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Today on The Sales Transformation Podcast it's the second part of Phil's discussion with Dr Philip Styrlund and Dr James Robertson from The Summit Group. The conversation picks up right when the last episode left off, so if you haven't listened to that one yet please go and check it out first! This time the three doctors discuss the work of Dr Fred Kiel as well as the “fluencies” sales organisations will need to possess to thrive in the future. Highlights include: [01:50] – Dr Fred Kiel's four character habits [07:36] – Keeping humans in the loop in the age of AI [31:05] – The top distinguishing fluencies for the future Connect with Philip Squire on LinkedIn https://www.linkedin.com/in/philipsquire/ Connect with Philip Styrlund on LinkedIn https://www.linkedin.com/in/philipstyrlund/ Connect with James Robertson on LinkedIn https://www.linkedin.com/in/jamesrobertsoncustomervalue/ Sign up for our Sales Transformation community – https://info.consalia.com/consalia-community Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today - https://www.consalia.com/mindset-survey/?utm_medium=podcast&utm_source=transistor&utm_campaign=tl23
Why is it that some leaders excel at creating lasting success in their organizations in regards to motivation, well-being, productivity, and engagement while other leaders don't? What separates the very best leaders from the rest of them? Despite the vast amount of research about effective and impactful leadership, why is it that some leaders leave a trail of fragmented work relationships, lack of morale, trust, and disengagement in the workplace? And, what can leaders such as this do to strengthen their character by learning to lead with genuine compassion, responsibility, integrity and forgiveness? In today's show, I'll unpack some phenomenal research around impactful leadership based on a 7-year study done by Dr. Fred Kiel and his team on over 100 CEOs in multiple different fields. This study clearly shows that the best leaders, which Dr. Kiel refers to as 'virtuoso leaders' have a five times greater impact on their organizations than 'self-focused' leaders as identified in their study. In this episode, we will look at the specific behaviors and actions that virtuoso leaders demonstrate with consistency in the workplace and explain the impact that these types of leaders have on well-being, motivation, engagement and productivity. As well, we will look at the specific behaviors and actions of 'self-focused' leaders and the negative impact that their style of leadership has on their organizations. Added to this, we will also look at what the data says about the impact that the leadership teams of virtuoso and self-focused leaders have on the organization and its stakeholders. The results speak volumes for the importance of leaders taking their own growth seriously, especially in the face of such an uncertain, unpredictable future. The world needs authentic leadership more than ever, so if you are a leader listening to today's episode, how are you holding yourself accountable for your own growth in order to have the true impact you desire? Jorge Rodriguez joins me for today's episode and, in this discussion, I will also share with him a journal writing framework for any leader wanting to reflect more deeply on their leadership and next steps needed to become better at what they do. You can download a PDF to this handbook by clicking the link below. Thanks for listening to today's episode and sharing it with anyone who you feel will benefit from tuning in. Connect With AndyTwitterLinkedInWebsiteConnect With Jorge RodriguezTo download the free Path To Virtuoso Leadership handbook click herePlease be sure to subscribe to my Run Your Life podcast, much appreciated.
