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Published by Crest Dynamics Management Consultancy, 2017-05-31 11:15:11

Crest Dynamics Newsletter Jun 2017

Self Realization June 2017

Crest Dynamics

Supervisory Tips: Official Newsletter of CreOsftfiDciyanlaNmewicssletter oMf Cidre-MstaDyy2n0am15ics
June 2017
Assess Yourself Part 2 of 2
Leadership Basics
1. Both willing and able to give
feedback – Creates an " Don’t lead by results; lead to results; and only behavior will
environment where feedback is get you there." – Aubrey Daniels
well received. Considers
feedback an opportunity to A great cloud of jargon, debate, and junk theory surrounds the
encourage. Organized – idea of leadership, what it is, who does it, and how to do it well.
Organizes time and priorities to But if you have just been promoted, and you're responsible for a
achieve business results in a group for the first time, there are only a few things you really
timely manner. need to know about leadership.

2. Adapts to and implements When you get promoted and what you say and do. They adjust
change – Accepts that change is become responsible for the their behavior accordingly.
inevitable and embraces change performance of a group you
with innovation, courage, and become a leader. But you don't The result is that you use your
resiliency. undergo some magical change. behavior (what you say and do)
In fact, it will probably take you to influence the behavior of the
3. Promotes key values – over a year to completely adjust people who work for you to
Consistently demonstrates work to your new role. achieve a defined objective.
ethics and values. Conducts
duties of the position with truth, You're a leader because the Achieving the objective is part of
sincerity, and fairness. people in your group treat you your job as a leader. The other
like one. The only choice you part is caring for your people.
4. Uses sound judgment – Applies have is what kind of job you'll do.
knowledge of the business and It may be possible to achieve
tasks and uses common sense When you become a leader your good short term results without
and analysis to make the best power actually goes down. As an caring for your people. But you
decision. individual contributor, you just can't achieve long term success
have to decide to work harder, for you or your company without
.© Adapted from HRM for Ag. Advisers longer or smarter to improve the willing cooperation of the best
performance. When you're folks you can find.
responsible for the performance
of a group, the group is your At the end of the day, you can
destiny. They choose whether to measure your leadership based
act or not. on those two standards. Did we
accomplish the mission? Are the
When you become a leader, your members of my group better off
influence goes up. The people today than yesterday?
who work for you pay attention to culture.

© Wally Bock

Buyer’s Journey Free e-Learning Courses

Buyers don’t want to be prospected, or demoed, or Human Capital Recruitment & Acquisition
closed. These steps add zero value to the buyer. Lessons: 15
Buyers are looking for additional information about Methodology: Audios, Notes, Assignments
your product that can’t be found online. As a Duration: Self-paced by 31st Dec 2017
salesperson, you can personalize your sales process Assessment: Assignment
to the buyer’s context by understanding the buyer’s Award: PDF Certificate
journey.
Malaysia Industrial Court Cases Analysis
Legacy sales teams build their sales process around Lessons: 10 Cases Analysis
their own needs, not their buyers’. Legacy Methodology: Cases, Assignments
salespeople focus their energy on “checking the Duration: Self-Paced by 31st Dec 2017
boxes” their sales manager laid out for them instead Assessment: Assignment
of listening to the buyer and supporting them through Award: PDF Certificate
the purchasing process. As a result, the seller and
buyer feel misaligned. Furthermore, this self-serving Visit www.crestdynamics.org for details and
process delivers minimal value to the buyer. Buyers registration.
don’t want to be prospected, demoed, or closed.
These steps add zero value to the buyer because all Leadership Lesson
the information they get in these meetings can be
found without a sales rep’s help. When you engage in a conversation with one or more
people and follow up with a phrase like "I understand
If salespeople cannot add value beyond the that [fill in the blank with points of the conversation
information buyers can find on their own, the buyer that you understood]" you are demonstrating that that
has no reason to engage with salespeople at all. you "heard" the message. This phrase starter is great
for validating the needs, feelings or proposals of
Personalized sales teams avoid this issue by starting another, and when you use it, you are demonstrating
with the Buyer’s Journey. Before they ever pick up a an excellent communication technique. Your team
phone or send an email, they make it a priority to will take notice and will appreciate being heard
understand their buyer’s world. even when you make a decision contrary to the
message that was sent.
….to be continued

