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Want to create lasting behavior change?

Stop only assessing behaviors, and start assessing mindsets

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Published on: August 2021

Written by: Jen Spring

Many organizations invest large sums in assessments and training programs, but too often, employees revert to their previous ways. This occurs because the initial assessment and resulting intervention targeted the symptom (behavior), rather than the root cause (mindset), of a performance gap. So, how can an organization create long-lasting, business-improving behavioral change?

Assessments should expose the subliminal thoughts, feelings, assumptions, and beliefs that drive an employee’s current performance, or that may obstruct their full potential. Only then can assessors accurately design interventions that shift mindsets, and therefore behaviors, for the better. Here are three instances of how your organization can use this approach.

From individual insight to customized coaching

Oftentimes, excellent salespeople-turned-sales managers struggle to share their wisdom and drive peak performance from their teammates. Why? Because their individual insights into the art of selling are not universal.

No one skillset nor tried-and-true script makes a great seller. Rather, successful salespeople have a certain belief system that drives their curiosity towards customers, reactions to rejection, and general stamina. A simple shift in any of these mindsets can transform a sales team.

So, how do you implement this within your own team? Start by leveraging a mindset assessment that identifies the beliefs, values, and experiences currently at play. Then, follow up with a behavior-changing tool, such as personalized coaching, to help team members shift to mindsets that cement learning and ensure long-term behavior change.

Mindset shifts in multitudes

Pod coaching, also known as small-group coaching, is another way to leverage mindset assessments. Mindset assessments can be deployed at scale to provide cohort-level data, helping you select the key mindsets that need to change within a larger community.

For example, a leading multinational energy organization leveraged mindset assessments to map out a pod-coaching journey for its teams. The organization assessed 80 employees, identifying and creating customized coaching content to address the group’s most-needed mindset shifts. As a result, the journey was highly relevant to the teams’ most critical needs.

Some organizations have adopted cloud-based, self-paced individual learning journeys, the design of which is informed by mindset assessments. These mindset assessments identify individuals’ most beneficial shifts, which are then incorporated into their individually-personalized learning journeys.

Armed with this data, organizations can prioritize the shifts they see as critical for their people’s development today and save the shifts that will be more impactful in the future for a later date. The result is an ongoing personalized journey that grows with employees.

To ensure that your people’s default behaviors are the right ones for your organization, consider using mindset-evaluation assessments rather than behavior assessments. Mindset assessments allow you to identify and address the root cause of your peoples’ existing beliefs, shift them to ones that are aligned to your organization’s values, and structure a sustainable future for your organization.

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What’s Tough about Leading People? A View from the Front-line

3 Essential Components of Business Acumen for Middle Managers

No More 'Death by PowerPoint': Revitalize Your Approach with Business Simulations & Experiential Learning

Dare to be Different: Unlock Your Business’ True Potential with a Custom Business Simulation

The Age of Man-Machine Partnerships: Article by Peter Mulford in HR People+Strategy

No One Has Sales Coaching Figured Out: We've Helped Managers Get It Right

Start with Sales Tools, then Train to Change Behavior

Benchmarking Sales Enablement: How You Stack Up

3 Reasons Why Sales Reps Have Product Conversations (and What to Do About Them)

When Less is More: How to Have More Meaningful and Profitable Telesales Conversations

Implementation of a new supply management philosophy

Jessica Skon Wins Bronze Stevie® Award for Woman of the Year in 2017 International Business Awards

Overcoming triangulation: How to stop that toxic backchanneling

The 5 Skills Leaders Need to Be Successful in the Future

Explore the Future…Before You Become a Thing of the Past

Help Your People Become Great, Later, by Helping Them to be Dreadful, First

The Shift To Inside Sales (and What It Means For Outside Sales)

The Best Sales Methodology: One That Gets Put To Work

A Sales Training Program Isn’t Enough: Drive Change Through Small, Structured Risks

Awesome Product Training Shows the Sales Force Why Customers Will Care

The 3 Critical Components of Decision Making for Better Strategy Implementation

C-Suite communication: what your CEO respects and wants

Leadership is Relentlessly Contextual and Here is Why

Thawing the Frozen Middle: How to Drive Performance and Engage Middle Managers

The 3 Principles of Digital Disruption: What we can learn from a mattress company

“Strategy Execution” is a Dying Industry… and I am a Strategy Execution Consultant

Don't Waste Dumb Money: The 3 Things About Innovation Every Leader Should Know

Guided Selling,' Explained

How to Use a CRM: Make It Actually Helpful to Sales Reps

Unlocking Potential: The 4 Steps for How to Move Leaders from Knowing to Doing

Great leadership style: the power of intentionality

Building a Culture of Customer Centricity with a Blended Leadership Training Program

How leaders develop and communicate a vision

The Secret Ingredient for Igniting Engagement and Results

Revenue management: a critical driver of success for consumer goods companies

The Power of Learning Journeys for Leadership Development

A data-driven & mindset approach to increasing diversity

A Global Leadership Off-Site for the Future

From Business Simulation to Business Success: Personalizing Strategy and Building Strategic Alignment to Accelerate Growth

(Perfect) Practice Makes Perfect: The Value of Custom Business Simulations

How Innovation Leadership is Shaping the Future

Is Strategy Really That Important?

