N°2 de la série sur le management du changement
by j.naurdet
Key Partners
N°2 de la série sur le management du changement
La semaine dernière, nous avons vu que M. Edmond, manager avisé, a réussi à
trouver la solution aux problèmes de son entreprise, en élargissant son offre
produit, mais que cette solution n’a jamais réellement été mise en place parce
que les commerciaux n’ont pas suivi...
Abordons la théorie
M. Edmond était peut-être bon manager, mais pas dans le domaine du changement.
Il n’a pas su trouver comment manager son changement, trouver la communication
et les actions qui auraient fait que sa stratégie si bien réfléchie eut été
adoptée par ses collaborateurs.
Cernons alors notre sujet : qu'est-ce que le management du changement ? Pour y
arriver, définissons deux termes : qu'est-ce que le management, et qu'est-ce
que le changement ?
Le mot changement provient du verbe changer, lui-même défini dans le
dictionnaire de l’académie française comme « Quitter une chose, s'en défaire
pour en prendre une autre à la place. »
Le terme management – très souvent traduit à tort en français comme gestion –
signifie « Conduire, diriger, gouverner ou contrôler l’action ou l’utilisation.
Obtenir un résultat, réussir, malgré les éventuelles difficultés ». Bref,
manager c’est réussir à faire aboutir quelque chose. Un bon manager obtient des
résultats.
Donc, en résumé, le sujet dont on parle est : Comment réussir à obtenir qu’une
entreprise ou une organisation quelconque quitte une chose ou une manière de
faire pour en adopter une autre à la place ? Notre sujet concerne l’évolution
des cultures.
Pour cela, il faut suivre une démarche. Il y a une démarche à entreprendre pour
que des gens soient d’accord pour suivre les intentions du management.
Pour y arriver, il faut respecter les étapes suivantes : 1. connaitre la
culture de départ, 2. faire évoluer les perceptions, 3. acquérir un nouveau
mode de pensée, 4. changer son comportement, 5. en faire une habitude, 6.
arriver à une nouvelle culture.
Détaillons la première étape
La première étape est de connaitre notre culture de départ. Pour déterminer
comment arriver à faire évoluer des gens, il faut connaitre notre point de
départ.
Par exemple, dans le cas des vendeurs de M. Edmond, quelle est la culture des
vendeurs vis-à-vis des clients ? Vis-à-vis de la vente en général ?
Bien sûr, pour arriver à connaitre cela, il faut déjà comprendre ce que l’on
appelle culture. C’est un mot qui mérite aussi d’être vraiment bien défini.
Chez Key Partners, nous entendons par culture, l’ensemble des idées et des
comportements sur lesquels les gens sont d’accord. D’accord s’entend comme un
accord sur ce qui est bien, sur ce qui acceptable, ou sur ce qui ne l’est pas.
Cela peut être des choses simples comme le fait qu’il soit mal vu d’aller à la
machine à café sans inviter ses collègues, que la pause de l’après-midi est
toujours faite à telle ou telle heure, ou encore que tout le monde est d’accord
que la direction est comme ci ou comme ça… Peut-être que chez M. Edmond, la
culture commerciale se résume à « vendons ce que l’on sait vendre facilement,
et ne nous ennuyons pas avec le reste. »
Il faut connaitre cette culture si l’on veut la changer. Si on ne la connait
pas on ne trouvera pas les arguments clé qui permettront d’emporter l’adhésion.
Dans notre exemple, si on ne sait pas quels sont les réels accords, les réelles
valeurs, les réelles habitudes de travail de nos commerciaux, nous risquons de
mettre en avant des arguments qui ne porteront pas.
Notre expérience nous a dévoilé que dans de nombreuses entreprises, cette étape
est très mal faite, car le management pense souvent savoir ce que ses équipes
pensent réellement, ou quels sont leurs réels points d’accord. Or très souvent,
la vue qu’ils ont est à la fois très parcellaire et très approximative, quand
elle n’est pas complètement fausse.
Les raisons à cela sont nombreuses : un management qui écoute les explications
plus qu’il ne regarde les actions, des employés qui font attention à ce qu’ils
disent vis-à-vis de leurs managers, des managers qui viennent du terrain… mais
il y a plus de 10 ans de cela, etc.
