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Content about Social psychology

June 5, 2012

CHICAGO — Do you move your staff to action through consistent motivation?

CHICAGO — As this is my 54th monthly column for this website, this also is my 54th attempt to get folks out there in front of that magical mirror. Mirror, mirror on the wall … is there a leader in there?

In any environment, leadership is a compelling intellectual force that moves people to action through consistent motivation. Leadership is, quite simply, effective or ineffective. There’s not much room for the middle of the road. In other words, you’re either a leader or someone who thinks they are a leader.

My premise is that most leadership is usually ineffective. There is certainly evidence to support the thought that some aspects of individual leadership are ineffective and perhaps lacking, but there is also a great deal to get excited about. But is anyone really up to the task these days?

Leadership takes real leaders, such as tennis legend Andre Agassi. His passion is to educate kids, both in areas of academic excellence and personal development. He is an incredible inspiration and was featured in former President Bill Clinton’s book, Giving: How Each of Us Can Change the World.

Agassi has a proven formula for transforming the public education system into a successful, functioning operation that can be transposed. He has provided stunning leadership in this area, making a real difference in the lives of countless children and their families. He carefully used his resources and status to springboard his efforts.

Another example of superior leadership comes from Gen. George S. Patton, who stated, “I am sure that if every leader who goes into battle will promise himself that he will come out either a conqueror or a corpse, he is sure to win. There is no doubt of that. Defeat is not due to losses but to the destruction of the soul of the leaders.” This obviously means either lead or get out of the way so a true leader can come forward. Organizations usually cannot function without true leadership.

This same kind of leadership is necessary in sales. Leaders, or those in a position that requires leadership, must take charge and lead the selling conversation. We must demonstrate for our customer base that we seek what is best, as we work with others to provide a solution for their needs. How do we accomplish that?

There are 13 important rules:

  1. Take responsibility for the process.
  2. Desire to be of service.
  3. Ask probing questions, then listen and comprehend carefully.
  4. Take action and drive progress.
  5. Demonstrate commitment.
  6. Follow through and follow up.
  7. Communicate effectively through each selling stage.
  8. Represent your customer’s best interests to others.
  9. Lead by example and understand the challenges facing your sales teams.
  10. Lead your leaders and honestly communicate challenges to the leaders above you.
  11. Before you add on responsibility, make sure the tools and process are in place. Avoid overload and sales burnout syndromes.
  12. Avoid temptations to micromanage; use your time to lead and drive execution.
  13. Push for honesty and debate. Avoid the team members that just shake their heads. Never push your ideas as final resolution.

Customers are looking for leadership traits from your sales force. They want and need solutions. They want to feel confident that once they expose their needs to you, the solution process commences under your watchful care and leadership.

Titles have little to do with leadership; leadership requires true leaders.

November 1, 2011

CHICAGO — A government manager seeking help for himself and his organization contacted me the other day. Because of recent drastic budget cuts and subsequent mandatory furloughs for employees (i.e., about 22 days of unpaid leave each year), this organization clearly needs to make major adjustments to its structure and processes and essentially recreate itself so it can operate successfully under a revised mission.

An AmericanLaundryNews.com exclusive.

CHICAGO — A government manager seeking help for himself and his organization contacted me the other day. Because of recent drastic budget cuts and subsequent mandatory furloughs for employees (i.e., about 22 days of unpaid leave each year), this organization clearly needs to make major adjustments to its structure and processes and essentially recreate itself so it can operate successfully under a revised mission.

I was astonished to learn from this person that the organization is already taking many steps to begin addressing its challenges.

Concurrent with steps to obtain assistance in handling the business aspects, it is providing a program to support its employees’ personal concerns. Specifically, it has scheduled a series of workshops open to all employees that addresses a number of issues of concern to them in these challenging times.

Topics include making your family No. 1 in your life, how to manage resources, understanding credit scores, reducing stress, and communicating with your kids. Clearly, this organization understands that employees who are worried about personal issues at home cannot possibly perform at optimal levels at work.

Why does placing a high priority on employees’ personal concerns make good business sense? A concept called direct perceived organizational support provides a compelling answer.