Lean Enterprise Ohno says, “When thinking about the absolute elimination of waste,
keep the following two points in mind:
Purpose of TPS
1. Improving efficiency makes sense only when it is tied to cost
The purpose or goal of Lean efforts reduction. To achieve this, we have to start producing only
could be cost reduction, shortened the things we need using minimum manpower.
lead time, improve customer
satisfaction, removing frustrations, 2. Look at the efficiency of each operator and of each line.
improve quality, etc. The specific Then look at the operators as a group, and then at the
goal doesn’t matter, but having efficiency of the entire plant (all the lines). Efficiency must
consensus for the goal does, which be improved at each step and, at the same time, for the
enables improvement efforts to be plant as a whole. “
aligned towards meeting the goal.
The goal mattering to the people Ohno goes deeper on the second point:
doing the work is important to get
consensus towards the goal. “Understanding is my favorite word. I believe it has a specific
. meaning – to approach an objective positively and comprehend its
nature. Careful inspection of any production area reveals waste and
room for improvement. No one can understand manufacturing by
just walking through the work area and looking at it. We have to see
each area’s role and function in the overall picture.”

We frequently miss these points when we talk about waste
elimination. Putting them in a different context from cost reduction,
they might read:

www.crestdynamics.org 1. Eliminating waste only makes sense when it is in service of
your purpose.
e-Newsletter Subscription
2. Understand how the system fits together and how each role
e-Mail us if you wish to put your supports the overall picture and analyze it for waste at all
colleagues or HR friends on our e- levels in service of your purpose.
Newsletter database.
3. What problems do we run into when these points are not
e-Resources kept in mind? Do we spend time, resources, and energy on
efforts that don’t support our goals or purpose? Do we
Register to access e-resources. eliminate waste from our individual perspective that is
necessary or valuable for the system? How can we
Training Proposal understand how the whole system fits together?

Contact us to design and deliver your
training programs.

Think Like A Leader and Lead Training Programs HRDFSBL
Like A Thinker
*Programs can be conducted in Eng. or BM
It helps participants understand the
thinking side of leadership. They Leadership & Supervision
will learn on how to clearly define Proactive Supervisory Skills
the problems based on facts, Highly Effective Supervisory Skills
questioning assumptions, engaging Leadership Master Practitioner
the power of deep observation, Think Like a Leader, Lead Like a
generating ideas, and developing Thinker
subordinates to perform. Shift Your Leadership
Lean Leadership
Selling Psychology Executive Management

Nobody liked to be sold. This program demonstrates how to get our Continuous Improvement
message across through psychological approach. Participants will be Kaizen Made Ezy
trained to identify and understand prospects / customer’s needs, and Kaizen Thinking Mechanism
to create an atmosphere for closing the sales effectively. Understanding Lean Manufacturing
Office Lean
Story: Bend Don’t Get Broken Single Minute Exchange Die (SMED)
Poka Yoke
Once a huge oak tree stood on the The oak could not make out the Training Within Industry
bank of a river. It was well reason of the safety of the reeds Productivity Improvement Techniques
nourished by the water of the river. and asked them, "How is it that, 5S Step by Step Approach
Naturally, it was very strong and you being frail and slender, Auditing for 5S Compliance
had a thick stem. Just nearby, grew managed to face the gale without Jidoka
some reeds with thin but flexible any harm. But I, strong enough, Statistical Process Control
stems. They stood almost half in have been broken."
water and had flourished well too. Management
Notice that the stiffest tree is most Creative Thinking & Problem Solving
One day, strong winds blew. The easily cracked, while the bamboo Performance Improvement Strategy
or willow survives by bending with Time Management & Personal
atsrkeet,htehoeuxgpherhtusg>e>a>nd strong, broke the wind. – Bruce Lee Effectiveness
Communicating at Work
from the middle and was thrown Blessed are the hearts that can Performance Appraisal
across the stream just among the bend; they shall never be broken. Administrative Skills
reeds. On the other hand, the tree – Albert Camus Building Superior-Subordinates
was very surprised to see that the Relationship
reeds suffered no harm at all. Conflict Management
Coaching & Counseling Skills
Train the Trainer: A NLP Approach
Behavioral & Performance Interviewing
Skills
Managing Absenteeism
Inspiration for Work
Motivational Programs, and more

Sales & Customer Care
Selling Psychology
Sales Warrior
WOW Your Customer Care
Telephone Courtesy and Techniques

Central Region: Southern Region:
29B, Jalan Bayu Tinggi 2A/KS6, 6, Jalan Austin Heights 1/30,
Batu Unjur, Taman Mount Austin,
Taman Bayu Tinggi, 81100 Johor Bahru, Johor
41200 Klang, Selangor. 07-3535 562
03-3322 1832 [email protected]
[email protected]
www.crestdynamics.org


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