Horizon Point Consulting

Category: Leadership Development

Beyond Leadership is Horizon Point’s line of resources for managers of people. Managing ourselves is a distinct set of behaviors from managers the work of others, and we are here to help. Read stories in this category if you are ready to take the next step in your own leadership development (or if you’re looking for resources for someone else).

  • Want to keep great employees? Know how to compensate them.

    Want to keep great employees? Know how to compensate them.

    We’re working on a compensation project now with a company to redesign their exempt salary structure. When thinking about how to best design a system, it’s important to realize there are two key factors: 

    Internal Equity– Are you paying people fairly compared to what other people within the organization are making based on the knowledge, skills and abilities required for each role? 

    External Competitiveness– Are you paying what the market demands for certain knowledge, skills and abilities required for each role in order to recruit and retain people?

    Basic steps to consider when designing a compensation structure: 

    You gotta do a job description. In considering the factors of internal equity and external competitiveness, both of these hinge on knowing the knowledge, skills and abilities needed for the jobs in which we you trying to define a compensation structure.  Read more about performing job analysis and what a job description needs here (link back to previous post). 

    Get market data.  For external equity, you need to know what the market pays for the jobs you have.   

    Some sources for market data: 

    Career One Stop

    Salary.com

    Salary Expert

    BLS

    Define compensable factors. Compensable factors are based on what the organization places a value on (internal equity) in order to differentiate the value of roles.  For example, education is a compensable factor.  In general, positions that require a bachelors degree have a higher value placed on them than those that only require a high school diploma.

     

    Create the structure. Creating the structure takes the information defined in the previous steps to create salary grades and ranges. Grades are the hierarchy of the salary structure (grouped by jobs with relative worth) and ranges are the minimum and maximum established within grades. Using compensable factors for each job, you will then place each job into the appropriate salary grade.  

    Create a Salary Administration Manual. In order to make sure that the structure you created is implemented appropriately, a salary administration manual needs to be created.  The manual should include a description of the newly created structure, administrative procedures governing the structure and guidelines for annual salary increases. In addition, it should contain ways to keep the program up-to-date through a periodic systematic review of the structure.

    Designing and creating a compensation system seems like a daunting task. But if you take things step-by-step, you’ll see that it can be manageable. More importantly, if done correctly it can add tremendous value to your organization by helping you recruit, retain and reward talent appropriately. 

  • 3 Introverted leaders and the leadership lessons we can learn from them

    3 Introverted leaders and the leadership lessons we can learn from them

    We used to think leaders were born, not made. Now we know through training, coaching and mentoring the skills needed to be an effective leader can be learned.  However, there are certain leadership situations, company cultures and team dynamics lend well to certain types of personality traits (“born” characteristics) that individuals possess that make a person more effective in their leadership role. 

    One of the most common personality continuums discussed today is introversion/extraversion.

    A rundown of the dynamic can be seen here: 

    Orientation of energy

    E     EXTRAVERSION

    Energized when you are with people 

    Talk out your ideas

    First you live it – then you understand it

    Enjoy the interaction

    Breadth of inter

    INTROVERSION    I

    Energized when you are alone

    Reflect on your ideas before vocalizing

    First you understand – then you live it

    Enjoy the concentration

    Depth of interest

    Unfortunately, there is still an “extravert ideal” that surrounds leadership, especially in western culture.  Whereas some situations and roles demand someone who is energized by others, outgoing, gregarious and people oriented, some leadership roles and situations are served better by the leaders who are thinkers, driven by ideas and oftentimes driven by solitude or small, intimate relationships, otherwise known as the introverts among us. 

    Consider these three introverted leaders and how their disposition made them more effective: 

    Moses.  As the leader of the Israelites out of slavery in Egypt and into the Promised Land, Moses (especially the movie portrayal of him) may imply that he was an outgoing orator with the skills to fire up his people and move them forward.  However, Moses spoke with a stutter and utilized his more extraverted wingman, Aaron, to speak to the people (Exodus 1-15).  His introversion is also seen in his humility. Numbers 12 accounts that he was a “quietly humble man, more so than anyone living on earth.”

