with a personal stake know better how to boost earnings and impassion the entire company. Their personal desire is for all to achieve. True leaders are not self-centered, all are nurtured for success.

It is time to find the new leaders that can implement strategy, impassion and work team and provide better returns for shareholder value. It is time for a new set of leaders to sacrifice and ensure success for all. It is time for true leaders to stop lining their own pockets and spread the wealth. It is time for true leaders to say NO.

©2008 Drew Stevens PhD All Rights Reserved.

Labels: Leadership, Leadership Training, Management

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Posted by Drew Stevens at 3:13 PM | Permalink | Comments

What and who is a leader? “The Webster’s Dictionary defines leader as a person who by force of example, talents or qualities of leadership plays a directing role, wields commanding influence, or has a following in any sphere of activity or thought. It defines leadership as that ingredient of personality that causes men (and/or women) to follow.

Enthusiasm, dedication and charisma are some of the more important characteristics of leadership. Leaders are seen as good and evil and take on many personalities and roles, from managers or coaches to world leaders. It is believed that every leader posses a charisma that provides change and success. Thus leadership begins with vision, concern and mentorship.

Contrasting the belief of vision and concern are ten important themes that help leadership. It is my belief that by not adhering to the ten traits, leaders not only fail but bring chaos to organization. To assist in creating a balanced organization, and good stewardship, I offer to the leaders the following thoughts based on LEADERSHIP.

L = Listening
Good listening is required in order to understand employee attitudes and motivators, Get to know your employees by asking lot of open-ended questions. When you ask questions, you have a chance to listen, and when you listen, you begin to better understand employee motivations, body language and issues. Get them to speak of issues that confront them and enable them to find solutions. Offer challenges to corporate issues with solutions. And, provide credit to the employee with a solid reply.

E = Enthusiasm
Employees want to be motivated. This begins with positive energy and positive commitment. Your personal ills and corporate pressures are unimportant to your employees. They are concerned about number one- them. In good times and bad you must always express a positive and energetic attitude. Finish line energy gets finish line results.

A = Awareness
Be aware of issues that are non-verbal. Leaders must have keen sense that denote when employees are happy, frustrated, tired or overwhelmed. You must sense the issue and eliminate it quickly so that you keep organizational harmony.

D = Decisive
Employees loathe procrastinators, even procrastinators! They want quick, decisive and meaningful replies. Leaders do not ponder, they make quick decisions to difficult problems and find immediate solutions.

E = Equal
The cliché “equal pay, for equal treatment” is so true. Leaders do not treat employees based on title, age, race, religion et. al. Leaders understand that “everyone” and “anywhere” in the organization is equal. Leaders go by the principle that the sum of the parts is greater than the whole.

R = Reward
Adults desire more than just money with work. They desire recognition, and kudos for a job well done. However, in today’s marketplace, employees although happy, are looking for more contentment from their current job. This sense of pride and self-worth is a large issue for most people.

If people feel that they make a difference, they will care about organizational objectives, if not, apathy emerges. In sum, the job affects the person and the person affects the job. So what can be accomplished to gain a better sense of company pride and loyalty? Establish a reward system and watch the attitudes soar!

S = Shallow Mission/Vision
Leaders understand the reasons of having corporate and divisional mission and vision statements. These statements of purpose enable employees to understand,1) Who the firm is, 2) Where they are going? and 3) How they will get there. True leaders establish missions as a roadmap to future success.

H = Hypocrite
Leaders make decisions and stick with them. Leaders understand that reversing decisions make them a hypocrite. Further leaders take action when they offer action. For example, if a leader decides employees need training, he or she too takes the training. If a leader decides pay cuts are necessary to preserve profits they too take a cut. Leading by example creates a happier employee core and loyalty; contradicting the efforts creates dispassion, disbelief and attrition.

I = Isolate
Leaders believe in team work and team play. Every employee counts toward the bottom line. Leaders do not isolate themselves from the team and do no isolate the team from each other. As the saying goes, “There is no “I” in team”

P = Positive Communication
In good times and in bad leaders create positive communication and feedback to employees. Positive and meaningful communication creates loyalty and mutual exchange of ideas and attitudes. When ideas are fresh and positive, profits and productivity soar!

