Talent Management Trends in 2012

The devastating impact of the recession is hopefully nearing and end and as it does changes begin to take precedent. During every recessionary period there are changes in politics, economics, technology and even demographics. Yet many do not often speak of the changes in talent. Yes, with the numerous organizations now needing people to drive new production numbers and those “survivors” seemingly desirous to take a leap there will be many changes in the year 2012.

Many organizations have learned the hard way not to be tactical. The trends coming in the year ahead will require organizations to become more strategic and deliberate in the manner in which they maintain talent. Organizations must come to realize that talent is an asset NOT a liability and when treated correctly they are the linchpin to organizational success. To that end here are some of the items to look for in the year ahead:

Where Oh Where Is the Hiring? – In the age of “there is an app for that” one does not have to think hard to understand that technology recruitment will be large. Developers and project managers will be in chronic need. And as many organizations re-engineer products to move towards the “cloud” there will be a dire need for facilities managers, critical systems and data center managers.
The Role of Social Media – While many including myself are not the world’s greatest advocates of social media, suffice to say it is here to stay. Employers will continue to use social media outlets for background checks and to discover new talent for projects. When individuals are visible similar to products they become more noticeably attractive to organizations.
Changing Demographics – As I research global business trends it is easy to see the fascination of changing demographics. The United States, and the BRIC countries are seeing more individuals entering retirement age sucking not only talent by knowledge from organizations. The knowledge drain has been an issue for sometime but the bigger issue is the lack of individuals to fill positions. According to research India has the youngest amount of individuals under the age of 15 ready for work. This will mean global outsourcing to extremes never experienced.
Going Virtual – From gasoline to a plethora of commodity products everything has gone up in price. And when commercial and residential real estate begin to escalate again in value so too will commercial space. With many individuals desirous of a work – life balance and organizations becoming leaner for the future, many companies will re- engineer the work team to virtual work. And this will also bring down the cost of travel. With the use of text messaging, Skype and online meeting services such as GotoMeeting there is less of a need to be in the office. And individuals can get work completely wherever, however and whenever possible.
Temp or Bust – While there appears good news across the spectrum the facts are that we need to add more jobs than what is currently available. It appears that organizations will remain cautious about hiring while also becoming keen to employment volatility. Let’s face it; the notion is always about the bottom line. And with health care costs continually rising, organizations will need to keep costs low. The best way to remain profitable is hiring contingent and temporary workers. Doing so helps with three vital elements: 1) firms keep costs low by making contingent employees pay for taxes, benefits and office space, 2) rapid application and production are possible by hiring contingent workers across the globe working round the clock to deliver time critical products and services 3) organizations can move more quickly through product cycles and quality care by using more “quick strike” efforts to move product. This notion will also hold as employees dislocate the time honored loyalty factor for both work/life balance and more interesting work.
Attention to Retention – As organizations begin the shift to new workers the “survivors” of the recession will desire new work. Let’s face it the long days and routinized work have angered but also bored workers. Similar to adolescents that bore with the same toy, workers will want to move on to new opportunities.
Benefits or Bust – Like commodities benefits for many organizations have gone through the roof and do not look to be much better. Organizations because or healthcare and taxes will seek other means to develop benefits that not only retain existing talent but new. Ideas such as daycare, flextime will be some methods afforded. However, for many years the training industry extorted huge amounts of time and money with very little results. Organizations have seen through the fog and will no longer pay as much for soft skills development. Additionally firms have seen minimal results with online learning. As such there will be a shift where employees will need to invest in their own development and this will become part of the their annual MBO’s.
Customer Service – Firms have watched with reverence at organizations that excel in customer service. Rather than fight they realize the need and will work harder at hiring the right talent for the right culture and to embed customer service to the organization. Too many CEO’s now see especially in a service-based economy the importance of customer-centered relationships.
Age Before Beauty – Many reports now state that pension and retirement income was diminished due to the recession. To that end many individuals will unretire and return to work. Organizations must accept these individuals and work with them on skills to be used in productive places but not before helping them understand the technology portion to keep pace in a competitive society.
What Gets Measured – If the year 2012 is known for anything it will be measurement. In the end it is all about results and everyone from the washroom to the executive room will become more accountable. What gets measured gets repeated.
All Hands on Deck – Innovative technology has proven many things. However, in the age of the iPhone, Android and Internet Television we learn it is not only about leaders and bytes but job rotation and collaboration. The Android and iPad technology has expressed the need to share jobs and rotate the “best minds” through product development to expedite products. Individuals will desire the ability to work on many things but also illustrate how to incorporate their passions/interests into new rapid application development.
Global Handoff – The use of virtual teams will mean that firms can produce and prioritize 24 hours per day. With shifts to global workteams, organizations can hand off products and services to alternative time zones so that these firms become more international and can service, support and produce all day.

