Showing posts with label training. Show all posts
Showing posts with label training. Show all posts

Friday, January 22, 2016

Keys to Employee Engagement: 9. Commitment

So far, in this series, we’ve talked about ensuring employees have a clear idea of what is expected of them and helping them realize that by providing them the tools to do the job right.  Employees can be inspired by the company’s mission, which can give them a strong sense of purpose.

I’ve seen several organizations where the majority of employees are excited about coming to work every day but a few slackers were enough to bring down the mood in the office.  It can be hard to sustain your motivation if your co-workers undermine all the good work you do by not caring.

So the ninth question in Gallup’s Q12 explores this, posing, “Are my co-workers committed to doing quality work?”

Commitment, Recruiter, Headhunter 

Gallup suggests this commitment by fellow workers, along with four other measures is correlated with productivity.  When employees, overall, feel their fellow employees share their commitment to the organization, the productivity of the organization increases.

(The other four measures were: “I know what is expected of me”, “My opinions are valued”, “ I believe in the company’s mission” and “Overall satisfaction”.)

Imagine how it must feel for someone who takes pride in their work and who does an excellent job to hand off their work to someone who drops the ball or is careless how they do their part of the task or project.  Similarly, you’ll find in many companies employees who have to correct others’ mistakes or sloppiness so they can hand off to the next operation.  They must feel constantly frustrated.

From a customer’s point of view, shoddy workmanship usually shows up in defective materials.  They have to call in the sales rep to assess the scope of the problem, segregate defective materials and work out some form of compensation as well as paperwork to return the defective goods.  In a worst case scenario, the customer may have to shut down their line and lay off people – then ask for even more compensation for lost work and possibly lost business.

What can you do about this?

One of the easiest ways to start addressing this is by going out on the shop floor (or office) and talk to the employees one on one to work your way through the process to identify which employee(s) are contributing to the situation.

Improving the calibre of their work may simply be a matter of training them or providing the proper tools to do their task right. It might mean modifying the process (by automation, for example) to remove the human element from affecting the outcome.

If the root cause of the problem is attitude, that is a much harder issue to deal with.  It may mean terminating employees.  In some cases, not getting rid of employees who don’t care about their jobs can be seen by employees as weak management or a demonstration that management doesn’t care or lacks commitment to the company’s mission.  You can risk losing your best employees in this type of situation.  So, sometimes terminating bad employees have a positive overall effect on morale and productivity.

Getting out on the shop floor is one way to demonstrate to employees that management cares about what’s happening in the plant. Speaking with them one on one is one way to show that management cares about employees’ opinions.  Correcting problems in the plant shows employees that management can not only act on their input, but also walk the talk.  In other words, they have enough commitment to the company’s mission to make things work.

Talk is cheap. Action gets results.

Tuesday, June 4, 2013

10 Essential Traits of Effective Sales People

10 Essential Traits of Effective Sales People
A wise man once told me, we all are in sales.  Do you believe that statement?   I don't care what profession you are in, you have sold.  My whole life I have fought it.  I didn't want to be labeled "the sales guy".  You know what?  I am over it.  I am a sales guy.  You are too.  We all have varying levels of sales in our blood, but we are always trying to convince someone of something.

Do you remember going to the grocery store with your Mom or Dad?  "Will you please buy me some cookies?  I have been super good!  I have washed your car and I have been nice to my sister."  Boom! You have just tried to sell your parents!  How about getting rid of your lamp on Craigslist?  Guilty as charged?  You have Sold!

I am a recruiter.  I sell every day.  I sell myself.  I sell the company.  I sell the product.  I sell the candidates.  Why would someone want to do business with ME?  Why would someone want to join the company I represent?  How does the company's idea help YOU with YOUR career ambitions and goals?

As a recruiter, I have a niche.  I recruit sales people.  I recruit marketing people.  I recruit product people.

Having recruited the best sales people in America and the globe, I have come to realize that they all have similar characteristics.   How do I identify "the best"?  Here are 10 essential traits of effective sales people.  A lot of people have written on this topic, but here are my ten cents.

