My goal is for your business to be

incredibly successful because you

are exploiting your talent and
exploding the talent of your team!

CONFIDENTIAL 1
 • 'Us' as employees-- our identity/our performance in our role
How?
• Our ability to influence the performance of the people in our
organization
• Operationalizing intimacy/ vulnerability
• Vision Boards and Goal Setting not just a ‘feel good’ exercise
What?

CONFIDENTIAL 2
 Why me? Why now?
• Vulnerability
• Emotional Intelligence
• Empathy
• “The kids today…”
• Confidence vs. Competence

• Us in our role
• Elevating those we lead

CONFIDENTIAL 3
 How Identity Impacts Your Role?

You can only perform in your

roles in a manner consistent
with how you see yourself
conceptually.
Identity

Role

CONFIDENTIAL 4
 I/R Theory Scale

Identity 10
Role

Winners

At-Leasters

Losers
1

CONFIDENTIAL 5
 The Pareto– my results

CONFIDENTIAL 6
 The “I” the “R” = results
Have you ever related your self worth
to your job performance?
Most of us have a very old ‘tape’ that
links our self concept and our role
performance… good grade/good kid
CONFIDENTIAL
• High performers have high levels of self esteem
regardless of whether they made the sale. ‘some you
will, some you won’t, so what!”. Winners. Identify as a
7-10.
• Non-Winners: 0-3 self rated. They don’t expect to win.
Excuses. Blame. Luck.
• At Leasters: 4-6. “May not be winners, but at least
they are not losers..” Their identity is tied to their role
performance. Play it safe– protect your I. Real
roadblock: deeply embedded notion that more success
in her R– threatens her I.
7
 Confidence more important than Competence

• Your self-confidence is as much of an influence, if

not greater one, on your overall success than your
skill to perform any task

• So… what can we do to impact our identity?

CONFIDENTIAL 8