Do you remember the first time you were made a boss? Was one of your anticipated enjoyments, “Now I get to tell people what to do?”  Authority is a powerful thing but, of course, we all learn that having authority and being effective are very different things.

I get a lot of conversations from clients about challenges “managing millennials” and their entitlement attitudes, disrespect for authority, yadda yadda yadda. Regardless of the generations we can look at a classical psychological construct with authority to see what is, as often as not, the biggest challenge in being effective as a leader or manager.

Transactional Analysis has been a pop psych icon since emerging in the 1970s, if every leader learns one of the central tenants they give themselves a great chance to manage effectively, train effective managers and have productive teams. The loop back to childhood, that many people want to poo-poo, is very real. That is, how we were/are treated by our parents initiates immediate responses when that is mirrored in authority relationships elsewhere. Were we nurtured or criticized? Challenged or admonished? Was our response one of engagement, or withdrawal? Know-it-all obstinance, overwhelmed paralysis,  or petulant seething? All the possible combinations exist in management and leadership engagements and the most astute leaders learn to first identify the right presentation in themselves and then an ability to read responses in their constituents. Rarely is managing saying a rule or process once and having it succeed in perpetuity so this is an iterative and ongoing part of leading.

TA informs us that when relationships are Adult-to-Adult the greatest opportunity exists for professional, mature progress. Unfortunately, too many managers see their exercise of authority to be one parallel to a parent who says the way things are going to be and the only reason needed is “Because I say so.”

Absolute power is highly efficient, at least for a time…but they installed suicide nets outside Chinese factory dorms for a reason. Identifying if you have a critical nature is not a sign of weakness and you can realize that your job in leading or managing is not to find and correct fault but rather to enable excellence. Think of how you feel when you are criticized, regardless of your immediate reactions what are your underlying sentiments? How long until they seep into your morale, your behaviors, relationships and attitudes?

More challenging still is that many managers will get no obvious feedback when there is a negative engagement. We consider these situations “tough” going in so we don’t expect rah-rah enthusiasm and admissions of responsibility. Silence is the most common reaction when work feelings and egos are hurt. Managers like to joke that “silence is consent” but the reality may be very far from that.

The next time you are facing an issue that needs to be “managed” examine whether or not you are engaging your team or taking them to task, or if your managers are engaging staff as adults discussing challenges, solutions, process revisions and underlying causes. Or, are you seeing a problem, deciding fault and declaring what needs to happen next–just because the boss says so. Being able to tell people what to do is a leader’s privilege, getting them to do it well is a leader’s skill.

A brief manual on how to maintain JOY in your business life, and your whole life. 3 Rules follow, 3 parts of you to pay attention to in order to live the good life

There’s an old success killer called “self-limiting beliefs” where our own fears or insecurities or sincere beliefs in our limitations alter our actions and become projected outwardly. This prevents us from taking stands or actions because we anticipate, and thus actualize, the outcome. We may “hope for the best” but belief isn’t easily masked and not just in how a prospect or colleague or family member for that matter, may read our vibe but, more importantly, in what our beliefs may prevent us from doing or saying. Of course we need those self limitations in our “I am…” to keep us from doing truly stupid things that are beyond finite boundaries but we also know that personal performance means those boundaries can be quite flexible.

This is a critical mindset in closing deals, tackling major projects, pursuing ambitions and capturing imaginations but it also can put us squarely up against the arrogance line. Crossing it might be just as destructive as not approaching it. I’d suggest two factors to consider in keeping on the productive side of the “I am” line and making your belief your reality.