Devin: What do you see as your superpower?Dan: I would say one of the things that I've been blessed with is the ability to win people's trust and confidence, specifically leaders. I just have this chronic problem of thinking of others first, almost to a fault. I think that helps.“We all know what it's like maybe to work for a boss that inspires us and pulls the best out of us,” says Daniel Cooper, CEO and founder of ROC Investments. “We also know what it's like to probably work for a boss that doesn't do that, [who] makes us feel the opposite.”ROC Investments manages an ETF that trades under the symbol ROCI, focused on investing in companies led by CEOs with great character.With his mentor, Joe Ritchie, Dan started this work 20 years ago, starting with what may seem like a counter-intuitive premise for a fund manager. “There's no way we could out-analyze Wall Street to get an edge.”A parallel observation created a view that ultimately led to the fund's formation. “Nobody seems to be valuing character and leadership. In other words, the market seems to pretty much place a value of zero for that.”So, “20 years ago, in an effort to find that edge and also believing that character does matter, we set out to try to value character better than zero as it related to CEOs leading companies,” Dan Says.For a time, Dan set the work aside. “This March, I decided to come back to it because I felt like the world needs more than ever now, a way to affirm character in the world using your dollars.”“The research and the data point to the fact that it's a significant contributor to the long-term outperformance of a company,' he says.There are four areas of character that Dan screens for in the fund:* Integrity. “When it comes to integrity, we're looking for simple things like CEOs telling the truth, keeping their promises consistently, acting how they believe in value. Standing up for what is right. These are all things we try to teach our kids.”* Responsibility. “Taking responsibility for personal choices, for example, owning mistakes and not pointing the finger when mistakes are made on their behalf, but taking responsibility or giving credit away.”* Forgiveness. “Letting go of mistakes, letting go of other people's mistakes, which builds trust and innovation and organization.”* Compassion. “Empathy, the ability to empathize with the world, probably your employees and your team.”The first measure, integrity, may be weighted more heavily in the analysis because the firm uses two different processes to screen the companies in the Russell 1000 (the largest 1000 public companies in the U.S.) for leaders that display integrity.First, the firm uses an artificial intelligence analysis of the language in the CEOs' shareholder letters. “We did this in collaboration with some professors from the University of Virginia, Yale, Duke and INSEAD in France,” Dan says. “It was a system that they used to try to correlate language with with with integrity.”The firm also engaged the team that did the analysis for the book, Return on Character by Fred Kiel. The book shows that “high character CEOs outperform low character CEOs by a factor of five X as measured on a return on assets basis.” Using the two systems, Dan sees the same companies pop up—helping to confirm the effectiveness of the screen for integrity, yielding a pool of about 150 companies. “We went in and did a deep analysis on publicly available data, looking for evidence of responsibility, forgiveness and compassion, and basically gave scores in each one of those categories,” he says.This final step involves “behavior-based interviews” with experts:We sit down with people, analysts and others that actually are in the industry who understand, say, a certain sector and are familiar with leadership. I ask them questions like, “Of the companies you're familiar with, who would put the company before their own interest? Who tends to give credit away? Who's more humble than they are arrogant?”We basically just fill this data. We've mined for this kind of data around the four pillars of character. We organize it, and then it basically informs how we allocate capital.There is an exciting result of this analysis. Dan says that the benchmark index, the Russell 1000, has just 5 percent women CEOs, but 9 percent of the character-led portfolio is female. That suggests that when screening for character, you're 80 percent more likely to find women leaders than a random selection would.Dan says he has a superpower that helps his work, which is his ability to win the trust and confidence of other people, especially leaders.How to Develop Winning Trust As a SuperpowerDan says he's developed the ability to win the trust and confidence of leaders by putting their interests ahead of his own. When asked, he shared the story of a time when he felt he used his ability to great effect:I can think of one [example], and it's ironically related to what I'm doing today. When I first developed this investment strategy, one of the big, exciting aspects was to know the CEOs that actually fit these criteria in the marketplace. I mean, that data wasn't widely known right at the time. My mentor, who was independently wealthy—a very, very successful individual—and I, would get involved in foreign relations situations abroad and try to move the needle in the right direction. One of those was Rwanda, with our relationship with the president of Rwanda, Paul Kagame. Paul Kagame was not interested in going to Washington and having bureaucratic meetings. He was interested in meeting American industry. We had the list of the great kind of CEOs in the market. So, I started calling the CEOs on the list and asking them to sit down with the president of Rwanda, which was an unusual call. I mean, CEOs get a lot of calls, but this one broke through. I can remember two incidents on both sides of that. One, when I would go to brief the president in Rwanda, I would sit down, and I said to him, “more than money and power, I'm making a commitment to you to introduce you to men and women of character and honor.” So that was one. I think he believed me. One of the CEOs that I had the great fortune to meet and call a friend today is Jim Sinegal, the founder of Costco. When we first sat down and talked about this, I said to him, “I think this is one of those scenarios where you're actually going to thank me someday for this one because it's so special.” In retrospect, I thought, “Man, that's kind of a bold thing to say to the CEO of Costco,” but it ended up being true, in the sense that I think he would he would agree it was a great experience. His daughter went on to found this extraordinary school for girls in Rwanda. Costco ended up buying close to two-thirds of Rwanda's specialty coffee. And the list goes on and on. So those were scenarios where I think the utilization of my ability to win the trust of leaders had maybe an impact. It was an honor to be in a position to do that.Dan has some simple advice for gaining the trust and confidence of others, especially leaders: “It's being genuinely ready to put the interest of the other person across from the table interest first before your own.”“If somebody knows that you're willing to be in a situation where you may come out lesser on the end of something or that you're going to protect them because you actually really do care about not just their career and their business, but their life, that tends to come across in the way you communicate,” Dan says.“It's pretty simple,” he says. “Just think of the other person first, and that will likely go a long way to winning the trust of folks.”You can make winning trust a superpower by following Dan's example and advice, enabling you to do more good in the world. Get full access to Superpowers for Good at devinthorpe.substack.com/subscribe
In Episode 4 of 'Where Do We Go From Here?' Dr. Fred Kiel joins Stephanie to discuss the idea of character within the world of leadership. Dr. Fred Kiel has drawn international attention to the critical issue of leadership character—which is the source-code of organisational success. His groundbreaking research on the connection between the character of senior leadership and profitability is re-setting organisational expectations. Author of Return on Character and co-author of Moral Intelligence 2.0, Fred talks about the key character and moral habits in senior leadership, and how putting those habits into practice can positively effect your leadership skills and relationships.Stephanie Parry: http://www.stephanie-parry.com/A StoryHunter Production Hosted on Acast. See acast.com/privacy for more information.