The biggest challenge to any executive leader is talent; always has been and always will be. The problem is that many cannot because a) they lack the time and b) albeit an issue to be discussed in an upcoming column human resources is not part of the organizational plan. However, as executives look to remain competitive in a post recessionary world the need for talent, speed and acquisition will become hot topics. This will mean the difference between surviving and thriving in a post recessionary world.

Drew Stevens PhD is a talent management and organizational expert with over 30 years of experience. He can be reached at 877-391-6821 or through his website http://www.stevensconsultinggroup.com

Overcoming Sales Hurdles

Through trial and error we understand that the more issues remain the same the more they must change. Research in a myriad of periodicals mentions numerous challenges for organizations especially in the selling process. New issues abound daily impacting how selling professionals meet buyer’s needs.

What we know are the following:

➢ Decision Makers are hard to find. There are so many responsibilities for people that trying to find the time for discussion is difficult. Additionally, since organizations tend to focus on lean, more people are making decisions rather than management. A recent Wall Street Journal Report states that personnel without authority to purchase a laptop can plan a regional meeting with a budget of $500,000!
➢ Competitive Neutrality. The proliferation of the Internet and information is challenging. Buyers comprehend more of your organization than your own sales force!
➢ Organizational labyrinthine. Globalization, rightsizing, mergers and multitudes of organizational transformation are as perplexing as discovering the DaVinci Code. Reporting lines and decision processes are difficult.
➢ Financial Planning. The one constant is decreasing divisional funds. Agreement is reached only to discover the unavailability of funds.
➢ The best defense is unclear. 15 years ago, training your sales force was mandatory. With tightening budgets and productivity issues, selling professionals are sent into battle without armaments.
➢ CRM. The sales tool offered to assist selling professionals is underutilized and mis-understood.
➢ No Teamwork. Sales require more collaboration with the marketing department.

With over 27 years of research and analysis with numerous organizations we constantly hear about sales excuses- no return calls to numerous voice mails. I have made return calls to interested parties only to never hear from them again. The world has become more complex and navigationally difficult.

Read any present newspaper or periodical and you will begin to acquire the phraseology of the “knowledge economy”. This is defined as an economy based on creating, evaluating, and trading knowledge. In a knowledge economy, labor costs become progressively less important as opposed to the amount of knowledge acquired by individuals and organizations to become more effective. Simply put, the more information one has the more knowledge one gains. Content is king! This is the key differentiator.

Selling professionals similar to your clients must be content experts. Clients desire trust and respect and they desire intellectual conversation. Drop the features and benefit discussion- these left when public seminars did. Your clients crave illustrious council. Selling professionals must be advisors, consultants and experts. This is vital to your business success.

There are some rules about sales:

1. There are simply four techniques of selling that are vital. One does not need numerous methods and training. Learn the four simple steps and you will sell more than you realize.
2. There is no basic selling rule or principle that has been discovered in the last hundred years.
3. One needs to take these principles and use them daily. Practicing these rules and making them a habit in your daily life will make you better.
4. Do not rush learning. Rome was not built in a day. You must learn daily and practice daily but without haste and impatience.
5. Evaluate yourself. Be critical and learn by what you are doing and not doing to become better. Be honest in your assessment.

The one issue of selling never expressed in training or research is that it is not event based or linear. Selling is a process, it takes time, it takes effort and it takes patience!

Original sales article published here.

Monday Momentum with Dr. Drew

“Everything you want is out there waiting for you to ask. Everything you want also wants you. But you have to take action to get it.”

Jules Renard quotes (French Writer, 1864-1910)

As an avid reader of the conquest of American History I am often reminded of the stories of the Gold Rush. Those that sought gold traveled far to stake their claim to fortune. They traveled far and through rough terrain to capture their dream. American history is rampant with stories of those taking action and subsequent risk to seek out new futures and fortunes.

