Igniting Workplace Enthusiasm
 
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Dale Carnegie Training emphasizes practical principles and processes by designing programs that offer people the knowledge, skills and practices they need to add value to the business. Connecting proven solutions with real-world challenges, Dale Carnegie Training is recognized internationally as the leader in bringing out the best in people.

 

Training Doesn’t Work (Most of the time)

As a matter of fact, 87% of content is forgotten within 30 days. That is why, when in school, we studied and crammed for exams. This helps to explain why change doesn’t work very well either. There is too much input and not a lot of real time output.

Helping build the business, helping the company reach its strategic objectives. Helping an employee with personal development for their career and life advancement.
Chat financial
Training is usually about what to do. Coaching is about doing it, applying it, practicing it and learning from it. Education is usually conceptual, theory and being able to think. In 1912, Dale Carnegie discovered this early in his career when he first started to work with people.  He discovered that traditional education didn’t prepare his business students for the real world. Even his course ran out of gas quickly because he taught rather than coached. So he researched what business skills were needed, broke them down to common sense behaviours and swept his participants into practicing things they were uncomfortable doing.

Today, most of us are still uncomfortable telling a compelling story to employees, investors, team members, board meetings and customers.

Too often, as businesspeople, we don’t understand how development should work, so we enroll in education, workshops, pep talks and other methods, and as a result we struggle with developing our talent. This means the business does not have the capacity to reach its goals. This also means we don’t have enough leaders who are resilient and will figure things out and take the business into the future. This means we don’t have the management capacity to lead change, adapt to the world and continually redesign the business to match what is going on and to excel, stand out and compete.

Can we ever get this right? It is a big thing to manage and lead the business and build talent. What is bigger?

Most small/medium sized businesses put little effort into their rethinking strategies and plans and, ultimately, take the cheap, looks easy way. Their employees leave and they are left to do business in a dysfunctional way with little help.

They lose capacity to meet the changing market demands.

Tell me, does the following conversation sound familiar to you?

The leader says, "Let’s take the hill."
"What hill?" says the employee. They can’t tell you what the business strategy is, what the impact of their offering is, how they are truly unique in this commoditized business environment. Yet they are asked, ill-prepared to get up there! "What do I do on the way up if the enemy pushes back, the customers change, or I can’t get anyone’s attention?"
"Figure it out but don’t forget your passion", says the leader.
"But I don’t know how to do much more or how to do it differently than I have always done. Now what do you want from me?" says the employee. "Hey, how much do I get if I take the hill and do you realize how much education and personal courses I have taken?"
"Be inspired for cripes sake, that’s what good teams and players do." says the leader. "Maybe I have the wrong players."
"I don’t like my manager, it’s his/her fault that I’m in debt and I can’t go to Venice this summer and you can’t trust business people because they treat you like cattle," says the employee.

Wow…… doesn’t this sounds all too familiar?

As a small to medium size business, you have to know by now that you must  take responsibility for your success. (Big business does too but nothing is simplified there.) You are accountable, no white knight is coming. You need to breathe new life into your plan to build people… to think and act on what you need to be more competent, to help your people be more resilient, more bold to go for it… to find a horse that will get you there and ride it.

Business re-thinking, training and coaching can be available in one spot. You, as a leader, need a safe place to go to discuss your strategic intent and map out what you need… to think through who does what on behalf of that intent… to plan out how to make sure your people are competent for what’s to be done.

MMM action button

People need a safe place to think, strategize, and practice under the guidance of a supportive but accountable coach. People need to apply what needs to be done in real-time, internally and externally. I suggest you find a way to do those two things.

Have a great week!

Kevin D. Crone
Chairman, Dale Carnegie Business Group
kdcrone@dalecarnegie.ca or 905-826-7300 / 1-800-361-2032

__________________________________________
Not a Monday Morning Mentor subscriber yet? Email to subscribe: info@dalecarnegie.ca

Read past issues in the Monday Morning Mentor Blog.
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A Special Invitation from Kevin D. Crone, Canada’s Monday Morning Mentor…

There was a day when sales worked!

