Leadership as Inspiration for Success 如 何激发团队的潜力，打造非一般成绩

1. Leadership as Inspiration for Success如何激发团队的潜力，打造非一般成绩

2. Why do We Need More Leaders?我们企业为什么需要更多领导？ 2

3. Leadership as Inspiration for Success如何激发团队的潜力，打造非一般成绩 If your team members fail to perform, who is accountable? 如果你们团队绩效不佳，谁之过? Understanding Your Leadership Strengths and Weaknesses 了解你的强与弱项 Sun Tzu 5 Strategic Elements to Leadership 为你得跟我一起干：运用孙子五略 Communicating and Resolving Conflicts as a Leader如何化解团队矛盾 Making Your People Feel Significant 让您的队员感到受重视 Trust-building as a leader 搭建信任度 Building a High-Performance Culture 创建高效文化 3

4. Leadership as Inspiration for Success如何激发团队的潜力，打造非一般成绩 If your team members fail to perform, who is accountable? 如果你们团队绩效不佳，谁之过? 4

5. What's the biggest difference between a manager and a leader? 经理和领导最大的区别是什么？

6. What do Your Team Members Expect from You? 你的队员对你有什么期望？ • Desire for autonomy 渴望自主 • Need for achievement 需要成就感 • Fear of obsolescence & burnout 害怕被淘汰或虚脱 • Participation in mission and goals参与单位的使命与目标 • Collegial support and sharing 平辈式的互相支持与分享

7. Effective leadership excites people to exceptional performance 有效的领导力能激发人们达到卓越的表现 Goffee & Jones

8. How Good Leaders can Add Value 优秀领导者是如何增加价值的 Getting team members to go the extra mile willingly 让队员自愿地作额外的付出（行千里而不劳者，行于无人之地也） Inspire team members to generate more creative solutions 启发队员，使他们能够更富有创意地解决问题 Motivating team members to take initiative with the appropriate actions 激励队员，使他们能够自主地采取合适的措施与行动 8

9. Do You Really Want to be a Leader?你真的想当领导吗？ Why? 为什么？

10. Leadership as Inspiration for Success如何激发团队的潜力，打造非一般成绩 If your team members fail to perform, who is accountable? 如果你们团队绩效不佳，谁之过? Understanding Your Leadership Strengths and Weaknesses 了解你的强与弱项 10

11. How do you measure Leadership Effectiveness? 您将如何衡量领导力的绩效？ 11

12. How do you measure Leadership Effectiveness?您将如何衡量领导力的绩效？ • Effective leaders make a positive difference 高效的领导能给企业带来正面的影响 • Effective leaders develop successors who are more successful 高效的领导培育更加成功的接班人

13. What are Your Leadership Values? 你有哪些领导价值观？

14. Evaluating Your Leadership Strengths and Weaknesses 评估你的领导力优缺点 • What do you think your boss expects of you as a leader? 你觉得老板对你的领导职务有什么期望？ • What do you think are your expectations of a good leader? 你觉得以为好领导应该体现哪方面的行为？ • What do you think are your followers' expectations of you as their leader? 你觉得你的队员对你又有什么期望？ • What are some of your strengths and weaknesses in meeting their expectations? 综合各方面对你的厚望，你觉得你有哪些优缺点？

15. Differing Leadership Styles不相同的领导风格 • Name 3 leaders that you admire most 列出你最敬佩的3为领导 • Are they effective? 他们是否高效？ • How are they different? 他们之间有什么区别？

16. Leadership as Inspiration for Success如何激发团队的潜力，打造非一般成绩 If your team members fail to perform, who is accountable? 如果你们团队绩效不佳，谁之过? Understanding Your Leadership Strengths and Weaknesses 了解你的强与弱项 Sun Tzu 5 Strategic Elements to Leadership 为你得跟我一起干：运用孙子五略 16

17. Formulating Your Strategy 拟定战略 • 道：企业之愿景也 The Way/ Vision • 天：时事大环境也 The Climate • 地：市场、区域、客户群体、实地情况也 The Ground • 将：销售领导能力也 The Leadership and People • 法：方法、技能也 The Methods and Processes

18. 道：The Common Vision • What are the reasons why your team members will put 120% efforts for you? 你的队员为什么会为你付出120%的努力？ • How would you tell your friends to join your team? 你会如何邀请你的朋友加入你的团队？

19. 上下同欲者胜 If your goals are aligned from top to bottom, you win

21. 天：The Climate (Gathering Inputs) • Extenal factors beyond our control 在我们控制范围以外的大环境 • Political. Economical.Social .Technological. factors 政治、经济、社会、科技 因素 • Look for patterns and anomalies 寻找规律及 反常现象

22. 地：The Ground (Gathering Inputs) • Extenal factors within our span of influence 在我们影响范围以内的实地情况 • Cultural differences 文化差异 • Business needs 商务需求 • Look for patterns and anomalies 寻找规律及 反常现象

23. 知己知彼，百战不殆 Know Thyself and Thy Adversary, A Hundred Battles Fought and Not Imperil Any

24. 将：The Leadership (Decide) • Are the leaders empowered to make the decisions? 领导可有决策权？ • Do they have access to the right information? 他们可有获得正确的信息？ • Can they make the right deductions? 他们能否做出正确的判断？

25. 不知三军之事而同三军之政，则军士惑矣 If a commander does not understand the key issues of the battle AND his own army BUT gives commands, his soldiers will be confused

26. 不知三军之权而同三军之任，则军士疑矣 If a commander is given the responsibility but NOT the authority, his soldiers will doubt his commands

27. 将能而君不御者胜 The ruler who does not interfere with capable generals shall win the war

