You can teach someone to sell, but you can't teach them to love selling. Understanding an individual's motivations and cognitive abilities enables employers to match people to jobs that fit best with their natural abilities, not just experiences.
The cost of getting a new employee up-to-speed is typically 35-100% of their annual pay. Take the time to hire, or promote, the person with greatest chance of success.
Team-based work is more critical than ever, yet poor
communication, insufficient collaboration, and inability to manage the tensions inherent to teamwork continue to extract a massive tax on productivity and innovation. There is a science to effective team dynamics. Taking a data-driven approach to assembling teams and building trust creates a solid foundation for success.
To ensure effective leadership for your organization, you must:
1. Map leadership competencies to the business strategy.
2. Identify senior leaders’ fit to the required competencies.
3. Develop and execute a plan to address leadership gaps.
4. Embrace a philosophy of “leaders at every level.”
To be productive and engaged, employees need to feel they belong. When they feel out of tune with their organization’s values, or when they lose
trust in their leadership, their own performance suffers, and they can create a toxic work environment that undermines productivity.
Culture is not what you post on the wall. It is what the leaders do, what gets rewarded and what gets tolerated. A culture that supports the business strategy is intentionally designed, executed, and protected.
Roslyn Webber is the Principal and Founder of Seabold Consulting. Roslyn has an MBA in Organizational Behavior and Marketing from Northwestern University’s Kellogg Graduate School of Management and 18 years of human resources consulting experience. She was a partner in the benefits consulting firm Howard Johnson & Co. before it was acquired by Merrill Lynch. Over the years, her clients have included Airborne Express, Evans and Sutherland, Nike, Safeway, Kinkos, and Montgomery Ward (now Macy's).
Roslyn uses predictive analytics, skill assessments, and management training to drive success for her clients. She is an Associate with the Predictive Group which gives her access to some of the most effective, sophisticated tools in the marketplace, including the Predictive Index, Selling Skill Assessment Tool, Customer Focused Selling Training Program, and the Leadership Performance Index. She is a Certified Talent Optimization Specialist and a Certified Partner of the Predictive Index.
She is based in the Seattle area and serves employers throughout the Northwest.