Accelerating an Agile transformation: preparing financial services leaders for the future

Creativity: an Essential Quality for Survival in Tomorrow’s Labor Market

Leading in the Cloud: Embarking on a New Transformation at a Global Enterprise Software Company

Unlocking the Strategy Execution Framework -- What is Most Important?

Is Cash Still King?

The Great Playbook: Your Secret Sauce to Accelerating Leadership Development in Your Organization

Competency models are failing. Why?

Having Great Business Acumen in Your Organization is No Joke

Four Steps to Future-Proof Your Strategy

Empathy in Leadership - Article Published in 世界经理人, Chief Executive Magazine

The Power of Failing Fast and Often

How Citizens Bank Experiences Great: Using Business Simulations to Drive Strategy Execution and Leadership Development

Engagement in the Heart of Silicon Valley: Mobile Device Technology for a Large-Audience Event

Bringing Great Leadership to Life at Intuit

How to Get Your Staff to Successfully Execute Change - Chief Executive Magazine

Training & Development Interview in Human Resources Magazine: Suite Talk with Alexandre Paitre

The Last Mile: Connecting Strategy to People

Fostering Collaboration

Developing Middle Leaders

The Twelve Shifts

Theoretical Underpinnings of our Approach

Technology Company Leverages Assessment Centers to Develop Senior Leader Capabilities

The Keys to Key Account Management: What Great Looks Like

Cracking the Code: The Secrets to Successful Strategy Execution & Lessons for the C-Suite

Serve Before You Sell: Uncommon Wisdom for Prospecting and Growing Accounts

Accelerating Leadership Development: 10 Considerations for Your HiPo Program

Merck: Accelerating the Development of Latin American Leaders

Executing a 'One Company' Strategy

Identifying Exceptional Talent and Guiding Development

Developing Business Acumen in Non-Profit Leaders

The Strategy Execution Journey: Confronting the Challenge of Exceptional Execution

The Business Acumen Imperative

Why Innovation Efforts Fail and How to Fix Them

Business Acumen for the 21st Century

The Keys to Effective Decision Making

Mindsets: Gaining Buy-in to Strategy

Disrupting Leadership Development

Beyond 360s and Ride-Alongs: Identify and Develop Great Sales People

Business Simulations: Why Are They Effective

Your Next Leadership Off-Site is Going to Waste a Lot of People’s Time

Conducting a Media Sales Transformation

Demystifying Strategy Execution

World Class Performance Management BTS Capabilities that Accelerate Strategy Execution

How to "wow" the board of directors in three minutes or fewer

Leadership development: The secret to success at Macy’s

Helping to Execute a Transformational Growth Strategy at VMware

Achieving business results at Gap Inc. 

Driving long-term growth: accelerating strategy execution at Gap Inc.

An assessment guides leadership development

How a CEO Inspired a New Business by Taking People Out of Their Comfort Zone

Salesforce.com accelerates a cultural transformation

Sony Empowers Front-Line Leaders to Drive Change

Executive alignment experience

Creating the Foundation for Leadership Development Strategy

A Revolution in Assessment Centers

Accelerating a Global Business Transformation (With Videos)

Executing Coke's Roadmap for Growth

Sales Transformation Through Customer Understanding and Innovation

Accelerating executive development at Chevron

Executive alignment initiative accelerates strategy execution

Building a Culture of Innovation at a Leading Port Investor, Developer & Operator

Practice Leads to High Performance

Accelerating a Sales Force Transformation at Autodesk

Driving Strategy Alignment at the Top

Immersing Leaders in a Digital Experience to Accelerate Strategy Execution

Leading Global Bank Gets Digital to Accelerate Strategy Alignment

Innovation is Everyone's Business

From Pony Rides to Rodeos: How a Customer Decision Vortex Can Make You Miss Your Sales Forecast

Skills Mismatch: Does Business Acumen Enable Strategy Execution?

Head, heart, and hands: a model for thoughtful leadership

Learning from S'mores

Partly Cloudy or Mostly Sunny?

Five keys to crafting a vision statement that actually matters

Salesperson as Navigator

Turbulent Skies

Where Have all the General Managers Gone?

Closing the Value Gap

Executive presence: what’s your “talk track”?

BTS Insights: Why Executives Need to Enhance Their Business Acumen

The Heat is On: CEOs Under Pressure to Perform

9 strategies for presenting to your senior leaders

8 secrets to help you speak like a CEO

How to get ready for that big presentation: practice techniques that guarantee success

The upside of positive team disharmony

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