The contrast today is the laziness of many. Rather than diet and maintain nutrition individuals use a remote in search of the 6-second workout. So many are in a rush they do not signal on highways while others text and drive. Rather than make their own luck they lament by victimization therefore seeking alternatives to work.

If you want a new future stop the folly of laziness and do something. I am amazed when selling professionals and their owners blame customers, the economy and political issues for lack of business. 92% of selling falters because of a lack of a process and more importantly the lack to establish a relationship. Stop whining; stop making excuses and start creating a new future. If you want to reap you must sow. Seek out an education and invest in resources to help you. Gold miners worked for their fortune why shouldn’t you.

There are 7 techniques you can use daily to assist you preparation efforts. Get the 7 Secrets to Sales Preparation by emailing me today. Ask about our Free 30 Minutes “Sales Acceleration Coaching Clinic” to help you gain immediate sales result!

Drew Stevens PhD is one of the worlds leading experts in sales and sales skills. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. With over 25 years of sales experience and business leader, Dr. Drew has extensive experience in assisting both entrepreneurs and selling professionals to experience higher efficiency and effectiveness. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness offering tips and techniques that immediately improve selling performance.

Muscle up Monday with Dr. Drew

Quote of the Week
Branding is no longer for Fortune 500 companies and Madison Avenue agencies with excessive budgets and inadequate tracking.

Personal branding is about managing your name — even if you don’t own a business — in a world of misinformation, disinformation, and semi-permanent Google records.

Going on a date? Chances are that your “blind” date has Googled your name.

Going to a job interview? Ditto.
Tim Ferriss

Read more: http://www.gaia.com/quotes/topics/branding#ixzz0V3J2fGRe

Thought of the Week
Even in selling brand is vital for business success. If customers and prospective customers are not speaking about you then you do not have a brand. In the age where consumers see over 10,000 messages per day, clutter is the norm. It is then vital for the seller/marketer to create differentiation and be heard above the din. What are you doing to create brand and be heard.

Best Practice of the Week
It is necessary to create strategies that engage your brand. To proliferate your brand engage in numerous activities around your consumers. Speak, write, network, teach, and volunteer are activities helpful to having people see you and discuss your differentiation. Invest in ideas and issues that allow customers to be attracted to you. Which is easier awaiting a phone call or creating the activities that make it ring? Do not be a spectator create those activities that keep you in the field of play!

About Dr. Drew

Drew Stevens PhD works with individuals and organizations to dramatically accelerate revenue growth. Dr. Drew is the author of six books including Split Second Selling and the soon to be released Ultimate Business Bible. He is also the creator of the Sales Leadership Certificate one of only 14 programs in the United States offering an accredited degree in the profession of selling and has a top ranked podcast called Sales Fitness with Dr. Drew. To book Dr. Drew for a workshop or keynote Contact Dr. Drew or to obtain is Marketing Acceleration Worksheet to help you create brand recognition.

Heat Up Your Cold Calling

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Coach Drew Stevens provides some sintilating tips on how to cold call in these difficult economic times. Interestingly enough it is not as difficult as it appears. Cold calling gets down to three vital elements and the overarching desire to succeed. If you can maintain confidence and aggression and follow Coach Drew’s three simple rules you are destined to beat the competition, create allure and close more business!

How to Build a Brand

Drew Stevens, a U.S.-based marketing consultant, said many people think brands take years to develop. Not so, he said. A brand can build credibility quickly as long as there’s demand for the product or service, as long consumers develop trust in the brand’s reliability, and as long as there’s good, and constant, communication about the brand.

How to Avoid Self Sabotage

With the conclusion of the year, holiday stress, and economic pendulum swings, it is very easy to self-sabotage. Statistics prove that internal stress is the key factor in self-sabotage. More important, we sabotage because we focus on negative aspects; we focus on failure. Research shows that individuals have a fear of failure, but too often the real problem is fear of success. Failure is a manifestation of looking at the past. Our success lies in the future. Self-sabotage is really a form of denial. It also brings up the question of what is versus what can be. To avoid sabotage you must respect YOU and you must view the future. You must learn to love yourself.

Are you going to allow the negative self-talk or are you going to build a better future, brick by brick? There are seven vital techniques to avert sabotage.