First is experience. We know there is no substitute for it and having done something obviously increases our belief we can do it again. Experience is usually incremental and creates a natural depletion of self-limitations. Lacking physical experience one might try Virtual Experience. This can be achieved by methodically thinking and visualizing through events to their success conclusion. Along the way you can interject obstacles and see yourself handling them, calmly anticipating bumps and overcoming. Regardless the temporary sways, seeing yourself right the ship, a Captain atop the bridge boldly going where you may not have gone before. Once seen in the mind it can be a fair substitute for experience in allowing the belief that you can. That defines your “I am” but should also keep your humility meter from going off the arrogance end. Recognizing there is a difference between believing and eventually to be done  however intertwined belief and action may be will keep it real even when imagined.

The second is the Charisma Factor. Few among us are born so naturally charismatic that we are never restrained by self-limitations but that doesn’t mean charisma can’t be learned or that they are mutually exclusive. One way to look at charisma is not as a projected self trait but rather what belief does your manner, attitude and actions create in others. Getting a positive benefit of the doubt on the unknown is often the mark of charisma. Charismatic people have an “I am” that reads as successful, confident, open, decisive but not easily combative, and just humble enough to keep from tipping toward arrogance. (“Cocky” is when your smile suggests you know it too.) Charisma shows in physical posture, dress, tone, and lacking a need to always be heard, or liked, or right and without burden of constant judgment.

Every experience we have in life and business should help us thwart self-limiting beliefs. Sometimes our missteps do the opposite but as we develop our charismatic traits in combination with experience we can use our mind to create visions of success to instill belief and then more easily project a success presence that will attract opportunities and an upward arc of achievement. Leap with bravery having seen yourself land, if you fall rise with grace and let your belief be not that you couldn’t do it but that you now have experience to learn how to get there however twisting the path. Let your “I am” be “successful” however you choose to define that.

In December I reached my “last straw” with Facebook when I saw in the margin a steady stream of ads mirroring my Cyber Monday purchases I had made on Amazon.com. I’m fine with designated ad space on a free site so at first I was pissed at Amazon thinking they were sharing my purchases but I soon discovered it was Facebook tracking my browser shopping history in order to serve me “ads I would be interested in.”

There are ways to block this, I researched and found applications to shield my history but felt indignant for the need to protect my “private” activity so I simply changed my viewing of Facebook to a different browser than my normal and set it on private viewing. The “cost” is the need to re-input my id and password and lose the tab convenience so I now spend significantly less time there due to the annoyance (which is a really a good thing for my time management).

Owning a service business I mix business and personal in life on Facebook, but LinkedIn (which I have been on since not long after it hit mass) is strictly business…or so I thought. Having just booked a family vacation yesterday I was shocked to see hotel ads for the destination in my LinkedIn margin. For years in publishing we segment audiences, merge/purged lists and tried to sell that value to advertisers so maybe I should be more pro “knowledge marketing” but as a consumer it irks me in the least and feels like an offensive invasion of privacy at worst. Sure there are published policies, every try to challenge them and still use a site?

As to serving the advertisers, I ask why would I want to see ads for things I ALREADY PURCHASED or know how to shop for?  Besides, I’m a guy, I don’t shop to shop, I shop to buy and I certainly don’t want LinkedIn to be any part of that? I thought it was a business destination (despite so many recent updates of irrelevant quizzes and last nights dinner) and while I mix business and personal on my work computer, so do the great majority of office workers, to the extent they are allowed (or frowned up for doing so, but that’s not this argument). Is the pressure on LinkedIn for eyes and revenue that there is no more line between a business and personal social network?

I’m fine with LinkedIn serving me ads based on the content of my profile, my updates and posts and even my job title or industry (like the good old days). Will these “informed” margin ads go the way of the banner ad and the now blocked “pop ups.”  Advertisers are going to find, in my opinion, that invasive identification of on line activity to promote targeted advertisers is an arrow they are firing in the air that is destined to land back to earth in the head of the ones firing it.  Am I just getting cranky? Does to the new generation of on-line personal consumers AND business users expect and, dare I ask, want this knowledge base of activity to connect to advertising?  I wonder, meanwhile I have to move my LinkedIn to a private browser…and get back to work.