In those days:

  • Product peddlers could start pitching with their product benefits and people would listen.
  • Whether salespeople dropped in or had appointments to see what their prospects or customers needed and take orders, buyers would give them the time!
  • Even professional solution-sellers could stop in to see customers, and the client would appreciate the visits and the solutions that were found for them!

Well, where are the leads now? The sales?   Read More

Executive Coaching Series: The New Sales/Marketing Transition
Tuesday, April 15th
2:30 – 5:00 pm
Mississauga, Ontario

register2

As always, you will enjoy Kevin’s style, the peer conversation and the insights revealed in the new research.

If you have questions, please email Chee Vang at cvang@dalecarnegie.ca or call our office at 905-826-7300 / 1-800-361-2032.
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For owners/managers/sales managers…

Unique help is on the way! Here is your safe place to rethink.

Here is a big and powerful suggestion to ignite your business and your sales.

Join a handful of successful companies and leaders, with some of your team on April 10th for a full day and April 11th, at our Centre of Excellence. We will help re-ignite your business so you and your team can re-ignite your customers – period.

As a participant…

  • You will rethink how you are going to take the hill, go to market with a differentiated offering that matches up with your customers changing motives. Bring a marketing-type with you.
  • I will get you to climb the tree and help you assess the trends and what’s going on in your industry and then figure out what new, bold messages will get your customers attention.
  • You will be re-positioned with a new story that truly differentiates you.
  • You will prepare your salespeople for bigger deals by giving them new insights and points of view that cause your customers to see issues that they didn’t realize they had.

You need to lead, invest a little time, and go for it – despite being busy, distracted, and overwhelmed in this complex business world. Even though you may not realize you need what I am offering, or this is not resonating because you may not want to do any rethinking that interrupts all the initiatives you are into, believe me, you need this work!

I promise, you will see that within a half hour and will be excited about what you come up with. The fact is, you are too consumed in the business; instead you need to be objective… as they say, no doctor can heal themselves.

The truth…
90% of businesses are commoditized
Only 14% of customers can really tell the difference between offerings

What this means, is that repeat business and getting big sales through marketing isn’t working well. Salespeople are ill prepared to go up the hill. "Sell damn it", doesn’t work like it used to. These are real trends.

So join me! You will be different. Your offering, story and sales approaches will be refreshed. I have tons of experience at business design and coaching for behaviours, and if you have the commitment to grow despite all the things going on, despite being so busy, despite trying to get buy-in and alignment for any change and all the rest of it, you will get new momentum.

Reach me now. I’m a bit presumptuous with this offering but that is because I am doing this work now with some Ontario businesses and see the need.

Let me hear what’s going on with you, then I can give you advice on what you can do. Whether you join me or not, this is not the time to be reserved, cynical or scared to talk to people who can help. Take a minute and contact me.

-KD

kdcrone@dalecarnegie.ca
cell: 905-330-9023

________________________________________

Visit us at www.dalecarnegie.ca
For more Monday Morning Mentor blogs, events and resources!

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What is Missing to Advance Your Career

 

You are normal if you are standing up for your success and happiness more than anyone else’s, even your organization’s. As a matter of fact, research says only 35% of Canadians are engaged in their company. Their hearts and minds aren’t in it. The opportunity, then, to getting ahead is to become more engaged and valuable to your company and the marketplace. If you do, you will stand out. You will be appreciated and be of value. An old saying states, "The market pays you what you are worth."  Be worth more!

MMM Insight:

After the basic job knowledge and doing what has to be done every day, here is a list of insights that will help you determine what makes you more valuable.

A) Organizations are faced with waking up their business in a competitive, tough, and ever-changing marketplace.

Things aren’t the same and as a result organizations value those:

  • who inquire into what the changes are, try to understand them and give insights into where they can help
  • who participate or form learning teams and participate with influence
  • who can really get how the business works and where it is going so they know how to contribute
  • who can tell compelling stories about what has to be done and why, as well as interrupting people’s thinking

B) Organizations are faced with a shortage of leadership that can influence people to advance the business.  

Most people are too reserved, passive, argumentative, or hide behind their screens.  The opening here is to focus on leading others and:
•    connecting to different people or cultures
•    showing relevance of their answers to questions
•    sell the offering and story of the business everywhere
•    arouse enthusiasm without title, position or power
•    influencing in virtual teams

C) It’s a public world of presentations, meetings, public forums, and debates.

