From Management 1.0 to Management 3.0
Client Needs:
A local Wealth Management company is under transition to upgrade its brand as an industry leader in China’s growing internet financing market. The new arriving vice president wants to build a more proactive and result-oriented sales culture despite the tightening compliance requirement from the regulators, and align her thoughts with 40 leaders from the three-tier sales teams across the country.
A.PLUS, after rounds of interviews with the VP and learning & development managers, has designed and provided a two day workshop——“from good to great” for the leadership team consisting of regional directors, city directors, and outlet managers.
Our Solutions:
The target of this workshop is to transform sales leaders’ mindset from management 1.0 (fixed management skills) to an 3.0 version (where a manager knows a certain team member’s style and that of his/her own, accept the strengths and limits of the style, and then choose to adapt accordingly to interact with team member to achieve the desired results.
Everything DiSC®, a psychological and behavioral tool developed was introduced to the leader team as a common language to help recognize people’s behavioral styles. By the end of day 1, the leader team finds on a people-reading map how different all the managers are, and discuss how the style distribution would be an advantage or drawback to the desired team culture. On day 2, managers had amble opportunities to “adapting” themselves in common managerial situations (delegation, motivation, development, and managing upwards) IN the class rather than AFTER it.
As required by the clients, all scenarios were customized to reflect reality. For example, how to feedback an i-style subordinate who mistakenly breached the latest regulation on marketing event but with a good intention to prompt sales? Finally, the managers learned (with practice and feedback) that recognition is the key to motivate i-style. Bearing this in mind, the manager would first recognize his good intention before pointing out the hard fact and demand a remedy.