There are plenty of posts, methodologies and suggestions about how to do and set your goals whether SMART or CASCADE or a few choice Post-it Notes on your computer screen.  What there is a scarcity of is being able to test the foundations around your goals to help you assess if you are positioned to succeed or just making one more list.

There are 10 SUCCESS INDICATORS that we use to create that analysis. It’s followed with a worksheet sentence to complete about each indicator. When you finish and read them back you will have a pretty clear picture of whether your Goals house is built on a solid or sandy foundation…or if you are set up in a trailer in hurricane alley!

10 SUCCESS INDICATORS

1) Belief,  2) Purpose,  3) Prospecting,  4) Behaviors Action Plan,  5)  Measurement,  6)  Time Management,  7) Marketing/Social Selling,  8) Professional Development,  9) KPIs,  10) Self Honesty

By completing the following thoughts (in writing for most benefit) you will see your positioning for success in accomplishing your goals.

1) About my future success I believe…

2) I create and manifest successful results because …

3) I will find new clients/customers/opportunities with a written plan that will have me doing…

4) My Action Plans identify specific things I have to do in quantity and/or frequency including…

5) I will track and learn and modify my behaviors/actions by measuring…

6) I will improve my efficiency and Time Management by…

7) I have a plan to market my services that details…

8) I know I can learn and improve, I will engage that opportunity by…

9) I have identified my Key Performance Indicators (KPI) and they are…

10) I will seek and affirm my truth, recognize my strenghts and challenges and take steps to maximize the former and mitigate the later, examples of both are…

I hope this might help you make the most of your Goal Setting Process to find success, but to know why, when and how you will make that happen…or what you can work on to make it so.

Even the most hardened cynics might have been seen experiencing a genuine moment or two of hope in recent days. In New York we had our Pope near 24/7 media exposure but even the massive overexposure didn’t “cynicize” viewers because the message was simple, inclusive and hopeful.

To end the NY weekend was a concert in Central Park that you could only get a ticket for if you were actually doing something to prove your Global Citizen status. By creating a registry for positive change a young Australian has created a massive movement of possibility that, if nothing else, documents and socializes so many acts of doing good.

So how can you and your company help? Help to do what you may say?  The point is that the actions of doing good for others, not yourself are not defined by the cause but for the energy shared towards having a positive impact. Organizations that use community outreach or team charity drives with incentives or matching in effort or in dollars, can generate lots of money for change and lots of goodwill and sense of togetherness.

If cynicism infects your organization when it comes to team charity imagine how much cynicism there must be among the staff when it comes to process improvement? So caring together can become a habit. Care about something outside yourself and you change the world, a little. Learn to care as a group and you won’t find people who don’t act because, well because they don’t care.

Caring about others is returned to you as an individual and as an institution. Don’t believe me, try it! That is, of course, if you can get over your cynicism about the miracle of teamwork combined with team caring.

As someone who has trained numerous professional sellers and corporate sales teams in effectiveness and efficiency, cold call prospecting almost always comes up as a topic one way or another–even if it is just to hear people dismiss it outright. Knowing how hard a job selling is I have also tried to have empathy when a sales person or a professional fundraiser calls me.  I will be respectful of an honest effort and polite as I likely decline.

Lately, however, I have had frustration with outrageously egregious cold calling techniques boil over to outright anger! It’s bad enough to experience these sales-botching exploits as personal time wasters or intelligence insults that are more scam than selling, the real tragedy here is that a relative few companies and techniques are all but killing off the cold calling channel to extinction for honest sellers.

Granted B to B cold calling is slightly different  in dynamic than B to C but we all carry our home experiences to the office and worse, the same ill conceived cheap volume strategies hoisted on America’s dinner tables are now showing up on our office phones, and even the last bastion of sales free zones–our cell phones.