Employees who perceive a high level of organizational support and honesty believe that senior management really cares about their personal well-being. Research demonstrates that such individuals reciprocate by performing at a higher level, by being more forgiving of organizational missteps, and by going above and beyond what is required in their jobs.

So, in addition to responding to their employees’ concerns in a very human way, this organization has made an intelligent business move that will serve it well long after the economy has recovered.

Employees who have not had a raise or bonus in years due to economic conditions find it difficult to understand why certain employees travel all the time, or why capital investments are made that never gain any cost benefit. It’s not that the aforementioned are not required, but management should be able to communicate these issues before employees start asking the difficult questions.

Let me point out one issue that can certainly damage the morale of an organization. When a workplace announcement is made, the last thing that employees want to hear about is the achievement of someone in the higher echelon of their organization.

Employees do make the difference, no matter what type of organization you work in. The workforce needs to hear or read about what they—you know, the folks in the trenches making the everyday sacrifices—have done.

Surround yourself with talent and you will achieve success. And make sure your organization is assisting your employees in becoming fully successful.

September 1, 2011

“Equipment, chemicals, etc., play a huge part in our laundry’s success, but our most important asset is our people. We have to work well as a team. In what ways can I improve my team-building skills and learn how to spot trouble that could drag down staff morale and curtail production?”

“Equipment, chemicals, etc., play a huge part in our laundry’s success, but our most important asset is our people. We have to work well as a team. In what ways can I improve my team-building skills and learn how to spot trouble that could drag down staff morale and curtail production?”

Textile/Uniform Rental: John Shoemaker, General Linen & Uniform Service, Detroit, Mich.

One of the great things that should be done is having a weekly staff meeting. First of all, “weekly” staff meetings don’t happen 52 times a year. You have seven major holidays, vacations, some passes around budgeting time, and a few high-profile customer plant visits that take precedent.

john shoemakerSo, these “weekly” staff meetings are more like 38 or 39 times a year, but when lead properly, they are a time for bonding.

The facilitator needs to make sure he/she is in charge to prevent a donnybrook amongst the pugilists defending their home turf. This open forum often leads to every member of the group seeing others’ needs, and makes for a more palatable final resolution. This helps with morale.

Another wonderful idea is having “inside/outside” days. Have the plant supervisor ride a route that is having problems with a plant-related issue. Have a district service manager sort the route that has faded garments labels. This will lead to constructive criticism rather than finger pointing. The DSM will now say, “You are right, these labels are too hard to read, and it needs to be addressed” rather than “The stupid plant is mis-tying all of my garments and screwing things up.”

When you are facilitating such meetings, you can see the benefits. Trouble spots will emerge before you, allowing a more cohesive team-building effort in which everyone has buy-in and is rooting for the success of the team.

Hotel/Motel/Resort Laundry: Phil Jones, Sheraton Vistana Resort, Orlando, Fla.

There are several ways to improve your team-building skills. One is by challenging yourself to read at least one new book per month. I always choose a book by a successful leader in some field such as business or sports. You will find valuable pieces of information on how to build and maintain a team from those who have done it. Try to take away at least one or two principles from each book.

phil jonesLook at how you might implement those practices in your organization and then share what you propose to the team. Ask many questions and get 100% involvement in the changes. Your team must be able to provide open feedback on the processes—including having the ability to change or stop a process if it does not work.

We make our associates feel like they are business owners with an equal say in the operation, and have open discussions in our morning meetings on how processes are working.

Another way to improve team-building skills is to benchmark with other organizations that have successful teams. We take our management team on field trips to visit other laundries or some of our vendors to see teamwork in action. It is one thing to talk about how teams operate, but it is quite another to see it up close.

Just as I take one or two principles from the books I read, I ask my team to do the same after our visits. They are responsible for coming up with suggestions for improving our team and then implementing those changes.

Holding regular team meetings is an important way to gauge if trouble is brewing within your organization. A change in the level of engagement during meetings can be an indicator that something is off-center.