1. They Are Driven & They Want Something They Don't Have  I have never met an exceptional salesperson that wasn't driven by some reason.  The reason could be they are trying to get out of debt.  It could be they didn't have the life they wanted growing up and want to provide more for their family.  It could be as simple as they want to be labeled "the best".  Whatever reason, successful salespeople have a driving force to make them want to succeed.  They want that nice house, they want that new car that they don't have.  They also may want to have the opportunity to have extra money to take their family on a long well deserved vacation.

2. They Aren't Afraid of Rejection If you are afraid of No, then sales isn't the right job for you. A profession in sales is full of rejection.  I don't need your product.  I don't need your services.  I'm too busy right now.  It is hard and the best in the business are completely numb to rejection.

3. They Enjoy Flexibility Sales Jobs usually offer a lot of flexibilty.  They like to be their own boss and in charge of their own time.  They clearly understand THEY need to be in charge of your own destiny.  They need to know how to manage their calendar without someone telling them how and when to do it.  

4. They Have Passion  No one can argue this fact.  Great sales people are passionate about what they do.  They truly believe what they offer will help others.  They can show how it has helped others.  There is no reason for a good person to be afraid of anything because they have a solution that is RIGHT for YOU.

5. They Are Polished Have you ever met an exceptional salesperson that is not well dressed or well spoken?  Not every salesperson has a Harvard degree, but they are intelligent.  They know just the right thing to say at the most opportune moment without coming across offensive.  Most EFFECTIVE sales people are in good health, exercise reguarly and care about their daily hygiene.

6. They Are Risk Takers  A part of MOST sales is commission.  A portion of their salary is determined by what they MAY or MAY NOT sell.  The best sales people don't mind the risk, in fact, they embrace it.

7. They Are Social by Nature Some sales people are introverts, but most are extraverts.  Most sales people thrive in a room full of people they don't know and are able to create conversations and build rapport quickly.  They enjoy travel.  They enjoy learning about others.  They enjoy talking and they don't tire easily.  They have a type "A" personality.

8. Enough is Never Enough  Status quo is not going to work for an exceptional salesperson.  An exceptional salesperson always wants more.  A bigger sale.  Always looking ahead.  Never content with what they have.  They always have the attitude that the sky is the limit.

9. They Are Experts  I have NEVER met a successful salesperson who isn't THE BEST at what they do.  They know the industry inside and out.  They know their competitors.  They anticipate questions before they arise and know how to answer them before they are asked.

10. They LOVE to WIN  Without a doubt, this is the most essential trait of a successful salesperson.  A GREAT salesperson does not like to lose at ANYTHING.  They don't want to lose a card game, a flag football game, a client that is looking at 3 different solutions.  Great salespeople have the Professional Athlete attitude and want to win the SuperBowl.

Do you have what it takes?  Are you an EXCEPTIONAL Sales Person?

Friday, March 29, 2013

The Best Trainer May be Down The Corridor - Keeping and Using Corporate Expertise

Why does the mention of training summon up thoughts of expensive courses, and consultants for many employers?

We have found that much of a business's expertise is in the heads of some key employees. Waiting for it to float across and infect others or sending people off to external courses is often an ineffective and expensive way to transfer knowledge.


A systematic process for identifying what is needed, what you already have, who has it and who can share it can be very powerful.


Once the required knowledge, experience, skills or attributes have been defined, it is then a case of finding who, and it may be spread across several people, possess it. It is then a matter of transferring it. This may be by some of those people conducting an internal training course or, more often, it can be done by coaching, project work or on-the-job training.


A structured approach to doing this will be far more effective that leaving it to just happen.

After defining the above factors it is necessary to be quite clear on what the objectives are. After the transfer of this information, what should the "trainee" be able to do?


If the Sales Rep needs training on upgrading a customer from one level of product to a higher one, and the Sales Manager has this ability, then an objective needs to be written that describes the outcome. eg To be able to convert 50% of customers after one year from Product A to 90% use of Product B. The method to do this then needs to be agreed and documented with key dates and responsibilities. This may include reading technical manuals, researching customers, joint customer visits and practice role plays.


The same Sales Rep may need help with understanding certain technical issues. This assistance may come from someone else. Again the same process should be used.


Effective transfer of knowledge and skills is best achieved by a systematic approach that can be replicated across the organization. The first part of the process involves identifying learning and development needs. Another aspect is to help potential internal "trainers" transfer particular skills or knowledge and give them a simple process to do this without requiring a formal "train the trainer' program.
 