Those who stand out:

  • speak freely, express their thoughts, and overcome anxieties that have to do with how they are perceived by other people
  • don’t hide behind iPads
  • sell the story of the business to customers or on the inside
  • know how the clients operate and what they want
  • know how to function and influence a team
  • lead issues that have been identified as important
  • control their stress and are cool under fire
  • continually exhibit enthusiasm about goals
  • connect to different cultures for international trade
  • exhibit business acumen

How about you? Are you an engaged, leader, team influencer and connected communicator?

MMM Action:

Reboot your leadership!

Here are 6 things you can act on now:HTWF-book

  1. Engage in your business and how it works and where it is going
  2. Get better at being a coach and an influencer with teams, groups, and individuals.
  3. Re-read: " How to Win Friends and Influence People".  It is a classic, and still is a worldwide top seller. This book includes thirty-seven most important influencer skills the world has ever seen.
  4. Find a structured training program that forces you to practice over and over, your leadership, communications and coaching skills.  Don’t kid yourself – you can’t be a better leader without practice over a few months until skills stick and habits are formed.  Real habits and behaviours don’t change just from inspiration and knowledge alone.
  5. Expand your comfort zone, do the things that make you uncomfortable and it will help you become more competent at many business situations.
  6. Work on your habits to control stress, your attitude and ability to be enthusiastic in business situations.

Take these actions and you will look and be more engaged, and valuable.   

Incidentally I am helping companies this spring to wake up their businesses by coaching small teams (2 groups) of managers/sales managers to climb the tree… assess what is really going on … and climb down to give the business marketing and sales direction, rethink what has to be in place to sell bigger deals and grow revenues.

Coaching Dates:
Group 1: March 25th all day and March 26th for half a day
Group 2: April 10th all day and April 11th for half a day
To get started, join Group 1 or 2. For full details, contact me directly.

Have a great week!

Kevin D. Crone
Chairman, Dale Carnegie Business Group
kdcrone@dalecarnegie.ca or 905-826-7300 / 1-800-361-2032

______________________________________________________________
Not a Monday Morning Mentor subscriber yet? Email: info@dalecarnegie.ca

Read past issues in the Monday Morning Mentor Blog.
__________________________________________________________

A Special Invitation from Kevin D. Crone, Canada’s Monday Morning Mentor…

There was a day when sales worked!

In those days:

  • Product peddlers could start pitching with their product benefits and people would listen.
  • Whether salespeople dropped in or had appointments to see what their prospects or customers needed and take orders, buyers would give them the time!
  • Even professional solution-sellers could stop in to see customers, and the client would appreciate the visits and the solutions that were found for them!

Where are the leads now? The sales?   Read More

Join Us….
Executive Coaching Series: The New Sales/Marketing Transition
Tuesday, April 15th
2:30 – 5:00 pm
Mississauga, Ontario     Register Now

As always, you will enjoy Kevin’s style, the peer conversation and the insights revealed in the new research.

If you have questions, please email Chee Vang at cvang@dalecarnegie.ca or call our office at 905-826-7300 / 1-800-361-2032.

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What Are the 3 Things Missing to Ignite Ontario Businesses and their Teams?

From over two years of research, we conclude that 54% of Ontario businesses are struggling to wake up their business to:
 
•    find bigger sales
•    get their offering and the story to the market right so it matches customer motivations
•    get their sales and marketing right to find  more customers
•    get their team engaged in what has to be done to make changes and improve their productivity
•    build leaders to lead change and succession

This is important because only...
•    14% of customers can actually see the difference between the offerings of competing companies.
•    38% appreciate service, responsiveness and quality products as the reason for giving vendors new business.
•    35% of employees are engaged and interested in anything the business does, let alone what they do.

Ontario small to medium-sized companies do little to build leaders of change, let alone for succession.


What has to be done?

- Management has to do some rethinking in a safe place to get all that right - quickly.  

- Managers are the key to turning engagement around and employees need to be involved in the thinking, especially in the key initiatives to get the business right.

