Graduate Recruitment Strategy

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• Leadership

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A Strong Leader..

• Inspires their Employees
• Admired by their Employees
• Trusted by their Employees

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VS

• Leadership

Management
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Breakout

• Prepare a statement defining the difference
  between a manager and a leader.
• DO.LEAD

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Manager

• A manager should have some technical or
  operational skills that can be utilized to
  supervise and elicit a desired performance from
  others.
• manages the business

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Leader
A leader should have people skills that inspire
others to perform. Leadership is the art of
getting someone to do what you want done because
they want to do it. - Dwight
Eisenhower leads the employees
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Managers VS Leaders

• Direct Others
• Focus on the short range
• Maintain
• Do things right

• Involve others
• Focus on the long-range
• Develop
• Do the right things

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D.E.A.L.S

• Define
• Empower
• Affirm
• Listen
• Shape

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DEFINE
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Define - Putting a Jacket on

• 1. Trainer Explain to your pupil how to put a
  jacket on.
• Turn your back to your pupil.
• Your pupil will not be able to speak
• 2. Pupil Use the guide sheet and keep secret
  from the pupil
• 3. Evaluator Take notes, observe and record
  specifics. Evaluate what they have done well and
  how they could improve.

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DEFINE

• Define Clear Expectations and Explain Why the
  Task is Important
• S how Demonstrate the task step by step,
  explaining why each sub-task is important,
  encouraging questions
• O bserve - Give constant feedback
• S hape Continue to monitor and coach every time
  the task is conducted.

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(No Transcript)
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Define Behaviours

• Behaviour Specific details on performance
• Abstraction Describes someone's personality and
  is often judgemental
• Do Not Tell Employees What to BE, Tell them What
  to DO

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Distinguish between Behaviours and Abstractions

• Which of these do not define specific behaviours?
• Please file these invoices in descending order
• Susan, I want you to be more enthusiastic
• Youve really been doing a good job
• Youll need to be more open-minded
• Youre so dependable
• Please answer the phone within 3 rings

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Empowerment

• What does Empowerment mean to you?
• Providing an environment which assumes
  employees ability and eagerness to make
  responsible and positive contributions to the
  organisation
• The releasing of individual power by removing
  barriers that prevent its expression.

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Employee Leader

• Integral part of the team
• Gain confidence
• Personal development
• Enjoyment of responsibility
• Satisfaction of a challenge
• Feel trusted
• Accountable for the success of the task
• Increase morale and motivation

• Develops employees
• Delegation relieves time
• Employees increase in morale boosts performance
• Encourages flow of alternative ideas and feedback
  on a task
• Gain respect and admiration from employee

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Affirm

• Affirm, Decrease or Maintain Self Confidence
• Affirm Boosts self confidence, more positive
  gentler statements
• Decrease Lowers self confidence, more negative,
  abrupt statements
• Maintain Neutral statements

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Affirm

• Which of the following statements Affirm/Maintain
  or Decrease Self Confidence
• Dont ever do that again
• - How do you think you performed in that
  task?/Would you do anything different next time?
• Im sorry but I dont have time to talk with you
  now
• - I would love to have a further chat about that
  also, how does Friday 9.00 sound?
• Thanks for coming in early
• Cant you listen?
• - Would you like to take notes of the task
  procedures to assist you next time
• What are your ideas on how to keep this problem
  from happening again?
• You did not reach your sales goal
• - Your sales target is not where either you or I
  would like it to be. How shall we go about
  improving this

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Listening
Level of Listening When to Use Example
Acknowledge Give full attention Dont interrupt Nod, make eye contact Theres an ordinary need to show youre listening Make eye contact, nod say I see


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Listening
Level of Listening When to Use Example

Paraphrase Re-state in your own words To check understanding or something complex To focus a conversation Let me make sure I understand. You are being interrupted by your colleagues which has kept you from getting your work done

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Listening
Level of Listening When to Use Example


