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How to attract and retain great salespeople

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In the age of the customer, the consumers have gained significantly more knowledge and control over the sales process than any time in history – they have a huge variety of options available, they are digitally active and they are less dependent upon the sales representatives, and their expectations match up their investment. While the customers’ habits and behaviours have changed, the universal sales strategies have remained basically the same.

In a recent research study done by Cranfield Management School, it has been revealed that 90% of the people working in sales are facing major difficulties in making an effective pitch. That is why good sales reps represent a competitive advantage for every business, if they have them.

Also in regard to people in sales, David Thorp, the director of research and professional development at the Chartered Institute of Marketing had this to say: “First-rate salespeople are focused and can target potential customers effectively. They understand which customers have the money, authority and need to buy from them.” He continued stating that “They also build strong relationship with customers, which is key to customer retention. It is worth investing the time and the money in getting good staff, as they will be able to add much more to an organisation’s bottom line than poor sales staff, which can be a liability.”

The selection you make regarding sales people will determine the success of your organisation. If you are willing to invest time in the selection process, this will solve half of the sales job. Competent sales reps know how to highlight the numerous benefits of your product or service. These people are skilled in detecting possible prospects and quick in surmounting any objections that may come along the way. Sales professionals are able to sell effectively in the most adverse situations and even in the world of cut-throat competition. What makes them so efficient is the fact that they possess an internal drive towards achievement, a fantastic sense of seriousness to sort everything out and accomplish their goals, even when the external factors are detrimental to their cause.

As mentioned above, the selection process is very tedious, but extremely important. This means that even if you find a good sales rep that doesn’t mean you found the most suitable candidate for your organisation. When selecting, there are two key aspectsthat you must take into account, besides the person’s capability to sell:

  1. Is that person compatible with the company’s culture? – If the candidate and the rest of your team do not get along, then it’s crystal clear you do not wish to hire that person. As soon as your sales numbers grow, this will involve support from the other departments in your company. If the departments despise sales, it is absolutely certain you won’t get the profit you expect due to the fact that the sales department won’t receive the help it needs.
  2. Does the candidate understand what exactly are you selling? – If a sales rep doesn’t understand what your organisation is selling, how can you expect them to sell anything? Although they may get lucky a few times, you must be certain that they acknowledge what the company is selling.

In order to get an idea of what a good salesperson is, I recommend you start evaluating every encounter you have as a customer. What are those people doing that makes you feel comfortable about doing business with them? Learning to detect good sales reps represents the first step and it is of upmost importance.

Thoroughly Evaluate your Sales Team

Although sales are an area where results speak for themselves, you must also evaluate the process through which your team does make the sale – it is obviousthat if they don’t have good results, something in their sales process is not working accordingly.

In order to solve this problem, evaluate how your team implements every sales process from start to finish. Afterwards, you can properly assess where they are struggling, why, and help them through coaching. It will greatly benefit them by developing their skills to overcome each step necessary them develop their skills for each step necessary.

Use a Sales assessment for your team

For a proper assessment of your sales force, you need to weigh in your current staff, but also candidates you wish to hire. If you do this in an effective manner, you will know for certain that every sales rep you bring in will possess all the necessary personality attributes to perform at a top level and have high sales results.

One of best ways, if not the best way, to evaluate your staff and candidates is to use assessments such as: GR8 Sales, GR8 Teams and GR8 Engagement. The questions and issues raised by these evaluations will help you determine if the candidates have at least one of these traits:

  • Building Client Relationships
  • Sales Process Management
  • Understanding clients’ needs
  • Enthusiasm
  • Loyalty
  • Respect
  • Perseverance

If the candidates you evaluate score high in at least one of these traits, that means he is a driven individual and there is a great amount of opportunity for success as a “hunter” representative of your sales department. Afterwards, you can have another interview with him in order to be sure that person fits to your organisational culture, thus making an informed decision about a future employee.

How to Improve your Sales Team Results

Offer them as much constructive feedback as possible. You cannot expect your team to improve if they are unaware of the mistakes they are making. This is the reason why it is imperative to have regular meetings with them to offer them support and advice on how they are performing.

When you offer your thoughts on their progress make sure you include both the positive and the negative feedback. In order for your team to improve, they must realise that besides their strengths they also have weaknesses. Nonetheless, keep in mind that negative feedback is for one-on-one meetings only. If you criticise a salesperson in front of his colleagues, he may start resenting you, start working poorly and have a low level of engagement. If this takes place one too many times, high employee turnover is right around the corner, and it can cost your organisation a large sum of money.