Une fois la culture connue et comprise, trouver quoi dire, trouver comment
expliquer pourquoi l’on doit changer devient bien plus simple. Mais on entre
dans le domaine de la perception, qui est notre prochaine étape.
Nos lettres suivantes détailleront plus en profondeur chacune des autres
étapes. Nous commencerons donc la prochaine par une explication de l’étape
perception.
Découvrez nos séminaires Management du changement
[1][PubSeminaire.png]
References
1. http://www.key-partners.biz/seacuteminaires.html
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Re: Family Asset Information
by Pamela Hughes
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10 years, 1 month
Snap, Crackle, Pop - The Show, Not Tell Kit
by Mindsways
Hi,
At Mindsways we combine how the Mind is Swayed and influenced with how the mind works, or the Minds Ways. This mixture is what is at the heart of the SNT kit. For more on this and information about the kit, please see mindsways.com/SNT/
Mindsways’ approach involves using a combination of Psychology, Neuroscience, Smart Thinking and the ideas, tools and techniques from Mind Magic. This is what I call Psychological Artistry. The principles and lessons involved in Psychological Artistry are useful in understanding our belief systems, our perceptions and how we think and behave. SNAP, CRACKLE, POP
Silent Questions
Theater of the Mind
Silent Languages of Belief
What People Say
What Is Psychological Artistry?
Get Your SNT Kit Now
Over the past 18 months I have been supplying the SNT kit to people from around the world. I am really pleased with the feedback we have been receiving, it has been tremendous, please don’t just take my word for it, (I am after all biased) see what people say by going to mindsways.com/WPS/
SNAP CRACKLE POP
Snap, crackle, pop is a mnemonic that I use which captures the essence of the contents of the SNT Kit. Without going into too much detail, the letters stand for are:
Start
Noticing
Alternative
Perceptions
Creativity
Repetitive Statement Injury
Applied Advantage
Cognitive Fitness
KAF (Knowledge x Ability x Frequency = Talent)
Leverage
Emotional Engagement
Power
Of
Pictures
Each of these on their own are really powerful concepts and ideas, however I have found that by combining them it makes a very potent mix. They each exist independently within the SNT kit, to see more about this, please see mindsways.com/SNT/
Silent Questions
The principle that powers Psychological Artistry and is at the heart of the SNT kit is how we influence the silent questions in the minds of others. The materials in the kit give you the tools and techniques to answer and address the silent questions. For more on this and information about the kit, please see mindsways.com/SNT/
Every time someone sees us, silent questions are stimulated in their minds. Every time we see or meet someone else silent questions are fired off in our minds. Though the questions are many, I would say that there are three dominant questions which arise when we are getting our message across;
What is your story?
Why should I care?
Do I need to pay attention?
All this takes place in the theater of our minds, as do the silent questions. It is in our minds that we pull together our experiences and answer the silent questions. I understand that all of life’s experiences do not take place in the mind, but it is our mind that filters, interprets and creates meaning for us. The SNT kit shows and demonstrates very clearly the power that these filters have on us and others.
In communications theory the saying “it's not us, its them” has great importance. Likewise in Psychological Artistry and in the Show, Not Tell kit is this takes on a very important role. This is why understanding the silent questions are so important. The answer to these silent questions determines whether we grab and hold people's attentions or not. The SNT kit is dedicated to grabbing and holding people's attentions. For more on this, please see mindsways.com/SNT/
Theater of the Mind
In the kit and the supporting video, we uncover the principles behind our perceptions, how we see the world and how those affect our thinking and belief systems. We look at making the materials into something that works for you, using these three levels:
Effects of Materials - triggers "how did that happen?"
Analysis of Materials - triggers "what does this mean for me?"
Practicality of Materials - explores how you can use the materials
This involves using a combination of Psychology, Neuroscience, Smart Thinking and the ideas, tools and techniques from Mind Magic. The principles and lessons are useful in understanding our belief systems, how we think and act. It is in our minds that we experience emotions, thoughts and actions. These are in turn determined by the silent questions we ask ourselves.
