WINGMAN

Performance improvement
through behavioural change

Peter Rydahl Mols

Objective: Continuous high
performance in both sales and
leadership

Peter Rydahl Mols

Requirement: Forging new habits to
achieve new behaviour and results

Peter Rydahl Mols

Challenge: Habits are notoriously
difficult to change

Peter Rydahl Mols

Observation: Conventional workshops
miss the mark

Peter Rydahl Mols

Why?: Because thousands of hours
can’t be unlearned in one day

Peter Rydahl Mols

What to do?: Engage humankind’s
biases to drive change

Peter Rydahl Mols

12%: Answering “Most of the time” to
“What percentage of a typical day do you
spend playing to your strengths”

Peter Rydahl Mols

Bias #1: Reciprocity – we cannot bear
to be in debt. So we repay

Peter Rydahl Mols

Number of employees who quit dealerships
847

42

Top 10% Bottom 10%

Peter Rydahl Mols

Bias #2: The confirmation bias – we
are all looking to reaffirm what we
already know

Peter Rydahl Mols

No no!: That is a special case
(its disconfirming evidence)

Peter Rydahl Mols

Bias #3: The availability bias – our
worldview is shaped by how easily we
arrive at ideas

Peter Rydahl Mols

Our brain: It thinks dramatically. Not
quantitatively.

Peter Rydahl Mols

Proven concept: WINGMAN clients

Peter Rydahl Mols

Case - sales: Developed KAM from
index 12 to 51 in just 5 hours

Peter Rydahl Mols

Secret?: Attention. The Hawthorne
studies explains the effect of 1-to-1

Peter Rydahl Mols

Case - leadership: Developed young
manager to effective team leader in
just 10 hours

Peter Rydahl Mols

Secret?: Applying strengths at work.
Both your own and your team’s

Peter Rydahl Mols

 How to best deploy 10 hours of training?

Conventional
workshop WINGMAN
Peter Rydahl Mols
Scalable?: Difficult. More constructive to
think about effect

Peter Rydahl Mols

Invest in the best: Who are your
MVPs? Build a tall fence around them

Peter Rydahl Mols

Why?: Coal is a commodity.
Diamonds are desired

Peter Rydahl Mols

Incentives?: Science shows that, at
best, its without effect

Peter Rydahl Mols

Bandwidth: Kahnemann has made it
clear system 2 is overworked

Peter Rydahl Mols

Change efforts: Succumb to the
Fallacy of the single cause

Peter Rydahl Mols

din medarbejder

Peter Rydahl Mols

Motivation: Compensate a lack of
desire through establishing meaning

Peter Rydahl Mols

A third drive: Can we, at work, extract
that volunteer drive?

Peter Rydahl Mols

Who does this?: Wikipedia, Linux, even
for-profit companies like Semco

Peter Rydahl Mols

Complexity

Competence

Peter Rydahl Mols

 Those who gave blood
60%

50%

40%

30%

20%

10%

0%
Promised compensation Not promised compensation

Peter Rydahl Mols

Scalable?: Difficult. More constructive to
think about effect

Peter Rydahl Mols