A brief five steps of instruction checklist will help inexperienced people teach key skills.

1. Tell the trainee what you want them to do.
Put the trainee at ease, check existing knowledge, create an interest in learning, state the task or subject


2. Show them what you want them to do.
Do the complete task at normal pace, stress key points.


3. Let them try.
Have the task done or subject explained.


4. Observe performance
Check understanding of key points, check against standards


5. Manage the consequences.
Positive; provide reinforcement or praise, negative; correct faults, neutral; after correct operation several times, the positive response can be reduced. If a person knows they are doing something well and of value they do not normally need continuous feedback from others.


We have previously written about Individual Development Plans (IDPs) that list the key development objectives and actions and who is responsible for their transfer. These are a vital tool in preserving, transferring and increasing the corporate knowledge. IDPs have the added advantage of tracking employees' growth and this can be a contributing element to motivating and retaining key staff in times of a talent shortage.


Business implications
While the approach described above will have obvious cost savings over external training, what often happens is not much unless someone deliberately makes it happen!


Retaining the expertise that gives your business its competitive advantage should be as important as looking after the physical assets - maybe more so because the physical ones can usually be replaced.


By: Paul Phillips
 


Paul Phillips is a Director of Horizon Management Group; a specialist human resource management consulting firm. He has over 30 years experience in HR and, while based in Australia, has worked in a number of overseas locations. www.horizonmg.com

Friday, March 22, 2013

7 Keys to Building Great Workteams

Suzanne Willis Zoglio, Ph.D.(Published January 15, 2002)
Fostering teamwork is a top priority for many leaders. The benefits are clear: increased productivity, improved customer service, more flexible systems, employee empowerment. But is the vision clear? To effectively implement teams, leaders need a clear picture of the seven elements high-performance teams have in common.


1. COMMITMENT 
Commitment to the purpose and values of an organization provides a clear sense of direction. Team members understand how their work fits into corporate objectives and they agree that their team's goals are achievable and aligned with corporate mission and values. Commitment is the foundation for synergy in groups. Individuals are willing to put aside personal needs for the benefit of the work team or the company. When there is a meeting of the minds on the big picture this shared purpose provides a backdrop against which all team decisions can be viewed. Goals are developed with corporate priorities in mind. Team ground rules are set with consideration for both company and individual values. When conflict arises, the team uses alignment with purpose, values, and goals as important criteria for acceptable solutions. 

To enhance team commitment leaders might consider inviting each work team to develop team mission, vision, and values statements that are in alignment with those of the corporation but reflect the individuality of each team. These statements should be visible and "walked" every day. Once a shared purpose is agreed upon, each team can develop goals and measures, focus on continuous improvement, and celebrate team success at important milestones. The time spent up front getting all team members on the same track will greatly reduce the number of derailments or emergency rerouting later.

2. CONTRIBUTION
The power of an effective team is in direct proportion to the skills members possess and the initiative members expend. Work teams need people who have strong technical and interpersonal skills and are willing to learn. Teams also need self-leaders who take responsibility for getting things done. But if a few team members shoulder most of the burden, the team runs the risk of member burnout, or worse -- member turn-off.

To enhance balanced participation on a work team, leaders should consider three factors that affect the level of individual contribution: inclusion, confidence, and empowerment. The more individuals feel like part of a team, the more they contribute; and, the more members contribute, the more they feel like part of the team. To enhance feelings of inclusion, leaders need to keep work team members informed, solicit their input, and support an atmosphere of collegiality. If employees are not offering suggestions at meetings, invite them to do so. If team members miss meetings, let them know they were missed. When ideas -- even wild ideas -- are offered, show appreciation for the initiative.

Confidence in self and team affects the amount of energy a team member invests in an endeavor. If it appears that the investment of hard work is likely to end in success employees are more likely to contribute. If, on the other hand, success seems unlikely, investment of energy will wane. To breed confidence on a work team, leaders can highlight the talent, experience, and accomplishments represented on the team, as well as keep past team successes visible. The confidence of team members can be bolstered by providing feedback, coaching, assessment and professional development opportunities.
Another way to balance contribution on a work team is to enhance employee empowerment. When workers are involved in decisions, given the right training, and respected for their experience, they feel enabled and invest more. It is also important to have team members evaluate how well they support the contribution of others.