The SNT kit is used as a reflection of how the mind works. We use the 3 levels above as a lens to increase our understanding how our minds control our actions, emotions and thoughts. It is through this that our minds tell us stories that justify our actions.
For more on this, please see mindsways.com/SNT/
Silent Languages of Belief
Throughout the kit and its instructional videos, we work with the theme of “All is not as it appears”. Please take a look here at these example, the McGurk effect and Prof. Richard Wiseman’s “The Incredible Colour Changing Card Effect”, a well-known Fred Astaire clip and Rory Sutherland's Perspective Is Everything talk. You can see them by going to mindsways.com/SNT/#PsychologicalArtistry. These show very clearly the importance of understanding the fact that:
“We cannot believe what we see, but we see what we believe.”
This is vital in all communications but also is a cornerstone of the SNT kit. The videos illustrate both the power and the approach of Psychological Artistry. I would love to know what you think.
What People Say
The feedback from people around the world have been extremely positive, with them saying things like:
"It really was most enjoyable and enlightening"
"A great eye opener!"
"Thank you, the SNT Kit has certainly proved to be an invaluable tool for my work"
The SNT kit provides an unorthodox approach to understanding human behaviour, illustrating and promoting our messages, and this is where the real power lies. As Marty Neumeier says in ZAG “ Be Different - NO Really Different”. For more of what people say, please see mindsways.com/WPS/
What is Psychological Artistry?
There are many definitions of psychology, some people will say it's about interpreting thoughts, influencing people's behaviour or getting a better understanding of motivation. It is all of these and more, but the one that sums it up for me is “the science of how we think”.
Next is the artistry part, again, there have been many definitions but I like to think that artistry is a blend of:
Creating connection, rapport and emotions
Telling stories
Gaining and holding attention
Producing insights
Displaying human nature
Cognition
Show, Not Tell
Multiple Moments of Interest, Interaction and Insights (MMI’s)
Therefore, Psychological Artistry is the blending of these two to create a method for successful communication. Psychological Artistry is where science and art meet Mind Magic.
The real power of Mind Magic and Psychological Artistry lies not with just the materials in the SNT kit, but the effect that the delivery of these have on people, tapping into the emotions of mystery combined with the personal touch and firing off the silent questions. In the SNT kit, we give you the materials, however, learning to use them with what you do is where the real power lies.
By delivering this, you can evoke the making of the extraordinary. By combining the kit with the energy of your words, your message and your personality, you make yourself stand out, stimulate fascination and create interest in you. This is when the real magic happens, in the theater of the minds.
For interesting examples of Psychological Artistry, please go to mindsways.com/SNT/#PsychologicalArtistry
Get Your SNT Kit Now
The Show Not Tell is for people who are curious, who want to learn attention-grabbing techniques, who want to improve how they connect and communicate with others and for those who want to express who they are and stand out from the crowd.
It is about adding a whole new tool set and training you to be able to apply the techniques and ideas from Psychological Artistry so you can amplify what you do.
For more information, to watch the videos and to get your SNT kit, please see mindsways.com/SNT
Thanks
George
P.S. We're also providing workshops across the UK using and teaching the techniques in the SNT kit. For more information on this, please see mindsways.com/SMS/
P.P.S. We're also offering a separate pack that can be integrated with the SNT kit called The Fascination Pack. For this, please see mindsways.com/TFP/
Mindsways,Iverley Road, Halesowen, United Kingdom, B63 3EP
07976 356 082
Copyright © 2013 MindSways. All Rights Reserved.
www.mindsways.com | contact(a)mindswaysinfo.com
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10 years, 1 month
Hotel Phoenix - Najbolja vina, kultura i sport u najromanti& #269; nijem hotelu u Hrvatskoj!
by hotelphoenix.hr
*Ukoliko se ovaj newsletter ne prikazuje ispravno kliknite > **ovdje
<http://www.hotelphoenix.hr/newsletter/phoenix_02.html>
*
**Najbolja vina, kultura i sport u najromanti
nijem hotelu u
Hrvatskoj!**
Poštovani ,
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<http://www.hotelphoenix.hr/hotel-phoenix-vas-nagraduje>
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10 years, 1 month