The Finish Line

The leader of tomorrow is changing from the top down style of management to a collegial approach where all become counterparts. Working together creates the compassion for work and productivity that both sides seek. Leaders who have created this style of management have names on the front door such as Cisco, UPS, Home Depot, Lowes, Wal-Mart, et al. These leaders are change agents and strive to become not only recognized brand names but also recognized leaders. Employ the ten leadership traits, enculturate these in your organization and daily efforts and watch productivity grow.


About the Author
Drew Stevens PhD assists organizations sell more in less time through high level sales and customer service information sessions and consulting. Drew is the author of 4 books including Split Second Selling and Split Second Customer Service. Drew Stevens has been interviewed frequently in the media and his clients include American International Group, AT&T, Hilton Hotels, The Federal Reserve Bank and Reliv International, The New York Times, Mercy Health Plans, Quicken Loans, and over 200 leading organizations. Drew is also the owner of the Split Second Sales Institute which assists productivity for international sales leaders. For more information please visit www.gettingtothefinishline.com -- or call 877-391-6821.

Labels: Leadership, Leadership Training, Management Training

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Posted by Drew Stevens at 10:02 AM | Permalink | Comments

Challenges Confronting Today’s Leader
Drew Stevens Ph.D.

There exists a myriad of issues confronting present leadership. Each business and industry is acutely unique that it is at least imperative to communicate him or her.

1. Talent acquisition & management - A recent Business Week article suggests that American business currently suffers from a lack of talent especially in the fields of sales and computer programming. Companies lose at least 57% productivity when divisions and departments lack the fullness of staff.

2. Revenue/earnings enhancement – Shareholders today are keenly aware of earnings due to the proliferation of the Internet. With CEO pay and economic volatility, earnings are at the forefront of leadership stress.

3. Performance management, accountability for predetermined results – Similar to earnings and due to the myriad of media, CEOs must maintain accountability to shareholders, employees and directors. While most maintain decorum, it is vital to refrain from the cover of The Wall Street Journal’s list.

4. Management/leadership development, performance, & motivation – There is much talk related to the need for leaders to become mentors and motivators. The best talent comes from within the corporate walls. Productivity and morale are enhanced with upward movement yet many desire to hire outside workers delaying production and earnings.

5. Pricing and/or market positioning – The flattening of the world has caused desperation to price products according to competitive analysis. Price your products according to market demand.

6. Product or service developments – Innovation must return to corporate America. While the Internet has produced intangible products and millionaires, it has always been innovation that has driven the myriad of product revolutions.

7. Employee (individual contributor) productivity – Research amongst 3500 employees illustrates employees desire to be a part of a company’s success. Maslow’s Law is essential employees desire to be a part of the process.

8. Employee benefits costs – Economics has placed a huge burden on healthcare costs, however, smoking reduction, and wellness programs can all aid savings to the bottom line.


About Drew Stevens Ph.D.

Drew Stevens is a sales expert who assists your organization to sell and service clients in less time. Drew is the author of six books including Split Second Leadership, Split Second Selling and Split Second Customer Service. Drew has over 150 articles on selling and service and is frequently called on the media for his expertise. For more information, contact Drew at 877-391-6821 or drew@gettingtothefinishline.com.

Labels: Leadership, Leadership Training, Management, Sales Management Training

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Posted by Drew Stevens at 7:54 AM | Permalink | Comments

Drew Stevens PhD helps organizations sell more in less time through high level sales and customer service consulting and information sessions. Drew is the author of four books including Split Second Selling™, and Split Second Customer Service™. Drew Stevens has been interviewed and quoted frequently in the media and his clients include American International Group, Hilton Hotels, AT&T, The Federal Reserve Bank, Reliv International, The New York Times, Mercy Health Plans Quicken Loans and over 200 other leading organizations. For more information please visit www.gettingtothefinishline.com or call Drew Stevens at 877-391-6821.

Labels: Customer Service Training, Drew Stevens, Drew Stevens PhD, Getting To The Finish Line, Leadership Training, Sales Training

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Posted by Drew Stevens at 9:35 PM | Permalink | Comments