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Your glory days are boring. Unless…

April 4th, 2013 by Kate Venier

Time slips away
and leaves you with nothing mister but
boring stories of glory days

-Bruce Springsteen

 Why would stories of glory days be boring?  Think about the last time you listened to someone recount a story of great times gone by.  Did the story engage you?  Did it bore you?  Was there a connection?

Some organizations with deeply rooted histories hold dear to old accomplishments and identities, resting on well-deserved laurels and reputation.  These are the revered ghosts of hard work and inspiring lessons, burned in the history books and held up as an example for all to aspire to.  At some point, however, there are fewer of the old guard left than there are new faces, and those glory days are merely words on a page – barely even two-dimensional.  Those idols lose their potency for lack of a face.

779hourglass

We have all seen the spate of publications in recent history about the changing face of the workforce.  There are multiple ways in which our work environments are changing but I focus here solely on generational differences because those dynamics are so fundamentally important to maintaining a well-oiled machine.  Organizations are made of and driven by people – human beings – and at some core level this should considerably inform how we think about leadership.  Sure, leadership is about decision-making, business acumen, coaching, collaboration, strategic execution… and it is also very much about motivation and engagement.  These are the levers that need to be available to any leader in order to make work not just happen but happen beyond expectations.

We are inarguably in a time when there are ever-increasing demands on our time, attention, energy and emotions.  This is a common thread in communities and corporations alike – and across generations.  As business leaders, how do we compete and in this case, how do we help our colleagues maintain strong alignment and focus to our business mission, vision, value and strategy?  By tapping into our human sides, our authentic selves, we can reach employees at any level with great impact.  I often hear clients talk about clearly communicating the “What’s in it for me?” (WIIFM) to participants of a learning initiative.  In that instance, it is all about making learning personal.  As leaders, we can take this into a generic context to think about how we connect the WIIFM for our colleagues.  The days of employees showing up and being present because they have to are quickly fading.  Much louder now is the need to give employees reasons to want to show up and give their all.

I’d like to revisit the idea of glory days for a moment.  A company’s legacy is important because it represents accomplishments through hard work – trial and error, failure and success – and can provide rich models from which to learn.  At the same time, fresh perspectives and voices are critical to a company’s evolution and relevance.  What most of us don’t realize is that glory days aren’t only about ancient history (so to speak); a great company moment could have happened as recently as last month.

A lesson is valuable regardless of timing and by changing our perspectives on what legacy means we open the door for greater inclusivity – across generations.  To invoke one of my favorite truisms, “It’s not an either-or, it’s an and-both”.  Engage your team members and colleagues by listening to and hearing their stories, ideas and perspectives, both mature and new.  No one point of view is better than another.  Being able to help colleagues consider and value all perspectives can help leaders draw the best and most innovative work from their teams.

How can you, as a leader, demonstrate the value of glory days new and old?  How can you facilitate connections around your team and across generations to encourage collaboration and engagement?

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How Can Singapore Maintain Its Financial Clout?

April 2nd, 2013 by Janine Carlson

Singapore is currently home to 123 commercial banks, 42 merchant banks, and five major finance corporations. It is the fourth largest foreign exchange market in the world; the second largest over-the-counter derivatives centre in Asia; and one of the leading asset management sites in the region. There is little debate about Singapore’s current status as one of the top financial centres in the world. But what will it take to maintain and enhance this position moving forward? A focus on human capital development.

Cindy StuckeyThe Business Times asked Cynthia Stuckey, managing director, Asia Pacific, The Forum Corporation, and other top business leaders to share their perspectives on how Singapore can maintain its position as a premier financial hub. Cynthia puts human capital development at the forefront of the discussion …and I agree wholeheartedly.

Here is what Cynthia had to say on the topic, as published in The Business Times

The Business Times: How would you rate Singapore as a financial centre, and in particular the ability of financial institutions here to service the fast-changing needs of businesses? Going forward, how can Singapore maintain its position as a premier financial hub?

Cynthia Stuckey: SINGAPORE has already established itself as one of the most powerful financial centres in the world, and is clearly a front runner in Asia thanks to a transparent regulatory environment, excellent connectivity, incentives for businesses, and the supply of high-quality finance professionals.

Going forward, while continued investments in areas like infrastructure are essential, what needs to receive more attention is human capital development.

For Singapore to maintain and reinforce its position as a premier financial hub, prioritisation should be in attracting, retaining, and advancing the value of its current and future crop of financial industry professionals. From c-suites to consultants, from local human resources to global recruits, there has to be a laser sharp focus on nurturing the right talent with the right skills.

