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Letter from the Editor
Models. What are models and why are they important to us
as trainers?
I was cruising through the channel line-up and saw this show Top Runway Model. I’m not into fashion nor am I into reality TV, but we had been working on honing Entelechy’s models for the past couple of months and the title of the show got me thinking of the value of models.
You’re probably thinking, “Of course models are great. My life as a trainer revolves around models.” So why, if models are so great, are there almost ALWAYS the occasional rogue in class who takes issue with the model?
 Take our Situational Management model, for example. The model helps us – and our participants – frame what to do in different situations when dealing with employees who can’t or won’t perform to expectations. The capability and willingness axes tie in with our
Performance Analysis model, but that’s a subject for another time.
Simply put, Entelechy’s Situational Management model gives us as managers a place to start. Especially for the novice manager who is less likely to differentiate capability and willingness, a model like this can be very useful.
However, because the model – any model – is an abstraction of reality, there are always those who will argue with word choice, the seeming definitiveness of the lines, and even the fact that you can simplify the world into quadrants. And they’d be correct; a model is a simplification, a theoretical construct, a snapshot of the world as we currently know it.
Okay, I realize that we as trainers may jump TOO quickly to models. Maybe because that’s how we’re hardwired: “Got a problem? Let’s make a model!” (Maybe we’re like that old joke: There are two types of people in this world: those who believe that there are two types of people in this world and those who don’t!)
The problem is that without models – without simplifying the world of managing people, servicing customers, selling, building relationships, designing training, coaching, etc. – life is a big gray spot; everything’s unique, random, and arbitrary.
Give me a good model and I can move the world!
Last month I shared Entelechy’s Collaborative Negotiations model. In this newsletter, we share a few more models that I hope you find useful. However, we begin with “Shift Happens” which destroys a few mental models of the world as I know it and forces me to create new models. Enjoy!
Terry
Shift Happens
I love telling the story when in 1983, as a fifth-grade
teacher in Germany, I spent $2000 (that’s like a gazillion 2008 dollars) for an Atari computer with 64Kb RAM and floppy disk drive. Wanting to expose my students to this new technology, I brought it into school. We did novel things with computer programming and applications,
and some local networking with a computer in the next classroom.
One day I exposed the  kids to the Internet. We hooked the computer to a modem, dialed out, and connected with a SIG
(Special Interest Group) in California. When I told the students that our computer was talking to another computer in California, the world changed.
The Internet was more concept than application. It operated via arcane and cryptic commands (email hadn’t been invented yet; graphical interfaces, html, and other things had not been invented yet). For some, the fledgling Internet was a curiosity. For a few, you could tell that the rug had just been pulled out from under them – their model of the world had changed.
That’s how I feel every time I watch this video on U-Tube:
http://www.youtube.com/
As trainers, as business people, as parents, this video fills me with a curious blend of excitement, fear, and curiosity. Everything changes again. Everything is changing more and faster.
I’d be curious to hear your reaction to the video and what it means to you in your role. I’ll publish selected responses in the next newsletter.
Please email me at ttraut@unlockit.com
and let me know what you think of the video and how shift may affect our world as trainers.
I asked several change/leadership thought leaders to comment. Here are a few responses:
 Dave Ulrich, Author of Results-Based Leadership and Co-Director of the Human Resource Executive Education Program at the University of Michigan School of Business.
This is a great video. I have had a few clients use it to start their work program. It opens eyes to:
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Globalization: we often see the world through our eyes and forget the world … the scale and scope of China and India are incredible.
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Diversity … again, we see our world and think it is THE world, wrong.
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Change … what worked in the past won’t. New talent, new jobs, new technologies, new demographics, new knowledge, all add up to new competitive realities.
What does this mean for leadership?
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It matters more than ever …
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It is not enough to have one person who leads, but to have a depth of leadership.
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Leaders who succeed have to turn the outside world into internal organization practices.
John Kotter, Harvard Business School professor, foremost authority on change, and author of 15 books on change including the seminal
Leading Change and current best seller, Our Iceberg is
Melting.
AWESOME!
Write to me (ttraut@unlockit.com) and tell me what YOU think!
Blended Performance Solutions
Blended training solutions have been the talk of the training community for the last year or two. Blended training solutions use an effective mix of training approaches (e.g., instructor-led training, web-based training) to provide the most effective
training solution.
As trainers, we need to look beyond blended training solutions to blended
performance solutions if we are to truly impact performance in a sustained and significant way.
A blended performance solution includes a broader spectrum of performance enhancing interventions. In fact, a blended training solution might be
one component of the overall performance solution.
Blended performance solutions – from Entelechy’s perspective – means choosing the most effective solutions to address the five elements impacting performance:
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Clear expectations and feedback: Sometimes the reason people aren’t performing as desired is that they didn’t know they were supposed to – expectations were never clearly set. Sometimes they may have done it as they were supposed to but no longer are doing it – they were never given feedback.
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 Resources, tools, and information: These are the things people need to have in order to perform. Sometimes it’s a faster computer or a job aid. Sometimes it’s information, or easier access to that information.