    Introverted leadership trait seen in Moses that is needed for today’s leader:  Humble and reflective

    More on leadership lessons from Moses

    Stephen Wozniak. When you hear Apple, most immediately think of Steve Jobs as the leader. However, Apple most likely would have never existed without Stephen Wozniak, the brainy electronics geek and consummate nice guy that designed the circuit boards that created Apple’s first computer. He co-founded the company with Jobs.   In the early years of Apple, Wozniak was the worker bee and genius that drove the creation of the personal computer. 

    Introverted leadership trait seen in Wonziak that is needed for today’s leader:  Innovation through concentrated hard work and depth of knowledge

    Rosa Parks:  As one of the icons of the Civil Rights movement, Rosa Parks was a small, unassuming woman. Her refusal to give up her seat on the bus to a white person may portray her as confrontational person, but that she was not. And because she wasn’t, her impact was far-reaching. Just think, would a gregarious, outspoken extravert have made the same impact on the bus that night by refusing to give up their seat? 

    Introverted leadership trait seen in Rosa Parks that is needed for today’s leader:  Determination and quiet resolve. 

    Know an introverted leader?

    How does their introversion make them a better leader?

    Other introverted leaders you should learn more about: Eleanor Roosevelt, Warren Buffett, Al Gore, Gandhi, Einstein, Stephen Spielberg, Larry Page

  • 2 Reasons You Should Consider Dual Career Ladders

    2 Reasons You Should Consider Dual Career Ladders

    Being in a leadership role seems to be the ideal in most companies. Leading is what people strive for, and in most cases I think this is the norm because it is the only path by which advancement can take place. Want to move up and get paid more? Well then you have to lead and manage others.

    Another way to help people grow

    A client we’re working with is considering dual career ladders for the organization. With this organizational structure, there are advancement opportunities into the traditional route of leadership, but there is also a path by which people can grow by demonstrating technical expertise in their field.

    Why you should consider dual career ladders

    Dual career ladders may be a good route for your company because:

    1. Not Everyone is suited for or has the desire to get work done through others. Quite frankly, some people would rather do the work themselves and may be best suited to do so. Getting work done through others can be extremely challenging, and for some, can be draining instead of stimulation. If people are in roles that are constantly proving to be draining instead of energizing, productivity will suffer. Which leads to the 2nd reason to consider dual career paths…

    2.  Dual Paths can help your company be more successful. By placing people in the roles where they contribute the most, the company gains success through talent.

    Dual career paths may not be feasible for all companies due to size of the organization or the nature of the work, but the structure begs the question for any organization about how to provide opportunities for people to advance and grow in their careers.

    The best place to start if you are considering how to determine who is best suited for an expert role or a leadership role is to assess your talent. There are a variety of instruments that are effective for this purpose (email us if you want some recommendations), but the most important way to assess people for advancement opportunities is to ask the hard but simple question, do you want to lead? It’s much easier for people to honestly answer “no” if there is an option to grow in their career through another path. I think we hear the answer “yes” to the question do you want to lead more than we should because it’s the only option.

  • I’m Spending a Lot of Money on This: Getting and Measuring Bang for Your Buck Through Leadership Coaching

    I’m Spending a Lot of Money on This: Getting and Measuring Bang for Your Buck Through Leadership Coaching

    We’ve spent the last few months here at The Point blog talking about Leadership Coaching. Posts have included a run down on what to look for in a coach, should you hire a coach, our coaching process, how to seek feedback, how to practice feedforward and how to address the most common coaching issues.

    Does coaching work? 

    According to scholarly research in an examination of coaching effectiveness on 370 coaching participants, coaching produced results equivalent from moving someone from the 50th  percentile to the 93rd percentile and which equates to being at least three times more effective than leadership training impact on performance.

    Coaching is effective.

    But it isn’t cheap.

    So is it efficient?  In short, yes. The same scholarly article sites strong Return on Investment (ROI) in a different study that indicated the coaching to be worth 5.7 times the initial investment. This shows, spending money (on coaching) made the company 5.7 more money than what they spent on the coaching. You’ve got to spend money to make money, or so they say.

    Coaching provides bang for the buck.

    But will it work for you and give you bang for your buck?

    Just because leadership or executive coaching has been cited to be both effective and efficient for certain organizations, how do you know if coaching will pay off for your organization or if it has if you’ve already engaged a leadership coach?