In today’s highly volatile, uncertain, complex and ambiguous financial world, financial institutions need high-performing teams led by leaders who are especially trained to steer the company through change and challenges.

Training and development programmes are proven to increase productivity across industries, including banking and finance, and in securing long-term competitiveness. The Singapore government has long been cognisant of this and initiatives to advance competencies are sure to take precedence, moving forward.

The full article is available on The Business Times to subscribers.

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Something Fishy

April 1st, 2013 by Russell Miller

As a follower of this blog you will no doubt be aware of the passion that exists at Forum for driving the sustainability of learning initiatives. Here at Forum we invest a significant percentage of our R&D budget into finding ways to help our clients not only minimise the time to value of their learning initiatives, but to maximise that value over time.

Part of my role as leader of the Workplace Wellbeing team at Forum is to work with our clients to enable them to create the right environment in which to train. How many feedback forms have you read where participants complain about the lack of natural light, quality of the lunch or length of the day? Lots I bet.

The research that’s out there is compelling. Create the right environment in which to learn, and results follow.

One aspect in particular, nutrition, is well known to significantly affect how effective people are at learning. Personally, I know that without my morning croissant and coffee I’m as good as useless until lunchtime arrives. So what should you be on the menu at that lunch break during training programmes?

Fish.

Analysis of Forum level 1 data (happy sheets to you and me) over a 6 month period showed that where fish was included on the menu at lunch, the learning experience was rated on average 5% higher than where it wasn’t. More importantly, an analysis of level 2 & 3 data showed a 3% increase over a non-fish based lunch.

Mmm..._tuna_salad_sammich_(5958578436) By jeffreyw (Mmm... tuna salad sammich  Uploaded by Fæ) [CC-BY-2.0 (http://creativecommons.org/licenses/by/2.0)], via Wikimedia Commons

As learning professionals we are sometimes prone to look for complex solutions to what are in essence pretty straightforward problems. It turns out that the humble Tuna sandwich has a greater impact on the sustainability of learning than the majority of techniques we typically deploy. Next time you think about sustainment don’t forget the simple things when organising the training room:

  • Proper windows
  • A chair per person
  • Fish for lunch
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Winning with Point of View Selling—Despite Constraints

March 28th, 2013 by David Carder

Selling is going through a bit of a transformation.  An emerging practice is challenging the established approach of consultative selling.  It goes by several names, including challenger selling and insight selling—but they all focus on the notion of proactively bringing compelling ideas to customers that demonstrate significant value.  As we’ve written about in some previous posts here and here, Forum defines this practice as Point of View (POV) selling.

Our recent practitioner work and research has led us to see an issue that organizations are struggling with related to POV selling. As we’ve spoken about in our webinar, this approach to selling can be especially relevant in the sale of complex, multi-faceted solutions, where the selling organization has significant room to creatively redefine value, integrate offerings, customize, and invent.  In contrast to this, organizations with more fixed offerings are asking questions like:  “Can we apply POV selling to what we do?” and, “How creative can we be around defining value beyond our core products?”  Our recent work with a top-10 pharmaceuticals company provided a unique context to answer these questions.

A critical function for a pharmaceuticals company is its managed markets area, working with a wide range of healthcare organizations to get their products “on formulary,” or positioned optimally to be prescribed to patients.  Dramatic changes in the healthcare industry and significant competitive pressures prompted this pharmaceuticals company to consider POV selling—looking for ways to bring new ideas and sources of value to their customers.  However, not only are their products highly targeted to specific disease states, but they also must speak to the impact of each drug in precise ways, carefully regulated by their compliance organization and outside entities.

So, can managed markets sales people in a pharmaceuticals company use POV selling, in the midst of these kinds of constraints?  The answer is yes, though our work with them took a different approach than with other organizations.  We placed a premium on idea-sharing.  It turned out that the elite-performing sales people across the group were experimenting with unique sources of value that they could control (vs. needing to be funded heavily by the company) and that weren’t affected by compliance considerations.  We interviewed these high performers, designed and facilitated brief POV Selling sessions at their National Conference, and are in the midst of rolling out a series of highly tailored webinars throughout the year—focusing on how to blend the best thinking from across their organization, with the research-based POV Selling practices that we’ve defined for high-performing sales people.