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Work flow design: Sometimes performance isn’t as it could be simply because the way the work is carried out could be improved. For example, reducing the number of hands involved sometimes improves performance.
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Recognition and motivation: We all work for different reasons but most of us like to be recognized for doing the work well. We become motivated to work harder. Sometimes the simplest solution to increased performance is a pat on the back.
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Skills and knowledge: Sometimes, performance can only be improved by increasing the capability of the people performing the job. Training – including instructor-led training, web-based training, computer-based training, and self-paced training – can all be effective in increasing the skills and knowledge of employees.
Blended performance solutions – from Entelechy’s perspective – means choosing the most effective solutions to address the five elements impacting performance:
This information comes from Analyzing
Performance, a module in Entelechy’s High Performance
training program. Check out this module as well as our 40 other modules, training tools, and eGuides at
www.unlockit.com.
Entelechy Customizes High Performance Management
Editor’s Note: We are often asked to differentiate Entelechy from other training companies such as AchieveGlobal, DDI, Center for Creative Leadership, Huthwaithe, Franklin-Covey and others. While Entelechy is similar to the above companies in that we end up with a training program and performance consulting services, there are two primary – and we believe critical – differences. Entelechy believes that most sales, management, or customer service models that other companies tout as “advanced” and “unique” are, in fact surprisingly similar. (In our former roles as training directors, we saw more than our fair share of slick sales pitches selling virtually the same concept.) Second, Entelechy believes that effective training is built around YOUR needs (not OUR flashy sales, management, or customer service model) and YOUR goals. In fact, at the end of our customization, we authorize you to use the training – even modify the training – to meet your changing needs. (Oh, and we don’t charge you for the privilege to use or modify the training!)
Over the next several issues of The Key, we’ll feature examples of the work we’ve done to create training that is more than a gimmick; training that creates lasting change for companies and individuals.
Seven weeks ago I was in Maryville, Missouri at the Kawasaki Motors Manufacturing (KMM) plant, one of the largest employers in northern Missouri. I delivered a two-day High Performance Coaching class that we had customized for the company.
The Supervisor of Training asked participants, “How has this training impacted you?” Here are a few of the many responses she received from participants (edited for brevity).
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Where should I start? Due to the survey results I have a better idea of what I am doing well and what I need to work on. I have been letting [staff] know when they do something well and how it impacts the company. In our jobs, as you know, it is hard to 'see' or 'touch' the final outcome. In using the models and by questioning more, I have found they need this type of reinforcement and acknowledgement of how their jobs impact KMM. This is now a daily task of mine.
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I think that this model is really forcing us to have an “it” to work on. I am hearing that many people are identifying coaching opportunities which means we are looking at developing our people!!!!
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We needed to rearrange an area to allow more storage of parts. In the past I would have came up with what I wanted and told someone to make it happen. What I did instead was to get the two line supervisors together and let them come up with what they thought would work and make a plan to accomplish it. It engaged them in the process and made them more of an owner of the project rather than “I've got to do this because I was told to.”
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I have had several opportunities to “catch them doing something right and telling them.” There has been a noticeable sense of pride, smile, or positive reaction to the comments.
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I have copied [one of my potential supervisors] on all of The 21 Days of Coaching Tips. This is to prepare him for what will come when the classes begin. I want him to begin coaching even thought he doesn't fully understand all he will learn later. The tips are so well done, I am confident he can grasp the concept and prepare mentally for what is to come. When the occasion to coach arises, he may have some ammunition to be in a better position to help, just from what he is reading now.
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The people who work with me realize the company’s concern for their well being as well as our concern that they be happy employees. There was some surprise at first. They were asking themselves “what is the catch,” but are beginning to understand it is a new direction toward the workers. We are definitely heading in the right direction for building pride and loyalty toward Kawasaki and our products.
For more information on how Entelechy can customize a management training program for YOUR company, contact Terry at
ttraut@unlockit.com.
And Now for Something Completely Different
Joke – Walking and Beer
A recent study found the average American walks about 900 miles per year.
Another study found Americans drink, on average, 22 gallons of beer a year.
That means, on average, Americans get about 41 miles to the gallon.
Kind of makes you proud to be an American.
Birthday Calculator
And now for a little time for yourself or a loved one. This calculator tells you how many hours and how many seconds you have been alive on this earth and when you were probably conceived. How cool is that?
http://www.paulsadowski.org/BirthData.asp
The site also has more interesting information about your name.
Mailing and Privacy Information
You have received this email because you are in Entelechy's database of people that we've interacted with directly or indirectly or you've signed up for
The Key. If you've received this email in error, please click on
http://unlockit.com/newsletter.htm
to be removed immediately from our mailing database with our apologies. (If you have trouble with the optout link, please reply to this email directly and I'll personally remove your name.)
Send this email to your friends and colleagues who may be involved in training and the performance of others and could benefit from FREE performance tips, tools, and techniques.
Entelechy will not sell, rent, or otherwise provide anyone else your membership information for any reason. Period.
Terence Traut, President of Entelechy "unlocking potential"
ttraut@unlockit.com
phone: 603-424-1237
fax: 603-424-6361
http://www.unlockit.com
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