Now I’m cautious to be critical of strategies that work, because the definition of “work” is so flexible and companies ask me to help drive results (it’s my job to see if their moral definitions work with mine). Today’s callers are not looking at call economics as they did in the past. Still, I’d like to point out the the blood boilers that I believe we can directly thank for killing what was always a difficult but with skill, a viable, sales channel. Robocalling computer lead generators, a guy with an obvious Indian accent telling me his name is “Bob,” bogus surveys where the right answers lead to pitches and ignoring the national Do Not Call Registry.

By far the company that I’d like to have a national boycott of, or have every honest sales person rip the the phones and computers from their headquarters is “Cardholder Services.” Despite mounds of negative publicity for their actual credit services being what equates to a scam, and clearly hollow threats by the FTC to “crack down” I am still getting unending robocalls from this disgrace of a company (companies)?

The use of robocalling has obvious scale, a computer is calling with a promise to reduce your credit card debt and putting you in a cue to speak to a representative. Okay, a pitch is a pitch, but for this one there is no way out. No matter how many times you reject, hang up or even get through to a rep the calls won’t stop. If you complain to a person you get connected to they either hang up on you or give you a bogus pacification that you’ll be “off the list.”  I have had literally hundreds of calls from them in the past 2 years. Hundreds!!  Guess they don’t do analytics. Several times I will even get a second robo-hounding on the same day as when I got to a human to beg them to end the madness!  I think someone is having a sadistic laugh fest somewhere and it makes me want to rally the villagers with torches and pitch forks and head to their front door!

With caller id there was once upon a time at least a fighting chance to identify who was on the other end and though that could be an opportunity killer for honest efforts it led to the “spoof” as a sales countermeasure. That meant that no id could be given, an erroneous name, or (effectively) thanks to internet calling area code spoofing can show you as a local guy regardless of what off shore island you may be having your $1 an hour callers making calls from.  It seems that when honest sellers try to get an even break the calling whores sully the field and install certain mistrust. They make the numbers worse by their use and then employ more of the same to counter since the economics have little cost to scale.

The national “Do Not Call” registries are a joke. Perhaps that’s unfair because maybe I have blocked dozens of potential calls from honorable marketers but so many ignore it that again it makes the idea of even answering the phone something to avoid unless it is a known contact.

A “Google Search” company uses similar techniques. My company phone has been called a dozen times with a message that I haven’t registered my company location (which I did long ago), they let you think they might be Google (wow, Google is calling little old me?!) and claim with a robomessage that a representative can help my SEO. This lie to lead off a prospect is an insult and by using the same annoying techniques have helped all but kill my last pleadings to sales people that cold calls can work.

For years we’ve been teaching “warm call” techniques as a counter and, of course, using social media and emailing to replace the cold techniques but I just get so mad….OMG! While writing this I honestly just got a call from Carmen from “Cardholder Services” and she warned this was “my last chance to reduce my credit card bills.” I was caller 21 but got a representative in under a minute and as I told her the irony of writing a post condemning her company with a cheery bit of cheek…she hung up on me.

Get the pitchforks!  Light the torches!! We are taking CARDHOLDER SERVICES down!!!  Until tomorrow, when they call with another last chance…aghhhh.

IS YOUR BUSINESS A CHAMPION — OR A TARGET?

I will admit to having early mixed feelings about John Oliver’s delivery and comedy. As a contributor to The Daily Show his comic faux news work was on par with predecessors like Steve Carell and Stephen Colbert. He played the “Brit” thing well (always good for moral lecturing and wooing women), managed some immigrant endearment with his US military wife and after an awkward start last summer filling in for John Stuart as host he grew into the “anchor” chair with his own awkward, streetwise outsider with the bad toothed smirk.