- Companies need to coach and manage their talent and provide development to help employees be more engaged, productive and grow so the business has the capacity to hit goals while building leaders.

No one can avoid these trends. We hope you can be open to doing what it takes to adjust to an ever-changing world.

Incidentally I am helping companies this spring to wake up their businesses by coaching small teams (2 groups) of managers/sales managers to climb the tree... assess what is really going on ... and climb down to give the business marketing and sales direction, rethink what has to be in place to sell bigger deals and grow revenues. 

Coaching Dates:
Group 1: March 25th all day and March 26th for half a day
Group 2: April 10th all day and April 11th for half a day

To get started, join Group 1 or 2. For full details, contact me

Have a great week!
 
Kevin D. Crone
Chairman, Dale Carnegie Business Group
kdcrone@dalecarnegie.ca or 905-826-7300 / 1-800-361-2032


Not a Monday Morning Mentor subscriber yet? Email to subscribe: info@dalecarnegie.ca
   
Read past issues in the Monday Morning Mentor Blog

_______________________________________________________

A Special Invitation from Kevin D. Crone, Canada's Monday Morning Mentor...

There was a day when sales worked!

In those days:
•    Product peddlers could start pitching with their product benefits and people would listen.
•    Whether salespeople dropped in or had appointments to see what their prospects or customers needed and take orders, buyers would give them the time!
•    Even professional solution-sellers could stop in to see customers, and the client would appreciate the visits and the solutions that were found for them!

Well, where are the leads now? The sales?
 
Join our discussion...

Executive Coaching Series: The New Sales/Marketing Transition
Tuesday, March 18th
2:30 - 5:00 pm
Mississauga, Ontario
 
 
As always, you will enjoy Kevin's style, the peer conversation and the insights revealed in the new research.

If you have questions, please email Chee Vang at cvang@dalecarnegie.ca or call our office at 905-826-7300 / 1-800-361-2032.

Visit us at www.dalecarnegie.ca
For more Monday Morning Mentor blogs, events and resources!
 
 

Comments (0)

 

The Price You Pay.... is way too large if you don't face up to your biggest challenge.

I talked to my buddy who lives in Albuquerque, New Mexico last weekend. Lee is the best leader of people I have ever met.   He is like John Wayne's character.   He talks with simple, clear insights and backs it up with his behaviour.  I want to be just like him when I grow up!

We were talking about how so many in our business society are bluffed out into thinking they have to look and act cool, and be a little delusional about what they have to do in life.  They act as if everything doesn't matter - such as being an incredible, impactful communicator, a genuine influencer of others, going after their dreams and goals with a success-orientation, to actually wanting to be better, and willing to do something about it. 

I asked Lee, "What's the missing?"  He said if we pull the hairs on each of our arms we would flinch a little because we are alike. We actually fall into the human being category.  We all have fears and worries.  As a matter fact, worry has become an epidemic.  Anxiety is like fear, only it relates to something down the line that could be truly fearful.  All levels of fear, anxiety and worry can limit our ability to live our lives and can affect our performance in business.  We have self doubt, although you may not recognize it in some young people.  (They are not as good as they think they are.)  They leave school with debt and an education, and can't get a job that matches their education, if they get a job at all.  They don't realize that the marketplace pays them for the value they are worth not what they think they are worth.  It seems unfair in today's marketplace, but what a realization.  You can appreciate why so many are disengaged or waiting for the next opportunity instead of creating a better self that helps them become worth more to the marketplace.

For all of us at any age, our biggest challenge is fear.  We may not recognize it immediately but let's ask ourselves these questions:
•    What really holds us back from going after our business or personal vision? Why do we put actions off - even those that could potentially improve our life or business?
•    Why do we need to be passive or too aggressive?
•    Why do we worry about what others think of us or how we look?
•    Why don't we listen to others and leave our judgements aside so we can see reality and do something about what has to be done? 

We are a complicated lot (Irish expression) aren't we? 

One simple, uncomplicated truth is we need to face our fears and become comfortable doing what we need to be comfortable at.   For example, don't hide behind emails.  Talk to people.  Listen and dialogue and influence them.   Stand up and speak up.  Be assertive but not aggressive.  Lead when being a follower would be cooler and part of the crowd.  Request from people what you need.  Make bold proposals.  All these things come from people who have a success philosophy and are confident.