Perhaps the best way for me to bring this work to life is to give an example of a bold point-of-view that one account director was able to implement with one of their key customers.  The customer was a healthcare provider in the southern United States.   The pharmaceuticals company wanted to create greater awareness for cardio-vascular health, which was relevant to several of their products—The healthcare organization wanted to target the Hispanic population in their state (a practice called Population Health Management).  The point-of-view/idea prompted by the Account Director was for the two organizations to collaborate together to put on a Heart Healthy Weekend event— where the organizations co-delivered promotional radio spots in Spanish and in English, co-sponsored the event, provided a range of interactive and educational activities, and had a significant impact on the heart health awareness for this key population, creating a win-win for both parties

This was one of many points-of-view that these sales people have been able to proactively bring to their managed markets customers—demonstrating that they can gain the benefits of Point of View Selling, despite the important constraints in which they need to operate.

For more information on POV Selling and to download the POV Selling toolkit, please visit www.forum.com/povselling.

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Getting Your “R” On

March 26th, 2013 by Melissa Powers

In my last post I said I would share my secret for being successful in sales as an introvert and here it is…I call it Getting Your “R” on.  This is really more than just the introvert’s guide to success. I see it as the recipe for success in business and life for both introverts and extroverts alike.  It is especially critical during these lean times where most of us are being asked to do more with less.  Almost everyone I encounter is working at warp speed, trying to get it all done, on time and on-budget. That’s okay for the short term, but it becomes difficult and draining to maintain a constant, demanding pace over the long haul.

I call it Getting Your “R” on because I recently had the opportunity to spend a few glorious days at Canyon Ranch.  It was the perfect time-out I needed to re-charge, re-energize and re-evaluate where I was in terms of my physical, mental and spiritual energy.  When I practice renewing my energy levels in these key areas, my mind is razor sharp.  I am laser-focused and am able to be more creative in the solutions I offer clients.  I ask better questions and have more productive meetings.  I am energized and passionate about what I do and what my company offers.  Clients can hear the enthusiasm in my voice.  Simply put, I am highly engaged and have found over time, much more successful.

The key for us as individuals is to respect and honor ourselves and our unique personality styles and what each of us needs when it comes rejuvenating our energy supplies, so we are at our best at work and our personal lives.  For introverts, perhaps Getting Your “R” on is about internal pursuits such as reading, running or reflecting. For extroverts, it may be more about an external focus such as relating and re-connecting with others. One of my favorite ways to re-charge when I am not at the “Ranch” is to spend time with kids and animals for some real play time.  Adults need play, and kids and animals are experts in this area.

By managing ourselves in this fashion, protecting and bolstering our energy we are able to be the best salesperson, parent or chief bottle washer that we can be.  Don’t wait until you take that vacation several months from now – ask yourself what you can do today or in the next hour to give yourself and your brain a break.   It can really be as simple as getting up to get some water, chatting with a co-worker for a few minutes and having a laugh or taking a walk around the block.  I promise you – you and everyone you encounter will be better for it!

I am excited to work for an organization that values this concept.  We recently had a sales meeting in which two very smart colleagues of mine ran a workshop on managing your energy.  There are great articles, references and resources out there for you to bring this concept into your work and life as practicing these principles will reap rewards in both areas.  For some tips to help you tap into your “R”, check out Harvard Business Review’s article Manage Your Energy, Not Your Time and the work that Tony Schwartz has done over the years around achieving peak performance on his website, theenergyproject.com.

So I ask you…what’s your “R” and how can you get it going today?

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Empowering Your Sales Team with The Right Mobile Apps

March 21st, 2013 by Forum Corporation

Is your business preparing for the future, or is it trapped in the past? Mobile devices, smartphones, and mobile apps are the newest wave of technology tools available to businesses.

According to a Cisco report, 64% of firms consider providing more mobility support a top priority for their business. Specifically, 47% want to support more mobile devices within their business, and 46% want to extend their business’s internal systems for mobile access.

So, what happens when your business hops on the mobile app bandwagon? 76% of businesses who utilize mobile devices reported increased employee responsiveness and decision making speed, and 60% reported faster issue resolution.

Read the rest of this entry »

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Sales Coaching: Driving Improved Results

March 20th, 2013 by David Robertson

In sales, coaching is the key to driving improved results; when you coach it demonstrates your real commitment to achieving the team goals, and Forum’s climate research shows that this is one of the key motivators of improved team performance.

To maximise your coaching impact, you should coach every day, and our experience shows that coaching is particularly effective if delivered before, during and after any learning experience. Most sales managers have coached in the field and know the value of being on hand to support planning, observe performance and give feedback. However, with our help, some of our clients are now extending this good practice to the workshop experience.