Getting his own show on HBO last Fall, Last Week Tonight, that evolution continued with some attention getting, some good Daily Show style leftie laughs and the freedom to say, do and show more crudity thanks to pay cable freedom. Recently, however, his show has taken on some major moral issues as a champion. In recent weeks he has taken on and crossed swords with a pompous South American President, disgraced American Tobacco companies for their overseas legal bullying, frighteningly shone inherent conflicts of interest with US judges being elected and this past week an led an impassioned plea to change the debilitating cycle of fines and imprisonment following individual’s inability to pay minor tickets and fines.

Whether it is municipalities or states disguising taxes as fines, using private companies to enforce collections (where penalties mount and fines are paid off last) Oliver has a way of expressing liberal outrage from a very common sense, and often conservative-inclusive point of view with imperatives for change.

He had the guile to take on (former) sister company Sports Illustrated (one of my former employers) with their Swimsuit Issue segment called “How Is This Still A Thing.” It played with the same shake-your-head-that-makes-sense bewilderment that a like segment on Daylight Savings time did. The growing moral confidence of the show is amplified by their comic and highly effective use of Twitter hashtags, musical send-ups, and even ad quality caricatures that have gone far beyond the buzz a weekly news/comedy series would be imagined to have.

Where John Stuart has been trapped and dismissed as anti-conservative and Bill Maher is seen as too left to matter to the middle, the format and style of Oliver is packing some real moral weight across politics, though admittedly more center-left than right wing friendly. The disgraceful behavior of municipalities balancing budgets with fines and fees that unduly punish the poor and tobacco companies using legal cost threats to challenge safety images and warnings outside the US (while actually funding the often have-to-look-away anti-smoking ads in this country) is generating real buzz, outrage and action.

Starbucks attempt to “have a conversation about race” was a huge miscalculation Oliver’s show comically documented as a well intended but be careful what you wish for corporate PR nightmare. With the incessant left-right mutual dismissal of opposing points of view it would seem there is a vacuum spot in the middle where moral outrage, corporate positioning, actions and institutional wrongdoing can be highlighted, mocked, shamed, disgraced and forced into action. Is that good for America?

Despite some honest and some flimsy efforts for citizenship companies often are viewed with amoral personas but a detached pursuit of profit isn’t a defense against moral antagonism (banks and Wall St. examples to the contrary aside). Spin these days can spiral out of PR control overnight. We are seeing growing accountability in social media with stories like Mo’ne Davis and Curt Shilling holding individuals to the fire for vile words and actions. Last Week Tonight seems to have the same intentions for both social and business institutions. Seems like that is good for the country and if your business is on the right side of morality (not just ethics) I’d bet that could only be good for the bottom line…or at least your soul.

The great George Carlin once quipped, “Think about how stupid the average person is, and then realize half of them are stupider than that!” This brought to mind the two stupid human tricks dominating my news feed this week. One a CEO who gave perhaps the stupidest reply to a frustrated customer ever typed by an industry monolith and the other a, now formerly, trusted news anchor who showed a penchant for elevating the personal drama in his recollection of his witness to history. Which actions are the more stupid? Perhaps as pertinent, which consequence is the more stupid?

James Dolan is a personal villain of mine. I’ll never use or support Cablevision, not because of it’s products or services but because it’s CEO/Owner has demonstrated massive incompetence in running my beloved NY Knicks and Rangers franchises. Dolan let fly an ignorant and angry rebuttal to an email received by a long time fan who called Dolan on his repeated incompetence as head of the MSG empire. All of us have likely felt the sting of a personal attack on our performance or results or felt equally slighted or lied to in a business dealing. I know on a few occasions it has driven me to channel my anger into a stinging email reply. Knowing I was emotional in those cases I re-read and edited substantially. Even with my couple of well reviewed pointed responses the better decisions were the times I typed my reply to get it out of my system and then pressed Delete rather than Send.

Dolan had one appropriate reply that every PR guy on the planet could have dictated, it would go something like: “Dear Sir, Thank you for sharing your feelings and frustrations about MSG. While it sounds like this is of little comfort to you I want you to know I share your frustration in our lack of recent winning but promise you my commitment to our common goal is…yadda, yadda, yadda.

