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Managing for Performance: Delivering Results Through Others

Book Description

You're only as good as your team. So how do you make sure your team is as good as it could be?

Improving team performance is what you are there for as a manager. The better you are, the better your team will be.

Successful performance management is all about having the right tools and knowing when and how to apply them.  Managing for Performance provides you with exactly this: proven practical techniques and innovative guidance.

Designed to be a constant reference throughout your career, this ultimate guide to high performance gives you all the direction and support you need to create an environment where people want to give their best.

"An excellent practical handbook that speaks directly to managers and encourages them to assess their own performance and style. The format is ideal - easy to digest and divided into accessible sections."

Sheila Browne, Senior Learning and Development Consultant, BBC Training & Development

"Managing for Performance provides a thoughtful hands-on guide to getting the best from yourself and your team."

Kai Peters, Chief Executive, Ashridge Business School

Table of Contents

  1. Managing for Performance
    1. Books that make you better
    2. Introduction
      1. Who is this book for?
      2. How the book is organised
        1. Part 1 – Getting the best from others
        2. Part 2 – Developing effective relationships
        3. Part 3 – Building high-performing teams
        4. Conclusion
    3. Author’s Acknowledgement
    4. 1. Bringing Out the Best in Others
      1. 1. Motivating for Success
          1. Your Approach
            1. Identifying your assumptions
            2. Behaviours that Help
            3. The 12 Questions that Matter
          2. Understanding Others – Releasing Potential
            1. LifeStyles and Life Stages
            2. The Personal Package
              1. Putting the personal package to work
              2. The language of motivation
              3. Creating a motivational map
              4. Reward as a motivator
      2. 2. Managing Performance Difficulties
          1. Look at Yourself – from Ostrich to Judge
            1. The Ostrich
            2. The Pass the Parcel Expert
            3. The Band-aid Worker
            4. The Delegator
            5. The Prejudger
          2. The 4 P’s of Performance
            1. 1. Prima Donna Performers
            2. 2. Plateaued Performers
            3. 3. Potential Performers
            4. 4. Patchy Performers
          3. Managing Performance at a Distance
          4. How to Deal with Performance Problems
            1. Why Performance Deteriorates
            2. Taking the Right Action
            3. The Last Resort
          5. Taking Stock of Your Team
    5. 2. Building Effective Relationships
      1. 3. Core Competences and Skills
          1. Assessing your Skills
          2. The Core Competence – Emotional Intelligence
            1. Tips for Success
          3. The Key Skills – Listening, Questioning and Creating Rapport
            1. Listening
            2. Questioning
            3. Building rapport
      2. 4. Essential Techniques
          1. Feedback
          2. Coaching
          3. Delegating
      3. 5. Productive Conversations
          1. Performance Reviews
            1. Before the Review
            2. During the Review
            3. After the Review
          2. Selection Interviews
            1. Before the Interview
              1. Planning the right questions
            2. During the Interview
            3. Evaluation and follow-up
          3. Coaching Interviews
          4. Counselling Discussions
    6. 3. Building High-Performing Teams
      1. 6. Analysing Your Team
          1. 1. The Task Governs the Process
          2. 2. Forgetting About the Stakeholders
          3. 3. Unclear Expectations
          4. 4. Ignoring Interpersonal and Team Issues
          5. 5. Team Leadership
          6. What Type of Team are You?
            1. Steady State or Ad Hoc Team
              1. Steady state team
              2. Ad hoc teams
          7. Team Size
          8. What Development Stage is Your Team At?
          9. Just how Complex is Your Team?
          10. What Impact does the Organisation and Environment have on your Team?
          11. Analysing Your Own Team
      2. 7. Developing Your Team Tool Kit
          1. Purpose
          2. Performance
            1. Why Focus on Outcomes?
            2. Accountabilities
            3. Ways of Working
            4. Team and Individual Objectives
          3. Relationships
            1. Building Trust
            2. Feedback and Review
            3. Managing Conflict
              1. Recognising people’s personal and cultural approach to conflict
              2. Adapting to cultural differences
          4. Communication
            1. Same time/same place
            2. Same time/different place
            3. Different time/same place
            4. Different time/different place
            5. Making the Most of the Communication Tools Available
              1. Meeting skills
              2. Teleconference skills
              3. Email skills
            6. Making the Most of Other Forms of Communication
            7. Creating a Communication Strategy
              1. Doing it with the team – creating your communication charter
            8. The Virtual Element
            9. The Cross-cultural Element
          5. Learning
      3. 8. Team Leadership
          1. Identifying and Developing Your Leadership Style
            1. Assessing Your Leadership Style
              1. When to use this style
              2. When to use this style
              3. When to use this style
              4. When to use this style
            2. Recognising the Need to Change
          2. Leading Upwards and Outwards
            1. Managing your Boss
            2. Managing your Network
            3. Successful Influencing
    7. Conclusion
        1. Reflecting on Your Learning Approach
        2. Reading, References and Resources
          1. Part 1 – Bringing out the Best in Others
            1. Chapter 1 Motivating for Success
              1. Reading and references
                1. Bibliography
              2. Useful questionnaires and websites
            2. Chapter 2 Managing Performance Difficulties
              1. Reading and references
                1. Bibliography
          2. Part 2 Building Effective Relationships
            1. Chapter 3 Core Competences and Skills
              1. Reading and references
                1. Bibliography
              2. Useful questionnaires and websites
            2. Chapter 4 Essential Techniques
              1. Reading and references
                1. Bibliography
            3. Chapter 5 Practical Applications (or Productive Conversations)
              1. Reading and references
                1. Bibliography
          3. Part 3 Building High-Performing Teams
            1. Chapter 6 Analysing Your Team
              1. Reading and references
                1. Bibliography
              2. Useful questionnaires and websites
            2. Chapter 7 Developing Your Team Tool Kit
              1. Reading and references
                1. Bibliography
              2. Useful questionnaires and websites
            3. Chapter 8 Team Leadership
              1. Reading and references
                1. Bibliography