The coaching dialogue should be at the heart of the learning experience, and this needs to be owned by the coaches (sales managers). Coaches set the context, check and challenge reality and provide the encouragement and support to help the salesperson move from concepts to business outcomes. They help salespeople identify the ‘low hanging fruit’ and through providing relevant scenarios, stories and examples integrate the concepts, tools, processes, skills and behaviours into their world.

Coaching prior to the workshop

Four to six weeks prior to the learning event they meet and get aligned around the content of the workshop and the expected outcomes and together explore how they can be applied. This builds confidence and provides focus; it also provides the opportunity to select relevant examples and data from their workplace for use in workshop activities. They also explain their role in the workshop as activity coaches.

Coaching during the workshop

The workshop is an often a missed opportunity for coaching; having the coach in the room is key to providing real challenge and support which increases the relevance and rigour of the learning experience. If the salesperson can’t think of a context or scenario then the coaches can provide one, they get involved in activities and provide active feedback, they observe performance and build their coaching agenda. Their presence at the workshop reinforces their role as coach and helps to embed this role with their salespeople.

Coaching after the workshop

This helps to drive results through focusing the application of their learning where it will make most impact on your key metrics. Coaches help salespeople to evaluate the outcomes of applying their learning, exploring the impact on revenue, orders and contracts etc. Coaches link to strengths, development needs and business priorities and provide regular feedback to reinforce progress and address on-going development needs. The most effective sales managers use this phase to have regular coaching conversations and organise coaching calls where they can directly observe skills, process, and behaviours in action.

For the sales manager this means spending more time as a coach, this creates a sharp focus on results throughout the learning experience which pays off through consistently producing salespeople who are motivated to apply their learning and improve their performance. This is what drives improved results long after the workshop experience.

 

Has your organisation had success with sales coaching? Share in the comments or on social media.

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Is your business reliant on expert novices?

March 18th, 2013 by Holly Gage

Perhaps it was the influence of our gloomy economy or maybe it was inspired by the excitement and success of the London Olympics.  Whichever it was, the UK saw an abundance of research published in 2012 focusing on the benefits of leadership and management development.

Through all this research we discovered that:

  • Nearly three quarters of organisations in England reported a deficit of management and leadership skills in 2012 (Learning & Talent Development, CIPD, 2012)
  • Ineffective management is estimated to be costing UK businesses over £19billion ($28billion USD) per year in lost working hours (Business Benefits of Management & Leadership Development, CMI, 2012).
  • “93% of respondents expressed concern that low levels of management skills are having a direct impact on their business achieving its goals.” (The Leadership and Management Talent Pipeline, Institute of Leadership & Management, 2012).
  • 40 per cent of managers predicted that management skills shortages would have a damaging impact on their organisation in the next six months (CMI Economic Outlook survey, April 2012).

Much of this research acknowledged that first-line managers, those often in their first leadership role, are typically the most neglected group despite the fact that they have such an impact on the business.  They are expert novices left to sink or swim, caught out by a situation in which they are recruited based on their technical skills but are not provided with the necessary skills to be effective people managers in their new role.

One of the biggest concerns to emerge from this research was the findings from the CMI that first-line managers are the least engaged group of all levels of leaders.  First-line leaders are arguably the most important group precisely because they are the linchpin in directly engaging a large proportion of the workforce.  They are responsible for communicating strategy and enabling employees to succeed.  If they are not engaged how can they be engaging?

Forum’s own research has identified four specific people-leadership areas in which highly-effective first-line leaders develop mastery.  Join us on our webinar next Wednesday (27th March) at 11am GMT when we will be sharing details of the leadership practices that effective first-line leaders need to develop.

You can register here.

Do you think there is a first-line management crisis? What do you think businesses need to improve to better support these leaders?

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Forum Named a Top 20 Sales Training Company by TrainingIndustry.com for Third Consecutive Year

March 15th, 2013 by Forum Corporation

2013 Sales Top 20 seal-small jpeg

Forum is pleased to announce that we have been named a Top 20 Sales Training Company by TrainingIndustry.com for a third consecutive year! As with any honor, this award would not be possible without the continued relationships of our exceptional clients and partners who work with us to help salespeople develop strategy-specific skills.

TrainingIndustry.com compiles its annual Top 20 Sales Training Companies list to continually monitor the training marketplace for the best providers of outstanding service, and a proven track record for delivering superior sales training and improving the impact of the sales organization.

