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
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Listening
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Listening
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Listening
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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