RELENTLESS RADIO

 

Author:	Ken Scott
Published:	October, 2000

 

Imagine the problems Santa would encounter if there were no elves. Just like the jolly man in the red suit you have a bag of tricks and must deliver the bottom line. One tool that will energize your staff plus create a road map for you to lead by is the Employee Leadership Forum (ELF). The ELF is a 90-minute one on one meeting with each of your sales team members. You'll be asking them 24 key questions that will allow both them and you to have a productive New Year. Many times your sales people discover things they didn't know about themselves. You'll learn what it takes to mentor and partner with them for success. Here are the magic 24 questions: 1. Why did you choose to work for this station or company? 2. If we didn't exist where would you work and why? 3. How do you learn best: reading, video, live demo, role play, being told? 4. When you are successful, who should know about it? 5. What type of feedback do you need to be successful? 6. What does regular feedback mean to you? 7. How much time (days) do you want to dedicate to learning and self-improvement? 8. Besides money what type of rewards do you enjoy for achieving goals? 9. What are you current strengths? 10. What areas do you want to make improvements in over the next 6 months? 11. What areas of performance should be measured? 12. How should they be measured? 13. Who should know your performance measurements? 14. What are your top 3 current business goals? 15. What are your top 3 current personal goals? 16. How do you measure success? 17. What time of day are you at your best? 18. Which clients are your favorites to call on? Why? 19. Which clients do you find difficult? Why? 20. What's the easiest part of your job? 21. What part of the job do you struggle with and wish you didn't have to do? 22. How would you train new hires? 23. Describe the traits and actions of your ideal manager? 24. Do you do best when your manager: a) assigns tasks, monitors your activity, gives feedback, assigns next task. b) assigns task, gives feedback, supports, gives next task. c) sets goals, supports, gives feedback when asked, you choose tasks.  d) gives big picture and gets out of your way. It's very important for you to take notes during the ELF. Be as open and honest with your team and any questions they may ask. The key becomes creating an open forum for honest exchange. Ask and you will learn the keys to lead.