TrainingIndustry.com selected us based on the following criteria:

  • Industry recognition and impact on the sales training industry
  • Innovation in the sales training market
  • Company size and growth potential
  • Breadth of service offering
  • Strength of clients served
  • Geographic reach

In addition to our clients, we would also like to thank TrainingIndustry.com for this award. We are humbled!

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Do kids today learn differently (and why should corporations care)?

March 13th, 2013 by Beth Griep

I have to admit there are days when I long for a simpler time—when learning happened in school, when teachers were always right, and when homework happened at the kitchen table between 3 and 5.

When, as I entered the workforce, a secretary opened my mail and removed the “trivial” while putting the “important” into that two-tiered in-box on my desk. When I had at least 2 days to move things from “in” to “out.” When I had to go to the library or bookstore to read the newest thinking on a topic. And when I actually got to leave my office to attend training.

Those were the good old days—at least they were my introduction to corporate learning. I will bet that many of you have similar memories.

Our kids and the next generation of corporate workers will remember very different “good old days,” and this will influence what they expect from organizations they work for.

This week, I had an opportunity to experience firsthand how some innovative educators are shaping the next generation’s learning experience. PlaStudents learning at Playmakerymaker School, part of New Roads School, in Santa Monica, California, is focused on preparing students to enter today’s global workforce. Using innovative learning tools, Playmaker students are forming new expectations for the learning experience. We can be sure that they will bring these expectations into our organizations in the not-too-distant future!

Joe Wise, who is co-director of Playmaker School and director of the Center for Effective Learning at New Roads School, gave me a quick tour of Playmaker. I was struck by its innovative learning space: open tables, video cameras suspended from the ceiling in a large “adventure room” collaborative space, and two classroom-sized “ideation” and “maker lab” spaces. In the larger collaborative environment, a Playmaker educator is not situated in front of a class as a lecturer, but instead she roams throughout the space as a guide and advisor—walking on oriental carpets amongst learners sitting on the floor—listening in and offering advice and instruction as needed. Even more impactful is the obvious engagement of students: freely moving in and out of spaces, working in small breakout groups, and shooting quick video clips on their laptop in the parking lot.

After my tour, Joe and I sat down for an informal conversation about kids and learning today. It became clear that we are both struggling to evolve learning in an information-rich, fast-paced, and rapidly changing context. Here are four key themes that I took away from the conversation about how Playmaker and the Center for Effective Learning are innovating learning:

  • Learning is an active and engaging process. Students use games, simulations, and inquiry to create meaning.
  • Learning is collaborative. Students engage in active conversations with teachers, experts, parents, and one another.
  • Continuous Learning is the objective. Students are exposed to best practices for lifelong learning, including conscious practice, openness, reflection in action, and experimentation.
  • One tool for all users (teachers, parents, students). A real-time tool that enables collaboration, assessment, information sharing, and student management over time.

What does this mean for those of us who will inherit Playmaker’s learners as they enter the corporate world?

  • Engagement is not optional. In many corporate classrooms today there is a captive audience. But learners are now beginning to expect that learning be informative and engaging. And their expectation will expand. We should endeavor to offer more engaging learning experiences: real-time projects, simulations, learning games, and apps.
  • Collaborative learning over time gets results. As technology allows individuals and groups to extend beyond traditional boundaries, organizational learning (and organizations in general) will be expected to embrace true collaborative work processes. Get ready for your students to expect traditional role and hierarchical structures to disappear from the learning process. Call the CEO and get her take on the strategy? Sure thing!
  • Individualized learning. If students in primary and secondary schools can complete an assessment and then plan their own learning curriculum (with input from their parents, of course!), why can’t learners in organizations do the same thing? Get ready for learners to want to sit in the driver seat and make learning choices. While strategy-driven curriculums will remain critical in the future, learners will likely expect a broader degree of freedom to engage in diverse learning experiences.
  • Individual real-time feedback. When a Playmaker School student submits an assignment online at 10:05 A.M., the teacher may well review it and provide a comment or further direction at 10:30, and the student then might ask a clarifying question at 10:40 and revise the assignment by 1:15—all of this on the New Roads Learning Tool. Facilitating such a level of interaction with subject-matter experts will require corporations in the future to rethink how they curate the learning conversation—one learner at a time—and link individual learning to group learning.

I left my meeting with Joe feeling hopeful and energized about opportunities to increase collaboration with educators around the world. Let’s take our own advice and collaborate across geographic, corporate, and political boundaries—because these are the good old days!”

Is your organization prepared for the next generation of workers? Leave your comments below.

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