Leader Training

0:00I have a sales team, right? We door-to-door. This year I I'll for sure do about 800. >> What's stopping you? >> I was going to say me, honestly. I'm always in the field. I'm always doing some type of field training. When I'm not in the field, >> Yeah. >> it seem like >> They don't try as hard. >> Yes. >> Okay. So, the good news is that people listen to you. The bad news is is that there's only you. And so, when you disappear, the reason to work hard disappears, too. You have to duplicate your ability to motivate them in other people.

0:28>> So, duplicate myself? >> Yes. Basically, you have to define what good looks like in terms of behaviors. So, instead of saying try harder, it's like you need to knock more doors. We have to describe it in terms of visual things that they can under-see with their hands, what they would do with their body. Right? We have to model that behavior, which means that you do it in front of them, which means those leaders have to do the ideal behavior so that the people can learn what good looks like. We then have to get them to try, right? So, rather than explaining it over and over again, we want to elicit trial attempts. Then you can do the next thing, which is watch what they do. And you can observe their behavior, and then you can give them feedback. And we either correct them in the moment or we reward them in the moment. But either way, they have a contingency that happens as soon as they do the stuff.

1:07And then after that, we repeat it until it sticks. That is basically how you shape behavior for an individual. When it levels up to the organization, the team, that's when we have to do that publicly. So, you have to enforce those standards publicly, which usually means eliminating the people who suck. After that point, you then have to start running those same steps, but saying, "Hey, leader, great job reinforcing him." And that's how you do it. Please say that. Thank you.