Reaching Your Potential – Management Essentials

1 – What's the Purpose of Management?

People do many different activities and sometimes they achieve results. The problem is that not all the things people do get results - and certainly not the results that are wanted.

The purpose of management is simply to ensure that people are pursuing the high-value activities that get the results we're looking for and, if possible, to reduce or eliminate altogether, the unproductive activities that get in the way of the results. For example, asking someone questions is one activity. But on its own, it has no special value. However, when questions are asked to find out a customer's current performance, they become a vital step in the selling process.

Do you sometimes get the feeling that you and the people around you are working hard but not actually achieving the results you need? You may be putting in the hours, but are you actually getting anywhere? If this is the case, take a good look at your business today. Have you clearly defined the results you're looking for and are your people engaging in the high-value activities that will get these results?

Good management is about influencing and increasing high-value activities. In other words, ‘getting people to do the right things and to do the right things right'.

2 – The 3 Questions for Management

You can influence activities and results by helping people get answers to 3 very important questions:

1) What's expected?

2) How Am I doing?

3) What can I do to improve?

Most performance problems are the result of individuals not knowing what's expected of them, how they're doing or what they can do to improve performance. The answers to these questions are also major factors that influence motivation.

Ask yourself:

1. Do your people know the results that are needed and the steps they should take to get these results?

2. Is feedback available on a timely basis that lets your people know whether they are on track or not?

3. Do they have the skills necessary for a successful outcome?

Great managers help their people by providing the answers to these questions.

3 – Answering the 3 Questions

If effective management is about answering the 3 Questions for Management, then how do you do it? Well, it's a simple process that requires rigour and persistence. Make it a habit and you will reap the rewards, both in terms of motivation and results.

1. Seting goals (Answering the question "What's expected?")

2. Following-up (Answering the question "How am I doing?")

3. Coaching (Answering the question "What can I do to improve?")

The two simple steps described below will ensure these things become as constant as a heartbeat within a business. If you're spending your time trying to resuscitate your organisation – there's something drastically wrong.

Step 1: The Goal Event – goal setting and follow-up

Step 2: The Coaching Event – identifying opportunities and coaching to improve performance

The Goal Event is a frequent and brief, discussion (e.g. weekly) between you and an individual that you manage. The Coaching Event is a longer activity that takes place less frequently (e.g. monthly) and should be focused on improving the capabilities of your people to hit their goals and targets. Make these two activities the backbone of your organisation and you will be well on your way to improving your results. You'll also waste less time and energy fire-fighting.