What really drives performance in your business

What Really Drives Performance in Your Business?

Presented by Warren J. Rutherford Owner, The Executive Suite Certified 5th Level CoachDirector of Coaching - Innermetrix

© theexecutivesuite.com 2010 2

How do you achieve Peak Performance? Productive work in the new economy is work

that applies vision, knowledge and concepts - work that is based on the mind rather than the hand. The center of gravity of the work force is shifting from the manual worker to the knowledge worker." ~ Peter F. Drucker

“All Profits Are Generated Between The Ears”


The Economy We Knew

1978 NYU Stern School of Business Study (5,000 companies)

95% correlation between balance sheet and business value

Balance Sheet

Intangible


The New Economy We Need to Know & Understand 2005 NYU Stern School of

Business Study 28% correlation between

balance sheet and business value

Intangibles – the 72% Intellectual Property Strategy Brand Systems Processes Access to Capital Off balance sheet items Customer reputation Executive Team

Balance Sheet

Intangible


Change Of View

8 out of 10 employees now produce services rather than products ~ Deloitte Study

“You Are the Brand” ~ Tom Peters

A recent Harris Poll of 23,000 workers found: < 50% felt satisfied with

their accomplishments at week’s end

80% were unenthusiastic about their work

40% felt burned out


The Problem

“A growing trend of people who feel unfulfilled in their roles and dissatisfied and frustrated with personal results or success.” I can’t wait for retirement TGIF Tell me again why I’m here? I never seem to get ahead Something’s missing

““How many of you feel fulfilled by your How many of you feel fulfilled by your roles and are satisfied with your level of roles and are satisfied with your level of performance and success?”performance and success?” ~ Show of Hands.


The Problem

“Why do some people consistently achieve much greater success with less effort, while others - who work just as hard, are just as intelligent, and even work in the same environment - achieve much lessachieve much less?”

The Problem is an epidemic of people an epidemic of people who feel frustrated and dissatisfied who feel frustrated and dissatisfied with their own performance and with their own performance and successsuccess.


The Genius Study To better understand The Problem, and identify it’s cause,

in 2000 Innermetrix commissioned the “Genius Study”: 75 PhDs & 900 management consultants and coaches in the

field 197,000 employees from 23 countries 80 natural talents relating to performance measured

Business performance metrics: Level I - Below Average Level II - Average Level III - Above Average Level IV - Excellent Level V - Genius


The Genius Study To flesh out the lessons learned in the study, Innermetrix

interviewed hyper-successful people who did NOT suffer from The Problem:

Anthony Robbins – Peak Performance Expert Dan Lyons – World Champion ~ Olympian Frances Hesselbein – Peter F. Drucker Foundation ~ Girl Scouts

of America Laurence Higgins M.D. – Chief Sports Medicine ~ Harvard Dr. Marshall Goldsmith – NY Times best-selling business author

& Fortune 500 Coach Michael Lorelli – President ~ PepsiCo and Pizza Hut Randy Haykin – Founder ~ Yahoo Inc.


The Genius Study - Results

No statistically significant correlations between performance and any natural talents All roles, all industries, all levels

Two acquired skills Self-Awareness Authenticity

Meaning: Anyone can achieve the 5th or Genius Level of

performance But it requires concrete self-awareness & authenticity


The Genius Study - Results

37

4640

59

47

63 62

79

8991

0

10

20

30

40

50

60

70

80

90

100

Acquir

ed T

ale

nts

1st 2nd 3rd 4th 5th

Level of Performance

Genius Project Data

Self-awareness

Authenticity


The Simple Take-Away


The Non-Genius Approach

ResultsConsistencySatisfaction

EffortStressDiscomfort


The Genius Approach

ResultsConsistencySatisfaction

EffortStressDiscomfort


To Achieve Peak Performance – Knowledge becomes King In achieving human peak performance, there are 3

core areas to understand. WHAT - natural talents does a person possess

Tiger Wood’s “sand game” is in the bottom quartile of all golfers.

But he is one of the best long-ball players, so instead of focusing on his sand game he focuses on his long game and NOT being in the sand.

Well, that used to be his challenge! WHY - are they motivated to use them

People are like dynamite The power is inside but nothing happens until the fuse gets lit.

HOW - do they prefer to use them


Self Awareness & Authenticity Understanding WHAT, WHY, and HOW

affects: Attitude Talent Performance Improvement Efficiencies Behaviors Engagement Corporate and Individual Performance


The Single Greatest Differentiator of Genius Performance is - Turning Right much more than you Turn Left


How to Increase Performance in Your Business BreakBreak with conventional wisdom on

how to treat and develop talent Create role flexibility & role flexibility &

individualityindividuality Develop better individual self-self-

awarenessawareness Foster and demand authenticityauthenticity


How to Increase Performance in Your Business To achieve more flexibilityflexibility:

Equally consider both the job and the person future fit

Allow more autonomy/independence Involve people in the strategic setting of their

roles Stop hiring in the blind Stop promoting people out of their

competencies (silo development) Build roles around people instead of the

other way around


Strategies to Succeed

How do people contribute to the success of our business?

Cornell Study – Workforce alignment requires -

The right types of people, In the right places at the right times, Doing the right things right. A company with the right types of people has

employees with the knowledge and skills necessary to help that company achieve its goals.

Hire, Manage, and Motivate Smarter.Hire, Manage, and Motivate Smarter.


How to change directions

To achieve better awareness of individual talents and non-talents…just measure them.

WHAT WHY HOW


The Complete PictureThe key to successful Individual Excellence lies in the combination of a person’s WHAT, WHY & HOW (Talents, Values and Behavior).

(DISC Index)(Behavior)

How

(Attribute Index) (Talents)

What

(Values Index)(Drivers)

Why

Individual ExcellenceWill


Summary

There’s a big problem in our world today: It’s costing business Billions It’s costing much more than that to the individuals It grows out of a legacy of outdated management

principles and beliefs (The one right way) Those geniuses around us have figured out how to stop

it Challenge conventional thinking, introduce new beliefs Challenge conventional thinking, introduce new beliefs

and flexibility, enlist opinions, get out of the wayand flexibility, enlist opinions, get out of the way Organizations:

“Turn on the Geniuses hiding in your midst” Individuals:

“You get what you accept…Just Do You!”


Summary

Let me ask a few questions - Do you know your talents, your skills,

your reasons, & your way?Can you increase your self-awareness &

authenticity?Can you modify your role to become a

better leader, manager, employee?What is your belief that you can get

there?


Summary

The WHY - -

Understanding + Change Understanding + Change

= =

More Production + ProfitMore Production + Profit for for YouYou..


Thank you!For more information -

Warren J. RutherfordOwnerThe Executive Suite129 Airport RoadHyannis, MA 02601wjr@theexecutivesuite.comwww.theexecutivesuite.com508-778-7700