Instead Dolan responded to the biting, though not vulgar critique, with what sounded like reflections on his own demons. Calling the man “hateful” and insinuating he was alcoholic (like Dolan) and likely brought that vitriol onto his family. (Ironically it was the fan’s journalist son who brought the Dolan reply to light). NBA Commissioner in trying to dismiss the incident with the league’s All Star events in NYC this weekend tried to blow it off as Dolan just being a typical New Yorker, “if you get bit you bight back.” Obviously no monetary fine would matter to Dolan and his act was not on par with Donald Sterling’s bigotry but I would have like to see the Commissioner grow a pair and ban Dolan from League events this weekend at his very facility. That would have sent the right message rather than the insulting comparison that while standing up for yourself is a New York trait, telling an unhappy customer go away you don’t want them is far below the NY business standard. For certain in this case stupidity is it’s own punishment.

As for Mr. Williams, what a lesson in how easily credibility is destroyed and trust eroded. No one was hurt by Williams’ actions and embellishment is a crime we have all likely shared. To be sure the journalist trust is a far higher standard but compare his exaggerations to the outright mistruth and misleading statements that abound on Fox News as zealots for their version of fact. John Stewart’s assessment was appropriate, this is how and when we decide to hold someone accountable for actions in the Iraq war? Compared to the “yellow cake” and “WMD” lies offered by past politicians and regurgitated by so many news outlets.

So Brian Williams is suspended by NBC for six months without pay for elevating his place of danger and horror as a witness to the news. A stupid mistake that cost a man his reputation and possibly his credibility. James Dolan gets a “NY boys will be boys” from his league for demonstrated the greatest “what not to do” for every executive or business owner. The two are not corporate equals and thus we thank Mel Brooks, “It’s good to be the king,” and remember Mrs. Gump, “stupid is as stupid does.”

I heard it claimed by a young author last night that the one thing that all highly successful people have in common is passion and it made me wonder if that is so. Obviously, except in the most unusual hit-a-lottery or inheritance kind of life, a strong degree of caring about success is required to find it but is that necessarily the same as passion?

Perhaps to climb the ranks to become a one-percent’er passion is a prerequisite but that’s hardly the definition of success. I have certainly had clients and friends who have achieved success whom I wouldn’t describe as burning with passion. Likewise, I’ve known people who struggle, particularly say, in the arts, that are ensconced in passion but they may well not consider themselves successful.

It also got me wondering if I could train someone for success (my business) who lacked passion. My first instinct was that their achievement would be self limited by that lacking; upon consideration I came to think of favoring something that is core in my training and that is PURPOSE. For many, goals often meander through behaviors like a lost driver with no GPS. That may be due to a lack of measurement and accountability but those only markers. By connecting purpose to goals on the backside and then attaching behaviors/actions on the front side the likelihood for success bounds upward. Assuming one know has defined what SUCCESS is.

Passion is not something that is “trainable.” However, it is entirely possible to help connect or reconnect people to their passion, it is “inspirable.” Certainly I’ve been paid to at least attempt to do that as a speaker and presenter but I’ve come to imagine passion more like the octane in gasoline. Some people’s engine’s are large some are small but the difference in performance may well be that boost of passion that ignites success.

To be sure success is highly personal and subjective, being miserable achieving riches, missing your children’s lives building wealth and stature may be the end result of a driving passion but regret and unhappiness are very possible if that passion is not connected to purpose. Is that success? Can you be passionate in parts of your life and still successful in other areas that lack passion? Is that because purpose is ultimately more important than passion? Are they equal partners for greatness?

Maybe that’s a clue to the ultimate success path, purpose fueled by passion, goals guided by purpose, actions lit with the enthusiasm of having a plan that has bliss as it’s end state so that the pursuit of “success” doesn’t become limited to something too narrow to really be a successful life.

Tom Fox