Your team becomes quieter or doesn’t respond the same way as in the past may be a warning sign. If your team has gotten quieter or doesn’t respond in the same way it has been, that may be a warning sign. If your team no longer asks questions or makes suggestions during the meetings, or there are side conversations going on, those could be signs of unrest that you need to address quickly. There is nothing wrong with openly asking what’s going on and what you can do.

Equipment/Supplies Distribution: Russ Arbuckle, Wholesale Commercial Laundry Equipment SE, Southside, Ala.

As in any labor-intensive endeavor, your people play a key role in just about every aspect of your successful business. In most cases, there will be many different types of people, personalities and even cultures. Blending this potpourri into a productive, cohesive unit is, in my mind, one of the most difficult business tasks.

russ arbuckleRepairing or even replacing malfunctioning equipment, upgrading/updating processes and operations, or even revamping complete infrastructure, while difficult, does not involve the one thing that can make or break productivity—the clash of individual personalities.

Building a successful team is not something that can just be learned from a book.

Understanding the individuals and how each meshes with other team members is critical to maintaining morale and, subsequently, production.

It is important for human resources, supervisory staff and even owners to understand the individuals who make up the team. They need to be aware of things that can create dissension.

Understanding the personalities can make it easier to determine which are right for which tasks and put like-minded individuals together on specific jobs.

Management must be vigilant in watching for signs of tension, or even hostility, among team members. These signs can come in many forms, and it is up to you and your staff to learn to recognize them early on so that you can intervene immediately.

By not allowing these tensions to fester, your chances of “keeping the peace” and preventing loss of production are much greater.

Promoting team spirit helps to keep personalities cohesive as they all strive toward the same goals. Defining these goals, as well as introducing direct benefits for achieving them, helps to keep the spirit alive and well.

Click here for Part 1.
Click here for Part 2.

August 5, 2011

To be held at 12:00 p.m. Eastern on Sept. 13.  This TRSA-endorsed webinar series by CSC Network will feature attorney Scott Kamins, principal of Offit Kurman’s Baltimore-Washington practice.

Current economic conditions provide unique opportunities to negotiate new collective bargaining agreements and take advantage of terms you already have in place to save money and improve efficiencies now and in the future, when the economy improves. This is the first installment of a 4-part series that will help unionized employers:

  • Pursue new strategies for negotiating collective bargaining agreements to save money and improve efficiencies
  • Implement their collective bargaining agreements while taking full advantage of employer rights, developing favorable past practices and avoiding union interference in the workplace
  • Win grievances and arbitrations
  • Lawfully eliminate unions from the workplace

To register, visit https://www2.gotomeeting.com/register/782152386.

January 4, 2011

CHICAGO — As we enter the new year, I first want to thank all of you who read my columns on AmericanLaundryNews.com. I appreciate your comments and suggestions. Let’s continue our discussion about leadership. We all must have an honest understanding of who we are, what we know, and what we can do

An AmericanLaundryNews.com Exclusive

CHICAGO — As we enter the new year, I first want to thank all of you who read my columns on AmericanLaundryNews.com. I appreciate your comments and suggestions.

Let’s continue our discussion about leadership. We all must have an honest understanding of who we are, what we know, and what we can do to add leadership value to our organizations. Keep in mind that it is the followers, not the leader or someone else, who determine if the leader is successful.

August 4, 2009

ALEXANDRIA, Va. — Directors of the Textile Rental Services Association of America (TRSA) have launched a new committee structure, furthering the association’s reorganization with the Uniform & Textile Service Association (UTSA).

The new committee system has two divisions: Industry Committees and Board Committees. Industry Committees will be responsible for working on issues affecting textile service companies. Board Committees will focus on implementing bylaw directives and enhancing educational programming.

August 3, 2009

CHICAGO — Where has true leadership gone, and can it be recaptured? Quite frankly, no one knows, as the definition of leadership seems to change as often as the wind changes direction. It’s amazing — when you look at those who call themselves leaders in our industry, many are self-proclaimed, many earned their stripes by coming up through the ranks, some think leadership is inherited, some just fell i

An AmericanLaundryNews.com Exclusive