28. 法：The Methods and Processes (Implement) • How shall we roll out our plans? 我们该如何实施？ • Are there feedback mechanisms in place? 实施过程可有反馈机制？ • Can we make adjustments as the situation demands it? 我们该如何按照时势作出调整？

29. The Changing Environment改变中的环境 • What are the differences in your industry now compared to 5 years ago?你的行业现在跟五年前相比有什么区别？ • What will be some of the differences in your industry 5 years from now?你的行业五年后跟现在对比又将有什么区别？

30. 凡战者，以正合，以奇胜 In war, use conventional methods to get your army organised, but use unconventional methods to achieve victory

31. Sun Tzu's 5 Criteria for Leadership 孙子兵法将者5律 • 智 Intelligence and Wisdom • 信 Trust and Respect • 仁 Compassion • 勇 Courage • 严 Discipline and Control

32. 智 Intelligence and Wisdom • Analytical Intelligence 分析能力 • Understands trends and numbers 了解趋势与数字 • Good at problem solving 善于解决问题 • Draws accurate conclusions 达到准确的判断 • Practical Intelligence 学以致用的能力 • Understands wide-ranging knowledge 学识渊博 • Knows where to look for the right information 知道如何找寻信息 • Identifies the right context for the right application 知道在什么场合运用什么方式来解决问题 • Put the right people for the right job 知人善任 • Creative Intelligence 创造力 • Sees new perspectives that others don't 看到他人所看不到的观点 • Thinks laterally 侧向思维 • Generates innovative solutions 营造创新方案

33. 信 Trust and Respect • Trust in the leaders' decisions 信任领导的决策 • Trust in the leaders' intentions 信任领导的意图 • Authority is given, but respect is earned 权利是加于的，但尊重是赢取的 • Lead by example 以身作则

34. 仁 Compassion • Understands the needs and aspirations of your team members了解各个队员的需求及奋斗目标 • Makes each sales person the best sales person she canever be 让每一个销售队员成为最优秀的销售员

35. 勇 Courage • Making decisions that team members dislike 作出让团队不高兴的决策 • Making decisions that management dislikes 作出让管理层不认同的决策 • Making decisions without full information 在没获得全面信息的情况下作决策 • Taking action 付出行动

36. 严 Discipline and Control • To discipline others, discipline yourself first 严己宽人 • Control is ALSO about catching other doing the RIGHT things 监控也包括“抓”到对方做对事

37. Leadership as Inspiration for Success如何激发团队的潜力，打造非一般成绩 If your team members fail to perform, who is accountable? 如果你们团队绩效不佳，谁之过? Understanding Your Leadership Strengths and Weaknesses 了解你的强与弱项 Sun Tzu 5 Strategic Elements to Leadership 为你得跟我一起干：运用孙子五略 Making Your People Feel Significant 让您的队员感到受重视 37

38. What is Motivation? 什么是 “激励”？

39. What is Motivation? 什么是激励？ Motive + Action 动机 + 行动

40. Motive = (Chances of Success + Expected Payoff) - Amount of Effort 动机 = (成功概率 + 预期回报) - 所需精力

41. 卒未亲附而罚之则不服；不服则难用；卒已亲附而罚不行，则不可用卒未亲附而罚之则不服；不服则难用；卒已亲附而罚不行，则不可用 All punishment and no camaderie will create dissent; All camaderie and no punishment will have poor discipline

42. Why Give Recognition? 为何要给于赞赏？

43. Recognition of Daily Achievements 日常赞赏 • Frequent 要经常 • Find out the small contributions of staff in their daily work 在日常小事里面找到员工的小小贡献 • Specific 要具体 • "Thank you for putting the effort in the training materials. You were able to get the innovators to agree to one another an get the content out on time. Great job!" “谢谢你在新培训教材中所付出的努力。你能把创新者们聚到一块，在内容上达到一致，而且这么短的期限你也能达到。干得好！” • Timely 要及时

44. Recognition of Outstanding Achievements 卓越赞赏 • Value 价值 • Great results 重大成绩 • Innovative 创意 • Improvement in sales performance 提升销售额 • Impact 影响力 • Initial problems 当时存在的问题或机遇 • Actions taken 所采取的行动 • Results 行动的结果 • Value to the company 给公司带来怎样的价值 • Personalised 个性化

45. Positive Feedback 正面反馈 Context 情景 Action 行为 Result 结果 45

46. Corrective Feedback 纠正反馈 Context 情景 Actual action 实际行为 Result 结果 Expected action 预期行为 Result (enhanced) 结果（优化） 46

47. Recognition Practice赞赏演练 • Based on the behaviour of your classmates, tell them 通过你观察其他同学的表现，告诉他们: • What are the areas they have performed well so far 他们哪方面做得好? • What are the areas that they can improve on 哪方面可以做得更好? • You can write as many points to as many people as you want 你可以给不同的学员给于不同的评语 • Make sure you tell them in person 你必须跟每位受众做面对面的评语

48. 故合之以文，齐之以武，是谓必取 To win, use reason to unite your people, and use discipline to implement your strategies

49. Leadership as Inspiration for Success如何激发团队的潜力，打造非一般成绩 If your team members fail to perform, who is accountable? 如果你们团队绩效不佳，谁之过? Understanding Your Leadership Strengths and Weaknesses 了解你的强与弱项 Sun Tzu 5 Strategic Elements to Leadership 为你得跟我一起干：运用孙子五略 Communicating and Resolving Conflicts as a Leader如何化解团队矛盾 Making Your People Feel Significant 让您的队员感到受重视 Trust-building as a leader 搭建信任度 49

50. How do you build trust? 你如何建立信任度？