3. COMMUNICATION
For a work group to reach its full potential, members must be able to say what they think , ask for help, share new or unpopular ideas, and risk making mistakes. This can only happen in an atmosphere where team members show concern, trust one another, and focus on solutions, not problems. Communication --when it is friendly, open, and positive --plays a vital role in creating such cohesiveness.

Friendly communications are more likely when individuals know and respect one another. Team members show caring by asking about each other's lives outside of work, respecting individual differences, joking, and generally making all feel welcome.

Open communication is equally important to a team's success. To assess work performance, members must provide honest feedback, accept constructive criticism, and address issues head-on. To do so requires a trust level supported by direct, honest communication.

Positive communication impacts the energy of a work team. When members talk about what they like, need, or want, it is quite different from wailing about what annoys or frustrates them. The former energizes; the latter demoralizes.

To enhance team communication, leaders can provide skill training in listening, responding, and the use of language as well as in meeting management, feedback and consensus building. 


4. COOPERATION
Most challenges in the workplace today require much more than good solo performance. In increasingly complex organizations, success depends upon the degree of interdependence recognized within the team. Leaders can facilitate cooperation by highlighting the impact of individual members on team productivity and clarifying valued team member behaviors. The following F.A.C.T.S. model of effective team member behaviors (follow-through, accuracy, timeliness, creativity, and spirit) may serve as a guide for helping teams identify behaviors that support synergy within the work team.
Follow-through 
One of the most common phrases heard in groups that work well together is "You can count on it." Members trust that when a colleague agrees to return a telephone call, read a report, talk to a customer, attend a meeting, or change a behavior, the job will be done. There will be follow-through. Team members are keenly aware that as part of a team, everything that they do --or don't do---impacts someone else. 

Accuracy 
Another common phrase heard in effective work groups is "We do it right the first time." Accuracy, clearly a reflection of personal pride, also demonstrates a commitment to uphold the standards of the team, thus generating team pride. 

Creativity
Innovation flourishes on a team when individuals feel supported by colleagues. Although taking the lead in a new order of things is risky business, such risk is greatly reduced in a cooperative environment where members forgive mistakes, respect individual differences, and shift their thinking from a point of view to a viewing point.
Timeliness
When work team members are truly cooperating they respect the time of others by turning team priorities into personal priorities, arriving for meetings on time, sharing information promptly, clustering questions for people, communicating succinctly, and asking "Is this a good time?" before initiating interactions.

Spirit
Being on a work team is a bit like being part of a family. You can't have your way all of the time, and - to add value - you must develop a generous spirit. Leaders can help work teams by addressing these "rules" of team spirit: value the individual; develop team trust; communicate openly; manage differences; share successes; welcome new members.

5. CONFLICT MANAGEMENT 

It is inevitable that teams of bright, diverse thinkers will experience conflict from time to time. The problem is not that differences exist, but in how they are managed. If people believe that conflict never occurs in "good" groups, they may sweep conflict under the rug. Of course, no rug is large enough to cover misperception, ill feelings, old hurts, and misunderstandings for very long. Soon the differences reappear. They take on the form of tension, hidden agendas, and stubborn positions. On the other hand, if leaders help work teams to manage conflict effectively, the team will be able to maintain trust and tap the collective power of the team. Work teams manage conflict better when members learn to shift their paradigms (mindsets) about conflict in general, about other parties involved, and about their own ability to manage conflict. Three techniques that help members shift obstructing paradigms are reframing, shifting shoes, and affirmations.

Reframing is looking at the glass half-full, instead of half-empty. Instead of thinking "If I address this issue, it'll slow down the meeting," consider this thought: "If we negotiate this difference, trust and creativity will all increase."

Shifting Shoes is a technique used to practice empathy by mentally "walking in the shoes" of another person. You answer questions such as "How would I feel if I were that person being criticized in front of the group?" "What would motivate me to say what that person just said?"

Affirmations are positive statements about something you want to be true. For example, instead of saying to yourself right before a negotiating session, " I know I'm going to blow up", force yourself to say, "I am calm, comfortable, and prepared." If team members can learn to shift any negative mental tapes to more positive ones, they will be able to shift obstructing paradigms and manage conflict more effectively.

