Mental Toughness, Mental Toughness, organizational performance, human behavior, consulting, training, Orgex, Jim Connolly

1. www.OrgEx.com
Mental Toughness
Every organization is perfectly designed to
achieve the results it is currently achieving
Jim Connolly
Thomas, Connolly & Phelps

2. www.OrgEx.com
Challenges
• We are imperfect people… in dysfunctional
organizations…. using flawed processes…
working hard to achieve superior results™
• Every organization is perfectly designed to
achieve the results it is currently achieving
• The leader’s job is to deliver industry-leading
results consistently over time.

3. www.OrgEx.com
Mental Toughness
• Introspective process
• that causes people to evaluate their mindsets,
thoughts, feelings, attitudes and beliefs
• in order to understand how those factors directly
impact their behavior and their results
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Assumed Mental Toughness Formula
• Behavior creates Results
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The Formula In Action
Desired Desired Desired
Thinking Behavior Results
Current Current Current
Thinking Behavior Results
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But, The Formula Fails
Desired Desired Desired
Thinking Behavior Results
Current Current Current
Thinking Behavior Results
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Finally, The Complete Formula
• Thinking creates Behavior and then…
• Behavior creates Results
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So, We Try Again
Desired Desired Desired
Thinking Behavior Results
Current Current Current
Thinking Behavior Results
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And We Fail Again
Desired Desired Desired
Thinking Behavior Results
Current Current Current
Thinking Behavior Results
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Secret: Deal With Thinking First
Desired Desired Desired
Thinking Behavior Results
Current Current Current
Thinking Behavior Results
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Better Thinking/Behavior = Desired Results
Desired Desired Desired
Thinking Behavior Results
Current Current Current
Thinking Behavior Results
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Mentally Tough Habits Become Automatic
Thinking Behavior Results
Cue Reward
Routine
Craving
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Mental Toughness Addresses Challenges
• We are imperfect people… in dysfunctional
organizations…. using flawed processes…
working hard to achieve superior results©
• Every organization is perfectly designed to
achieve the results it is currently achieving
• The leader’s job is to deliver industry-leading
results consistently over time.

14. www.OrgEx.com
What’s Different? Critical Thinking
• We help individuals / teams / organizations:
▫ raise their current mindset, thinking and behavior to
level of conscious awareness
▫ Incriminate themselves with their own thinking
▫ conclude that the current results are unacceptable
▫ learn the Mental Toughness model (examples from all
areas of life)
▫ implement model and improve results professionally
and personally
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Mental Toughness is a Tool
• Influence how work gets done and how employees
communicate
• Change the culture of a team, department or organization
• Address specific performance issues (employee / team)
• Provide science based and actionable feedback as part of
employee development and performance review
processes
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Why Mental Toughness?
• Backed by science
▫ Thinking
▫ Habits
▫ Human behavior in the workplace
• Delivers Results
▫ Professional athletes, coaches, teams
▫ Johnson & Johnson, Proctor & Gamble, Toyota, Target, Alcoa
▫ Hundreds of other companies over past 20+ years
▫ Thousands of lives changed
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Average Manager
Results
• Mixed financial and operational results
• Ineffective leadership
• Employees don’t respect this manager
• Average employee engagement (19%)
Behavior
• Urgent focus leaves little room for important issues
• Focuses on obstacles / rationalizes mixed results
• Inconsistent / Ineffective leadership behaviors
• Employee development is an afterthought
Thinking
• Managing people is what I do on top of my real job
• Other managers don’t work as hard as I do
• I need to focus on my part, not anyone else’s parts
• I don’t get paid to deal with these headaches
• Employees will either sink or swim
Peak Performing Manager
Results
• Competitive position is improved
• Organizational results are improved strategically
• More peak performing employees
• More engaged / energized employees (50+%)
Behavior
• Accepts responsibility for team results
• Focus employees on customers / goal achievement
• Is always developing employees
• Proactively works to improve results
Thinking
• My job is to be the most effective leader I can be
• We work together as a team to deliver results
• Improved results will come from strategic thinking
• My job is to make my employees Peak Performers
• I balance strategic thinking with urgent tasks
Mental Toughness Lesson #4:
Thinking creates Behavior and Behavior creates Results
Are you interested in improving the culture and the results of your company? It starts with leaders and managers.
Notice these striking differences between an Average Manager and a Peak Performing Manager.
A manager’s thinking creates their behavior and their behavior creates their results. More importantly, managers impact the
Thinking, Behavior and Results for each of their employees. How much is each Average Manager costing your company?
For more information, visit www.orgex.com/management
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Average Employee
Results
• Delivers good performance
• Average employee engagement (19%)
• Expects more compensation for good performance
• Regarded by others as a good individual contributor
Behavior
• Does what he/she is asked to do (up to a point)
• Often brings obstacles to the boss for a solutions
• Quick to alert others about why something won’t work
• Expects credit / recognition
Thinking
• My compensation is OK, but I should be paid more
• Will 5:00 / Friday ever get here?
• Is the workload distributed fairly among my peers?
• What’s in this for me?
• My boss cares about me as a person – What’s the catch?
Peak Performing Employee
Results
• Delivers excellent performance and results
• Above average employee engagement (40%+)
• Demonstrates readiness for more responsibility
• Regarded by others as an unofficial leader/mentor
Behavior
• Solves problems for internal/external customers
• Anticipates and overcomes obstacles
• Accepts responsibility for deadlines
• Recognizes the contribution of and trains/mentors others
Thinking
• My compensation is a result of the value I create
• I like feeling a sense of accomplishment
• My company isn’t perfect, but it’s a great place to work
• I get what I want by helping my company achieve its goals
• My boss cares about me as a person – I appreciate that
Mental Toughness Lesson #4:
Thinking creates Behavior and Behavior creates Results
Are you interested in improving employee performance and organizational results?
Notice these striking differences between an Average Employee and a Peak Performing Employee.
An employee’s thinking creates their behavior and their behavior creates their results. The secret is that most employees are not
consciously aware of their thinking and its impact on their behavior and their results. Compared to the ROI for a Peak Performing
Employee, how much is each Average Employee costing your company?
For more information, visit www.orgex.com/management
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Average Salesperson
Results
• Adequate/average sales results; sales results vary
• Few, if any, referrals
• Forecast is often inaccurate
Behavior
• Seems comfortable with their results
• Focuses on getting the customer to buy
• Doesn't prospect enough / consistently
• Doesn't track behavior (meetings, calls)
• Busy, Busy, Busy
Thinking
• I'm doing enough / I’m doing the best I can
• The market is the cause of my results
• The company should do more marketing
• I need more time, training, budget, etc.
• I can’t predict sales
• Our processes make it hard to get sales
Peak Performing Salesperson
Results
• Above average / superior results
• Solves customer problems
• Regarded as a trusted advisor
Behavior
• Always prospecting and probing for needs
• Sees opportunities that others miss; listens better
• Proposes innovative solutions
• Tracks performance closely
• Practices / Rehearses for sales calls
Thinking
• How can I do more next quarter?
• How can I work smarter?
• I am the customer’s best solution
• How do I get better at selling?
• I am in business for myself
• I control my results
Mental Toughness Lesson #4:
Thinking creates Behavior and Behavior creates Results
Are you interested in improving employee performance and organizational results?
Notice these striking differences between an Average Salesperson and a Peak Performing Salesperson
* A salesperson’s thinking creates their behavior and their behavior creates their results.
* How much is each Average Salesperson costing your company?
* For more information, visit www.orgex.com/sales
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