As my son, Kevin Robert, said yesterday to all of us in our team "When you see someone doing something really exceptional don't just think wow - I couldn't do that.  Instead, realize he/she is scared a bit too.  They just get used to being uncomfortable at doing the things that matter to their aspirations and goals."  He is an insightful guy Kevin.  You should meet him at one of the complimentary meetings he does for our marketplace. 

I am so proud to be part of an organization that for over 100 years helps millions to expand their comfort zone and develop the behaviours of good business and life.   We see the truth everyday and also see how smart people pay too big a price for not facing up to their doubts and fears. They accept too little and give into circumstances instead of adjusting to what is required. I guess we can try to have a stress-free, laid-back life, but good luck with that. How about feeling the adrenalin we get from just going for it instead of the negative and harmful adrenalin we get from doubt, fear, and worry?  I choose the former.

Yes Lee, all of us are alike in the core part of life.  We either gain confidence or we lose some.  The world keeps changing.  We can't stay comfortable in a past world. We need to uncover what we are uncomfortable doing as it relates to our aspirations and adjust to what's required and find a way to be more comfortable.  It's that simple.
 
MMM Insight:

Some more questions for you:
•    Are you or your business going through a transition to adjusting to a new way of selling and marketing?
•    Are you ready to face up to it and get more comfortable with the new ways?
•    Are you managing in a culture of non-performance?
•    Are you ready to lead?
•    Are you building your craft? 

Whatever it is - what do you really need be good at?

I hope today you realize just getting more knowledge or education isn't the only answer. Stretching your comfort zone is.  

 
MMM Action:

What occurred to you, I mean to you - not how the world is, but how you are? Where do you need to be stretched? What are you going to do?

Have a great, uncomfortable week.  You can handle it.
  
  
Kevin D. Crone
Chairman
Dale Carnegie Business Group
kdcrone@dalecarnegie.ca
(905) 826-7300 / 1-800-361-2032
www.dalecarnegie.ca
 
________________________________________
A Special Invitation from Kevin D. Crone, Canada's Monday Morning Mentor...

There was a day when sales worked!

In those days:
  • Product peddlers could start pitching with their product benefits and people would listen.
  • Whether salespeople dropped in or had appointments to see what their prospects or customers needed and take orders, buyers would give them the time!
  • Even professional solution-sellers could stop in to see customers, and the client would appreciate the visits and the solutions that were found for them!

No more.  Traditional sales don't work the way they used to.  How are you supposed to grow your business these days? Now what?

There was a day - not too long ago - when being a thought leader would get you fans who trusted you and eventually they would go to you, as long as you could be seen on the Internet and through social media.   

Well, where are the leads now? The sales?

The Internet has changed everything. Customers already know what their problems are, and they're looking for solutions - but not from marketing, and not even from the very best solution-salesperson. Sales and marketing have changed and a lot of traditional methods are no longer panning out.

We have been engaged in a world-wide research project to find out more specifically what's going on. We are now ready to share some data that will explain not only what happened, but the ways in which we all have to adjust to find and keep customers.

There are new ways to sell and market. We will explain it all to you at our next Executive Coaching Series - March 18th

Kevin D. Crone, Canada's Monday Morning Mentor, and his son, Kevin Robert Crone, will be revealing that research along with a possible action plan for those who can see the need to adapt.

Please join our Executive Coaching Series:

The New Sales/Marketing Transition
Tuesday, March 18th
2:30 - 5:00 pm
Dale Carnegie Center of Excellence
2121 Argentia Road, Suite 103
Mississauga, Ontario

As always, you will enjoy Kevin's style, the peer conversation and the insights revealed in the new research.

If you have questions, please email Chee Vang at cvang@dalecarnegie.ca or call our office at 905-826-7300 / 1-800-361-2032.

________________________________________


Subscribe to the Monday Morning Mentor - Email: info@dalecarnegie.ca
   
Monday Morning Mentor Blog

Consider this: Contact us today to speak to one of our Performance Consultants about the one or two things you need to change to have a better life/career/business. Email: info@dalecarnegie.ca

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