Show Empathy Reflect the feeling To diffuse emotion So, youre frustrated that these interruptions are preventing you from your other responsibilities
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Listening
Level of Listening When to Use Example
Acknowledge Give full attention Dont interrupt Nod, make eye contact Theres an ordinary need to show youre listening Make eye contact, nod say I see
Paraphrase Re-state in your own words To check understanding or something complex To focus a conversation Let me make sure I understand. You are being interrupted by your colleagues which has kept you from getting your work done
Show Empathy Reflect the feeling To diffuse emotion So, youre frustrated that these interruptions are preventing you from your other responsibilities
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Listening

• Think of a situation in which you have felt
  challenged, could be a current issue,
  personal/academic/work related.
• Jot down the situation
• Nominate a Listener, Communicator and an
  Observer.
• Role play the situation
• Communicator say what is on your mind,
  challenge your listener to keep listening until
  you feel youve been heard
• Listener experiment with paraphrasing or
  showing empathy. You might have to try several
  times until the situation is diffused
• Observer take notes (record specific phrases)
  on what the listener says or does that shows
  effective listening skills. Use the checklist
  given

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I only wish I could find an institute that
teaches people how to listen. After all, a good
leader needs to listen at least as much as (they)
talk. Too many people fail to realize that real
communication goes in both directions.
-Lee Iacocca
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Shape

• Observe and perfect employees performance through
  regular feedback
• Reward good performance and ensure fits the
  employee
• Why is it important to let employees make some
  mistakes as they perform tasks?
• When and why is it appropriate to jump in and
  offer immediate assistance to an employee who is
  having difficulty performing a new task?
• How can you provide assistance to an employee
  without taking away ownership of the task?

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Shape Giving Feedback

• Helps grow their skills and achieve their goals
• Reinforcing Feedback
• Encourages employees performance that meets or
  exceeds your expectations
• Increases the likelihood of employees achieving
  desired results
• Builds confidence and motivates employees

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Example

• Describe You have increased business from your
  corporate accounts by 30.
• Explain the impact - This is really fantastic
  work and has significantly impacted the growth
  and increased profitability of our branch.
• Encourage and Thank - Thank you for your hard
  work. You are showing great marketing potential
  and this should assist your career progression.

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Shape Giving Feedback

• Redirecting Feedback
• Employees performance not up to standards
• Stops, minimises, undesirable performance
• Clarify expectations
• Explain the unproductive aspect of behaviour

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Example

• Describe When you omit to document your
  telephone conversations with customers, it can
  lead to customer service issues and a break down
  in communication amongst the team members.
• Listen to employees reaction
• Clarify expectations All customer conversations
  must be recorded.
• If still not taking responsibility I realise
  it is difficult sometimes, however could you tell
  me what you think the impact on the business
  would be if we do not work together to resolve
  this issue?
• Agree a plan Listen to all customers and repeat
  back information to customer whilst recording.
  
• End on positive note Maintaining this plan will
  keep customer issues to a minimum and encourage
  good team work between you and your colleagues.
  

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Influencing statements

• Not
• Heres what I want
• I want you to
• Were going to
• Rather
• What do you think about ?
• Whats your opinion on ?
• Have you considered ?

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the best, most aggressive and successful
organizations have been the ones that stressed
integrity and trust
-Tom Peters
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the best, most successful (leaders) have been
the ones that stressed integrity and trust
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Senior Management at Enterprise

• A manager manages the business and a leader
  leads their people
• Brian Waligora (Mgt Trainee) to General
  Manager, North England
• Empower the employees, Set high expectations and
  Lead by example 3 critical areas to my
  leadership style
• Paul Smith (Mgt Trainee to) Group Rental
  Manager, N.England
• Guidance, direction, discipline, forthrightness,
  inspires confidence by these actions Honesty
  and Integrity are, of course, an essential
  necessity
• Cameron Bentley (Trainee Acct to) Business
  Controller, N.England

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THANK YOU.

• CLICK ONTO THE WEBSITE FOR MANAGEMENT TRAINING
  OPPORTUNITIES AT
• www.enterprisealive.com
• Sara Varo
• (Mgt Trainee to) Recruiting Manager North
  England
• Graduate Management Trainee Scheme