1.    Self-Talk – Terminate the negative self-talk. Negative behavior and talk stimulates depression and anxiety. You must look in the mirror; understand the positive aspects you provide. Create positive speak, avoid negative terminology, and change your body mechanics. Smile at others and smile at yourself.
2.    Failure – Simply avoid it. Do the things you hate to do first. Sabotage stems from individuals believing they will fail if they attempt something uncomfortable. Not true. Failure is learning, creativity, and innovation. Some of our famous ancestors failed and created great things. King, Lincoln, Bell, and others believed they failed, only to have their dreams come true. Stop worrying about failure; it is the best education. However, in order to fail you must confront it head on and remove yourself from the comfort zone. Stop procrastinating today!
3.    Positive People – Depression and anxiety manifest when we gather with other negative people. Avert disaster by moving away from those that depress you. Think and Grow Rich by Napoleon Hill discusses the power of the Mastermind, small groups that share similar desires educating each other. Move away from those that anger you and befriend those that awaken your dreams, incite your desires, and expose your creativity.
4.    Passion – Conviction and love is movement. Passion ignites the mind and the soul. Self-sabotage arrives when you work at a job. Life is too short for employment with organizations that treat you as a liability. Moreover, working for something that you abhor makes you remorseful. Find opportunities that ignite your spirit and provide a sense of purpose.
5.    Self-Esteem/Confidence – Self-sabotage requires the elimination of limiting beliefs. What is a limiting belief? Limiting beliefs are those things you believe that place limitations on your abilities. Such beliefs are true and others false, but we use them as a brake to deter us from making what appears impossible, possible. For example, many individuals state, “I do not have proper experience—I will not get the job I want.” Alternatively, others state “I do not have any luck—I will never meet the decision maker.”
The level of experience might be true. Your level of experience and skill might hinder certain jobs but if you do not apply, you do not get the job! If you desire luck, try sitting in a gambling hall. Luck does not create opportunities; experience, aggression, and focus get the decision maker.

Our mind creates limitations from things we experience and habits we form. You must reset your internal GPS to determination, then you set you mind to accomplish anything you desire. Don’t believe it? Determination ended a bloody Civil War, brought a man to the moon and gave us our first African American president! Confidence begins with a belief in YOU!
6. Pleasure – The easiest method for ending self-sabotage is doing pleasurable things. Misery creates company, but pleasure manifests power. Take the time to do things you love to do: listen to music, read a book, take a walk. Scientists have proved that our mind requires rest. Thinking of negative issues and limiting beliefs creates energy and polarizes our thinking. Conducting pleasurable activities produces endorphins in the brain that relax the mind and decrease our breathing and heart rate.
7. Action – The difference between “fortunate” and insignificant individuals: they take action. Self-sabotage is embodied from habits. Detaching habits takes time: 21 days exactly. If you truly desire change then you must take actionable steps to eliminate your self-sabotage. Set timeframes that are reasonable.

Creating a toned and symmetrical body takes time and energy. You cannot go to the gymnasium once and expect a favorable result. Change takes time, effort, and, most important, discomfort. Get out of your comfort zone, indulge in (good) pain, and eradicate self-sabotage forever!

Yin and Yang of Business Building Featured in Salesopedia

According to the American Marketing Association, marketing is the organizational function and set of processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders. Now that is a lengthy definition that means, get your attention, provide you value and keep you forever. Easier to remember isn’t it?

To aid your marketing efforts, capitulate that you are an Insurance Agent. You are a marketing professional. Yes there are numerous denominations for the profession: consultant, traine
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Read more…

FREE Tele-Seminar on Selling in Tough Times

In response to the demand for low cost quality information to gain more business in rocky times, I’m excited to announce my FREE Teleseminar on Thriving in a Volatile Economy.

I have been living and teaching accelerating business growth for over 30 years; the principles in this program have allowed me to operate five successful businesses during three recessions. Now, I will show you how to thrive in economic uncertainty and where to find hidden treasures of gold.

Remember, to be on the field of play you need to take action. I have reserved a spot for you to be one of the first to learn about this program. Take action and join us on Thursday December 18, 2008, learn the “Secrets” and start your New Year in blazing speed.

If you would like to make a reservation, please visit:
Click here to Register or follow this link: http://TinyWebLink-001.com/?pid=4542695

You need to register today, my lines are limited and the last one was completely sold out.

Wishing you success,

Drew Stevens

P. S. For the first 50 registrants I am offering my FREE Special Report – “Thriving in the Current Economy”. This 15-page report provides techniques and strategies to find business now!