    First, you hire a coach that measures the performance of their endeavors.

    If you want a complete run down on how to evaluate coaching we suggest reading:

    A Practical Guide to Evaluating Coaching: Translating State-of-the Art Techniques to the Real World(Peterson & Kraiger, 2004)

    But, for the sake of your time here’s what we do and suggest (and many of these ideas come from the above reading):

    1. Make sure your purpose is defined at the beginning so you can measure performance against that purpose.

    2. To measure did it work? Gather individual data  (we use a 360° feedback tool) at the beginning of the engagement and then issue the same data gathering process at the end of the coaching engagement to see if improvements are present. Sometimes this can be too cumbersome or time consuming to administer the 360 again. If that is the case, pinpoint key areas cited for improvement and simply gauge these areas for improvement through a shorter survey.

    3. To measure did it work? Measure success against goal attainment. Were the goals or learning objectives in the coaching achieved? This is simply a yes or no thing, and of course begs the question of goals needing to be set at the beginning of the process.

    4. To measure did it work? Get the leaders of the leaders being coached to evaluate change in performance level before and after the coaching. Has desired performance level been achieved?

    5. To measure did it work? Get the participants to provide feedback on the effectiveness of coaching by issuing a questionnaire to them. The article cited above has a good one that could be utilized.

    6. To measure did I get bang for my buck?:  Look at individual results achieved during the coaching time period compared to the cost of the coaching (this is measuring ROI).

    For example, at the individual level was the purpose of the coaching engagement to help someone improve their time management skills? If so, how much more efficient are they with their time and how much is their time worth? If they make $100,000 a year (considering a 40 hour work week which we know is probably on the short end of the time most leaders work each week), each hour of their time is worth almost $50.00.   If they improved efficient use of their time by an estimated 10%, then this efficiency gain equates to a value of $10,400 a year. Did the coaching cost more or less than this?  Let’s just say the coaching cost $5000.00. Well you just go a 100% return on your investment.

    7.  To measure did I get bang for my buck? Look at results at the organizational level during and after the coaching engagement. Obviously, every organizational gain isn’t a direct result of coaching, other factors come into play, but this needs to be measured. For example, did sales, quality, production efficiency, etc. increase as a direct or indirect result of people who have been involved in the coaching?

    Anything worth doing, which coaching should be worth doing, is worth doing right.  And the only way to know if it is done right is to evaluate effectiveness and efficiency.

    Are you measure the results of your organizational initiatives such as leadership coaching? If so, how?

  • 4 Steps for Handling and Diffusing Conflict

    4 Steps for Handling and Diffusing Conflict

    Last week, I had to share some information with someone that was unpleasant. I was nervous about how to deliver the message, but I went back to the steps I recommend to leadership coaching clients when they have to deliver and discuss issues that involve conflict. This is a very common issue that leaders have to navigate, and the best method to handle or diffuse conflict is to address it. The worst thing that can be done is to ignore.

    If you’re struggling with how to handle a situation head on, use these steps to make it easier:

    1.  Get your facts before proceeding. There are two sides to every story and a he said/she said issue is not ready to approach until you’ve gathered your facts. Make sure you know the ins and outs of the issue before discussing and address it.

    2.  Seek counsel of the wise. Before I went into my “unpleasant” discussion last week, I sought the counsel of three people that I trust. There was consensus on how to handle the issue from the three individuals (who had no idea what the other people recommended), so I felt confident that the approach was the best method. Make sure you have 2-3 trusted advisors as a leader. This is why hiring a coach may beneficial.

    3.  Plan and practice your approach. Write it out if you need to. This will help you feel confident in your delivery and anticipate questions or concerns that may arise from the party(ies) you are addressing.

    4.  Address it. Like I said, the worst thing you can do when conflict arises is to ignore it. To address the situation effectively:

    • Frame the issue with the facts
    • State your concern as well as why you are concerned making sure that potential effects on company and individual performance are addressed
    • Ask open-ended questions of the parties
    • Provide time for comment from all involved
    • Develop an approach or plan of action to resolve the issue. Ensure that everyone involved is clear on his or her responsibilities.

    How do you address difficult issues and/or resolve conflict in the workplace?

    Want more? You may like this post:

    2 Tips for Resolving Conflict Wisely