6. CHANGE MANAGEMENT 
Tom Peters, in Thriving On Chaos, writes "The surviving companies will, above all, be flexible responders that create market initiatives. This has to happen through people." It is no longer a luxury to have work teams that can perform effectively within a turbulent environment. It is a necessity. Teams must not only respond to change, but actually initiate it. To assist teams in the management of change, leaders should acknowledge any perceived danger in the change and then help teams to see any inherent opportunities. They can provide the security necessary for teams to take risks and the tools for them to innovate; they can also reduce resistance to change by providing vision and information, and by modeling a positive attitude themselves.

7. CONNECTIONS
A cohesive work team can only add value if it pays attention to the ongoing development of three important connections: to the larger work organization, to team members, and to other work teams.

When a work team is connected to the organization, members discuss team performance in relationship to corporate priorities, customer feedback, and quality measures. They consider team needs in light of what's good for the whole organization and what will best serve joint objectives. Leaders can encourage such connection by keeping communication lines open. Management priorities, successes, and headaches should flow one way; team needs, successes, and questions should flow in the other direction.

When a work team has developed strong connections among its own members, peer support manifests itself in many ways. Colleagues volunteer to help without being asked, cover for each other in a pinch, congratulate each other publicly, share resources, offer suggestions for improvement, and find ways to celebrate together. A few ideas for developing and maintaining such connections are: allow time before and after meetings for brief socialization, schedule team lunches, create occasional team projects outside of work, circulate member profiles, take training together, and provide feedback to one another on development.

Teams that connect well with other work groups typically think of those groups as "internal customers". They treat requests from these colleagues with the same respect shown to external customers. They ask for feedback on how they can better serve them. They engage in win/win negotiating to resolve differences, and they share resources such as training materials, videos, books, equipment, or even improvement ideas. To build stronger connections with other groups, work teams might consider: scheduling monthly cross-departmental meetings, inviting representatives to their own team meeting, "lending" personnel during flu season, and combining efforts on a corporate or community project.

To compete effectively, leaders must fashion a network of skilled employees who support each other in the achievement of corporate goals and the delivery of seamless service.

 

Suzanne Willis Zoglio, Ph.D., is the author of Teams At Work: 7 Keys to Success, The Participative Leader, and Create A Life That Tickles Your Soul.

 

Thursday, March 21, 2013

12 Most Influential Books to Help Grow Team Leaders



Effective Team Leaders are always looking for ways to inform, inspire, and grow their people. How about books?

Business managers, school principals, and athletic coaches are all tasked with making their organization more successful but… the best way to ensure you develop and improve your organization is to develop and inspire your people!

The following list of titles is a tremendous resource for introducing and discussing ideas that will improve the people in your organization. Great team leaders realize that building a better sales force, or faculty, or athletic program is not achieved by providing content area knowledge and training only. Phil Jackson, who has coached two different organizations to a total of nine NBA Championship titles, is famous for giving his players books to read during their season together. But he did not give them books about basketball — he knew that to perform well as athletes, they needed to grow as people and teammates.

Take a look at the following list of the twelve most influential books to grow team leaders. As you read each title and its brief description, consider who on your team would benefit from the gift of its lessons and insights.

1. Leadership and Self Deception

This is a book by The Arbinger Institute that shares a parable about a business executive who is struggling both at work and at home. The main character eventually comes to find that much of his struggle is the result of being “in the box” — and his development is keyed by the realization that most of our problems are the result of self-deception and justifying self-serving behaviors. It is a powerful story that illustrates how we can sometimes “unwittingly sabotage relationships at work and at home.”

2. Made to Stick

People don’t just want to be heard, they want to be remembered. Chip and Dan Heath wrote this terrific collection of ideas and examples of how to make your ideas stick. All “sticky” messages throughout history have shared a few common traits, and if you are interested in crafting your messages to help them become viral and/or memorable, this book shares a number of useful suggestions. Be sure to have a highlighter handy as you flip through each chapter!