In this episode Ryan speaks with Dr. Fred Kiel, author of Return on Character: The Real Reason Leaders and Their Companies Win. Dr. Kiel shares research and insights into the impact character has on organizations. Speaking on the quality of leadership and its effect not only on employees but on overall results, Fred weaves empathy, compassion and forgiveness into the equation.Enjoy!
Fred Kiel is the author of "Return on Character." He is is a founding partner of the leadership development and strategic analytics firm KRW International and a pioneer in the field of executive coaching. In this interview, we discuss his recent research showing how the character of corporate leaders can make a tangible difference to the bottom line.
Total Duration 34:43 Download episode 139 Do The Good Guys Win? There’s something inside us that wants to believe that the good guys win in the end, right? We want to believe that if you treat people well, keep your promises, and work hard, that it all pays off with increased opportunity and reward. Fred Kiel has data to support that you don't have to be Gordon Gecko from the movie Wall Street to win. In this episode, we talk with Fred about his new book Return on Character: The Real Reason Leaders and Their Companies Win To learn more about Fred and take the Character Predictor Quiz, visit http://www.krw-intl.com/characterquiz/. Join Our Year-End Podcast Listener Hangout! Join other listeners for a Google Hangout session on Thursday, 17 December at 11:30am Central Standard Time (GMT-6). You'll earn a free PDU while we talk about issues related to leading and delivering. Go to https://PeopleAndProjectsPodcast.com/hangout to learn more! Leadership Fast Track Program In this episode, I mention our Leadership Fast Track Program. I encourage you to check out http://LeadershipFastTrackProgram.com to see if it's a good fit for your development plan in 2016. If so, talk to your boss about getting it in the budget for next year. Let me know if you have any questions about the program. It would be a privilege to work with you directly! Let Me Hear From You! I love hearing from listeners! Please leave a message to let me know what you think about The People and Projects Podcast! Here's how you can contact us: Leave a message on our Listener Feedback Line at 847-550-3747 Contact me by email at show [AT] PeopleAndProjectsPodcast [DOT] com Thank you for joining me for this episode of The People and Projects Podcast! Have a great week! WALL STREET available here on Amazon.com. FACEOFF by Kevin Macleod Licensed under Creative Commons: Attribution 3.0 License. CHIPPER DOODLE v2 by Kevin Macleod Licensed under Creative Commons: Attribution 3.0 License.
