Dont Sell Yourself Short Dont Sell Yourself Short
Dont Sell Yourself Short by Steve Carroll and Jim Gill Individual Talent development Talent Development for Organizations About Steve Carroll and Jim Gill How To Tips for Top performers Table of Contents Excerpts from Dont Sell Yourself Short Order Dont Sell yourself Short Lee DuBois Technologies - Sales Training, Sales management and Talent Development


Leaders are made … by their Followers

Concepts in Followship

CHAPTER 1   Why New Employees Fail13
          Don’t Let it Happen to You – Success from the Get-Go

•  Basic Training:  The Transformation of a Young Person into a Soldier
•  Your Transition – from a Rookie to a Productive Employee
•  Why New Employees Fail – a Manager’s “Excuses vs. Fact” exercise
    Example:  “Failed to listen” vs. “Never knew what to listen for”
•  The Value of “Job Fit” – How you can Fit into the Organization
•  The Talent Management Solution
•  Coaching for Excellence
•  Attributes of a Top Performer

  GLOSSARY - ARMY LINGO                                                                           31
  Learning a Whole New Workplace Language                                                                                                                        

 CHAPTER 2   How New Employees Can Excel                                                     34 
            Getting Your Head on Straight

•  Overcoming the Fear of Failure
•  Enthusiasm or Excitement? – The proper Workplace Attitude
•  Overcoming the Reluctance to Change
•  Communicating your Value to the Organization
•  Constructing a CONFIDENT Mental Attitude
•  Mood is a Weather Report; what you want is Motivation


CHAPTER 3   Good, Better, Best                                                                            48
           Keys to Continuous Improvement

•   Don’t let Coaches cop an attitude – setting the Mood – Right Way/Wrong Way
•   The Coaching Session – your best Chance for Improvement
•   Becoming a Proactive Coachee
•   The Ten Nevers of Coaching – debunking the “One Minute Manager”
•   Types of Praise


“Who’s Your Daddy?”

  CHAPTER 4Who’s Got Your Back?                                                         62            
           The Organization – For you or against you?

•   Are you just a Number?
•   Organizational Readiness – Roadblock or Facilitation?
•   Preparing for Success in the New Economy Organization
•   Team Building
•   Hail to the Committee!  - NOT!
•   The Company’s role in the Motivational Climate
           Team Spirit   Group Identification  Commitment to Mission Statement
•   The Military Leadership Principle - the Leader’s proper role in Motivation                                 
•   Organizational Directions – taking you where you want to go

  CHAPTER 5     The Use and Abuse of Corporate Power                         79
           Management gets the Golden Parachutes, But We make the Jumps    

•   Charisma  - a rare Gift
•   Knowledge – “I know more than you”
•   Position – Rank, Titles, and Arrogance
•   Reward – Carrots taste awful by themselves
•   Approve or Disapprove – “I’m OK, and you’re NOT!”
•   Authority – “Be good, and I’ll make your life easier”
•   How you can become Powerful

 CHAPTER 6   Constructing a Personal Brand                                                        88
           Building Blocks for a Personal Strategic Plan

•   Benefits of a Personal Strategic Plan
•   Blueprint for a Strategic Plan
•   Situation Assessment – where you are now
•   Personal Goals – where do I want to be
•   D – P – T – N – L  The Lee DuBois Formula for Goal Achievement
•   Gap Identification – between “where I am now” > “where I want to be”
•   Action Plans – what I need to do to get there
•   Monitor and Feedback Systems – am I getting it done?



“Be All That You Can Be!”

 CHAPTER 7   Be > Know> Do                                                                                 102
            Army’s Principles for “The Best Professional”

•   PART I  Doing it           
•   PART II  Doing it right
•   Mission Essential Task List  
•   Be – Know – Do . . . An Army Principle of Leadership
•   Task – Condition – Standard
•   PART III  Doing the right thing
•   Workplace Loyalty, Duty, Respect, Selfless Service, Honor, Integrity, and Personal Courage

 CHAPTER 8 Performance                                                                                     116
            Work’s Bottom Line

•   “What are you paid to do?”
•   Subjective Evaluations of Performance – difficult to quantify
•   Objective Evaluations of Performance —
           “They’ll know when you’re good”
•   Steps to Positive Performance 
•   Mindsets required for Positive Performance 
•   Values required for Ethical Positive Performance
•   Why Attempts at Performance Improvement Fail

  CHAPTER 9   Motivating Yourself                                                                         127
             Setting your Hair on Fire

•   Motivators and Satisfiers – Top 10 and the Bottom 20
•   Gurus? Fuhgettaboutit!  What the Real Experts Say About Motivation
•   The REAL Job Motivators
           Achievement                       Advancement                      Recognition
               Appreciation of Contribution          Responsibility    
•   The REAL Job Dissatisfiers
           Company Policy                                Supervision                         Relationship with Boss
           Work Conditions                               Earnings                              Peer Relationships
           Personal Life                                     Status                                   Security
•   Can You be Motivated? – Movement versus Motivation
•   Looking Inside Yourself
•   Putting Yourself “In the Zone”
•   In the Mood


  CHAPTER 10People Skills for the Workplace Soldier                                      140
            Be All That You Can Be

•   Sincere Complimenting
•   Listening and Learning
•   Using Tact – “The Softest Touch”
•   Getting Along with the Young Soldier/ the Senior Soldier
•   The “Science” of Negotiation
•   Managing Conflict – “The Workplace Warrior”
     Empathy as a Weapon        Conflict Profiles                Conflict Resolution
•   The People Person Test

  CHAPTER 11   e-dapting to the New Economy                                                     157
            The Future of Work

•   Being a “Wired” Employee
•   The Virtual Classroom
•   The Future of e-Learning
•   Organizational Talent Management
•   Individual Talent Management

Don't Sell Yourself Short...Be All That You Can Be!
by Steve Carroll & Jim Gill

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