3. The Greatest Salesman in the World

Although the word “salesman” is found in the title, this book by Og Mandino is far less about sales than it is about living a quality life. The main character, Hafid, is in a short book that was first published in 1968 — but the 12 lessons that are shared by his mentor are tremendously powerful if they are followed each day. Profound in its simplicity, it will be a book that you want to read and reread throughout your life to be reminded of the priorities and principles it offers.

4. Success is a Choice

Rick Pitino is an impressive and successful basketball coach. This book gives us a valuable insight into why he has been so successful at every one of his coaching stops along the way. One of the main lessons it offers is that great teams must “deserve success.” Each point he makes, while relevant to teams in any field or industry, is supported by examples from his time at Kentucky. It is very effective as a collection of messages intended to help you and your organization understand how to build a culture of overachievement.

5. Soup

This book by Jon Gordon is a fable, much like his book The Energy Bus. What sets this story apart is its focus on building a great team and the importance of complimentary ingredients. Built on the idea that virtually every success is based upon the quality of the relationships you share with others, this story is a terrific reminder that team building begins with someone being willing to “stir the pot” and promote positive change.

6. The Five Love Languages

The golden rule is what we were taught as kids, but this book by Gary Chapman shares information that will help your people move beyond that paradigm and begin to enjoy the benefits of the “platinum rule.” Instead of treating people the way you want to be treated, we should treat people according to how they want to be treated. This is a powerful idea and is similar in importance to understanding team personality types and leadership style of influence that your teammates bring to the table.

7. Whoever Tells the Best Story Wins

No matter how knowledgeable or skilled you may be in your field, the ability to inspire and influence others is a requirement to accomplish truly great things. The power of stories is a tool that many teammates can benefit from discovering. In this “how-to” manual by Annette Simmons, you will learn that while most business communication is assumed to be effective when it is delivered in brief, concise, bulleted points, it is actually far more impactful to couch your ideas in a compelling story that your audience can identify with. Meaningful connections are made through stories, not by simply sharing information. This is a useful guide to help you begin to fashion stories to assist you with the process of building relevant stories.

8. Developing The Leader Within You

John Maxwell’s biblically based collection of leadership books have sold millions of copies but in my opinion, this is the best. He explains that the traits of great leadership can be acquired and developed, and provides examples and advice to assist you in that regard. Maxwell has been often quoted for saying “leadership is influence,” and this text offers insights into how you or others can maximize the amount of leadership you exert on your teammates and your organization.

9. The 4:8 Principle

Another book based upon biblical leadership principles, this book by Tommy Newberry takes one specific verse, Philippians 4:8, and expands upon it to emphasize the importance and impact of our thoughts and how they eventually manifest themselves as our reality. In an increasingly negative world, filled with people who harbor RATs (really awful thoughts), it is that much more necessary to remain focused on is what is honorable, admirable, and right. In fact, it may just be the wisest thing a leader can do and hope for people to emulate.

10. How to Win Friends and Influence People

This classic by Dale Carnegie, published originally in 1936, is one of the best known self-help books in history. That said, the lessons and examples that are provided will never go out of style because while technology continues to advance, our social and relational skills will always depend upon our understanding of how to create and maintain positive and mutually beneficial relationships with others. Human nature will never be outdated and this is a book that will forever be relevant and useful reading for leaders.

11. Fierce Conversations

If you are a leader, or if you are on a team with other people, there will come a time at some point that you will need to have an uncomfortable discussion with someone on your team. This book by Susan Scott provides you with the techniques and courage to confront those who need to hear the truth. It addresses the need to have internal honest conversations as well, but is mainly a collection of ways to approach situations you will likely encounter and shares useful ideas on how to build deeper and more productive relationships “one conversation at a time.”

12. QBQ! The Question Behind the Question

This last title is a tremendous resource written by John G. Miller. Strong leaders recognize the need to build a culture of accountability and this book, while a quick read, examines the powerful way that our questions either empower us or turn us into victims. Instead of asking “Why me?” or “Who was supposed to…?,” Miller encourages us (through real-world examples) to ask instead questions such as “What can I do to improve things?” This is an easy idea to implement and the decision to practice personal accountability will eventually filter down to everyone in your organization.

As Oliver Wendell Holmes, Jr. once wrote, 
“Man’s mind, once stretched by a new idea, never regains its original dimensions.”