When you’re the CEO or senior leader, bottom-line results matter. Especially when the going gets tough, the conventional assumption is that the big boss should push profits by any legal means necessary, even if it means twisting the truth, breaking promises, and being a jerk to other people. But for most of us, that intuitively […] For additional content and links, visit http://www.EngagingLeader.com
We've all been taught the golden rule - "treat others as you want to be treated". Our parents raise us with the best intentions - they tell us to be nice to one another, and not to step on others to get ahead. But is that actually good advice? Is it better to have high moral character and put others first, or is it a dog eat dog world where nice guys finish last? This week we speak with Fred Kiel, co-founder of KRW International, leadership researcher, and author of the new book, Return on Character: The Real Reason Leaders and Their Companies Win. In this book (and episode), Fred summarizes seven years of research on the connection between the character of the CEO and return on assets. As part of this research, Fred and his team embarked on a landmark study of more than 100 CEOs and over 8,000 of their employees' to determine once and for all if the character of a leader really has an impact on a company's financial success. Prior to focusing on business advising, Fred founded a successful private practice in Minneapolis which became the major employer of professionals in that market. His interest in business advising eventually won out, and a bit over two decades ago, he sold his practice and co-founded KRW International. Fred has served on the boards of several philanthropic organizations, including Augsburg College Youth and Family Institute, Graywolf Press, Walk-In Counseling Center, and the Lyra Concert. He currently serves on the board of the Eagle Bluff Environmental Learning Center. He also served on the adjunct staff of the Center for Creative Leadership for nearly ten years and served two terms on the Board of Psychology for the state of Minnesota. ____ "We are born to be both self-concerned and to be concerned for the common good. Which one of those sides 'wins' is dependent upon our environment and our experiences as we grow up." - Fred Kiel Quotes from Fred: What we learn in this episode: What does it take to be a strong leader? What does it mean to be moral? What are the 4 moral principles? What are the two eulogies that you have and how do you want to shape them? Resources: Return on Character: The Real Reason Leaders and Their Companies Win returnoncharacter.com Fred Kiel TedX Talk -- This episode is brought to you by: Sidekick: Go to getsidekick.com/smartpeople to get your first month of Sidekick for free. Igloo: Go to igloosoftware.com/smartpeople to use Igloo for FREE with up to 10 of your favorite coworkers or customers! Lynda.com: Do something good for yourself in 2015 and sign up for a FREE 10-day trial to Lynda.com by visiting Lynda.com/smartpeople.
Dr. Fred Kiel joins us on this week's episode to discuss the business benefits of corporate leaders behaving with moral character. We talk about Dr. Kiel's recently released book, Return on Character: The Real Reason Leaders & Their Companies Win, which draws on a 7-year research study of 84 companies and their leaders from a wide variety of industries. Dr. Kiel is the co-founder and a principal of KRW International, a consulting firm committed to raising society's standards for great leadership by combining skills and character to drive results. For more information on the book, you can visit the book's website at ReturnonCharacter.com. You can also follow Fred Kiel on Twitter at @FKiel.
Segment 1: Fred Kiel, PhD, co-founder of KRW International, is the author of Return on Character: The Real Reason Leaders and their Companies Win and co-author of Moral Intelligence. For more than thirty years, he has helped Fortune 500 CEOs and senior executives build organizational effectiveness through leadership excellence and mission alignment. Segment 2: Eliot Burdett is the co-founder and CEO of Peak Sales Recruiting, a leading B2B sales recruiting company launched in 2006. He is the co-author of a book called Sales Recruiting 2.0: How to Find Top Performing Sales People, Fast.Segment 3: Eliot Burdett continued…Segment 4: How to Get UnstuckSegment 5: Bill Cushwa is the founder and CEO of BEARACADE ® Door Control System. He brings more than 25 years of experience driving organizational improvement and implementation of best practices, particularly in the area of sales, fundraising, and donor relations. Bill has a unique blend of hands-on corporate expertise and an entrepreneurial mindset. Sponsored by Sage and Nextiva.
Moe and Fred Kiel discuss how to build your own leadership character and a character-driven organization that achieves superior results.
Fractional CMO, Digital Marketing Strategiest, and Leadership Keynote Speaker Michele Price brings you weekly access to the top minds to Master the Inner and Outer Game of business. Breakthrough Radio is a global business radio show that delivers high impact & pioneering knowledge for leaders in business. Entrepreneurs, startups, sales/marketing/IT professionals join us every Monday. Fred Kiel, author Return on Character;The Real Reason Leaders and Their Companies Win Don Cooper, The Sales Heretic (tm) brings us every first Monday of the month Breakthrough Sales tip, growing our revenue and profits. Jeff Shuey, Chief Evangelist K2, Jeff joins us after our featured guest, discussing technologies that impact our lives. We will enjoy a one on one with her and dig into what does it really mean to our businesses and careers when we truley understand "How the World See You? Follow us & ask your questions via twitter using #BBSradio. We love rewarding engagement. You are invited to visit radio show blog at www.WhoIsMichelePrice.com
Fred Kiel, author of "Return on Character," explains his research on why being good benefits the bottom line.
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