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17-18 April, Launceston
5-6 June, Rockhampton
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| 13-14 Feb, Brisbane
13-14 March, Sydney
20-21 March,Melbourne
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Conversations for Growth®
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| 22-23 February, Perth
18-20 April, Brisbane
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Young Rural Leaders Bootcamp
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| 28-30 March &
1 June, Brisbane
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| 26-28 March &
1 June, Brisbane
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"Continuous effort - not strength or intelligence - is the key to unlocking our potential”.
~ Winston Churchill
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 Dear Reader
“It’s easier to act your way into a new way of thinking, than to think your way into a new way of acting.”
Richard Pascale, Jerry Sternin, Monique Sternin
The above quote from the book we have reviewed below sets the tone for the topics covered in this newsletter.
This past year has seen us involved in a lot of cultural change work and of course organisational values come to the fore. Getting traction with values means shifting from the abstractional and aspirational nature of values to more concrete behaviours: something that many of us find easy to say, yet difficult to put into place every day.
Two new initiatives
We are excited to share what we believe are two unique initiatives with you. The first is our own software platform that enables testing of perceptions in the sales cycle. The second is the Selective Behaviour Modelling™ program from Allan Parker. A program that is changing the behaviours of people in organisations with extraordinary outcomes.
Training updates
We are pleased to say that our Leadership Bootcamps have gone over very well and we look forward to seeing some of you in our 2012 series.
Adventure
As many of you are aware, we undertake a series of adventures – trekking or cycling – each year and next week Jill and I are off to walk the Simien Mountains in Ethiopia. More on that in the next newsletter.
From the TRM Team
NB. Do check the "Update Profile" at the bottom of this page to personalise what information you would like to receive.
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The Power of Positive Deviance - Book Review
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|  This book combs a lifetime of the most difficult kind of fieldwork by Jerry and Monique Sternin with a lifetime of teaching and writing by Richard Pascale to create a genuinely good book - one that is good on several levels.
Leaders dealing with organisational change of the most difficult kind will find 'The Power of Positive Deviance' opens up a world of tools that go often ignored in over structured change programs.
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| | Read Full Review... |
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Sales Skills - Self Perceptions
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(click to enlarge image)
For some time now, we have been assessing sales teams objectively through the cycle as part of team performance improvement. To-date, we have undertaken this by visually watching individuals go about their work. This was important as it enabled the establishment of a robust framework that examined actual behaviours in the sales cycle and behaviours about managing self.
The model is called the Lattice Framework®. The latest development of this program has been to launch the assessment on a 360 Degree software platform which enables individuals to be assessed by others (both internal and external to the organisation).
How do experienced sales people perceive their skills?
To launch the program, we invited experienced sales people who are involved in Territory or Key Account management selling to provide us with a norm of perceptions. The majority of respondents came from Australia, however Canada, New Zealand, South Africa and the United States are also represented. To obtain a copy of the report, please contact us.
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| | Contact us .... |
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Selective Behaviour ModellingTM
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If you have been grappling with the expense, time taken and frustration of low impact in implementing culture change, then you are not on your own. For a number of years, we have been frustrated with the expense many organisations incur to initiate culture shift – and yes, the surface often looks squeaky clean however the further down and further out you go, the more it remains the same.
Selective Behavioural Modelling™ (SBM) is an innovative approach to embedding specific, high leverage, universal behaviours into an organisation and empirically measuring their presence in day-to-day human interactions.
It is elegant, simple and can be actioned by literally thousands in an organisation simultaneously. SBM™ breaks many paradigms - Time, Expense, Logistics – to achieve high impact change. SBM™ comes with sophisticated software that provides instant feedback. Tested in a wide range or organisations - State and Federal Government Departments, Global organisations (Banks, Financial Institutions, IT companies); Mining companies, Universities – and cultures (Australia, Europe, Asia), the program shows robustness.
We are excited to be part of the delivery of this pioneering initiative. For more information please contact us…..
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| | Contact Us about SBM... |
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Now is the time to plan your upskilling for 2012 by enrolling in one of our two outstanding leadership programs.
Young Rural Leader’s Bootcamp. This program has been given rave reviews following its launch this year. It is challenging, confronting and transforming. Attendees came from a wide range of rural/regional backgrounds, including, Pastoral Properties, NRM and Rural Services.
"I totally loved the program. It busted me and then put me back together. More importantly it gave me a greater self awareness and the realisation that it was up to me to achieve what I wanted".
~ Natalie Temple, Agrig8
Conversations for Growth. This is our signature program that has been recognised nationally for it's innovation in training. A two year program that builds depth in leadership skills and knowledge.
"Conversations for Growth has had direct benefits to our business in helping our managers more effectively solve problems and address issues. It has also been very beneficial in improving the intra-relationships of our managers. The Program has contributed not only to my professional life, but also my personal development".
~ Paul Smith, Director, Emergency Management Sector, NSW Government
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| | Contact us for further information... |
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Conquer Cancer Charity Ride - Thank you to our Sponsors
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