Present your team with the best tools and resources for them to thrive

After you evaluate and assess your sales team, by now, you should have a clear idea regarding the areas they are struggling at that moment. Given the fact you have this information, search for the right tools and resources your team requires in order to help them surmount the deficiencies they are encountering.

Let’s say one of your employees is experiencing problems with productivity because he cannot allocate the necessary time for sales calls. For him to overcome this problem, you can research for the right type of scheduling programme to best fit your team’s needs. However, there are situations where your whole team can struggle with productivity. In this scenario, you may have to analyse their working process and establish which tasks can be automated. Implement the automation, leaving your team with more time to sell and less time on unrelated tasks.

The examples I have presented you are just a few ideas of how you can improve your team’s performance, but be aware of the fact that each sales team and person is unique and have their own particular needs. So as to pinpoint the exact problems faced by your team, remember to communicate with them constantly and assist them in finding the best solutions for the best sales results.

Assessing the salespeople, developing them and aligning the sales strategies should become a top priority for the organisations willing to thrive in the customer’s age. Great People Inside helps you find the right talent, the best fit for the job and your organisation. It requires deep knowledge of your own organisation’s culture and keen understanding of the candidate’s personality, strengths, interests, work style and other characteristics. Our technology and solutions will do the work for you, helping you find employees who can flourish and reach the highest performance required to constantly bring your company forward.

Request a free demo:

 

 

 

Sources:

www.marketingdonut.com.uk

www.entrepreneur.com

www.nasp.com

www.salesdrive.info

www.quicksprout.com

Overcoming the Recruitment Biases

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Do you or anyone you know have a sixth sense when it comes to recruitment? Is that “sense” completely unbiased and effective? If you answered “yes”, then you are definitely lying to yourselves.

While it is, indeed, true that some people have much more success in recruitment then others,  this happens, most of the times, due to their abilities slowly developed over the course of time and multiple errors.

How do you make up your mind when confronted with a decision? Well, people tend to prefer one of the two following approaches:

One of these approaches is using the “gut feeling”, that has been proven to be successful for them over the years. The main problem with this approach is that it can never be reliable enough. No matter how many times it helped you make the right decision, it will still be just a game of dice next time you use it. And, on top of that, have you ever considered what exactly is this gut feeling and how does it work? Bruce Henderson, founder of the Boston Consulting Group, defined it as “the subconscious integration of all experiences, conditioning, and knowledge of a lifetime, including the cultural and emotional biases of that lifetime.” This doesn’t sound very professional when it comes to recruitment, does it?

The second approach that people use when facing a decision is what they imagine to be the rational analysis. This approach consists of trying to methodically examine all the available information and data in order to reach a conclusion. This may sound as unbiased as it can get, but is it?

In most cases, even while HR managers and CEOs adopt and implement programs that they believe to be free of bias, they still fall short of addressing unconscious biases. Dr. Banaji, a social psychologist at Harvard University, explains that “discrimination is veiled, not explicit, but rather more implicit, unconscious, because we ourselves are unaware of it”.

In his book, Everyday Bias, noted diversity consultant Howard J. Ross points to many studies indicating that these sorts of blindspots are ubiquitous in our lives.  “Virtually every important decision we make in life is influenced by these biases, and the more they remain in the unconscious, the less likely we are to make the best decisions we are able to make.”

Some of these biases include:

Confirmation bias: The tendency for people to seek out information that conforms to their preexisting views, and ignore information that goes against their views. For example, when an interviewer forms a distinct opinion about a candidate based on a minute piece of information such as the college they attended, before the actual interview, he or she is succumbing to confirmation bias. Great candidates may not make it to the interview or be perceived as less competent than others because of these assumptions. Organizations may decrease their chances of hiring great candidates due to interviewing confirmation bias.

Ingroup bias: The tendency to favor members of your own group (or those that you have more in common with). This bias can result in making poor hiring decisions by choosing a candidate entirely based on subjective criteria such as shared interests, hobbies, education, age, professional background or even similarities of appearance or name.

Selective perception: The process of cherry picking the information that we do like to perceive, while ignoring the ones that would contradict our beliefs. This goes hand in hand with the ingroup bias. When we find a candidate that matches our initial preferences, we tend to notice only his or hers positive features, while unconsciously filtering out all the data that would contravene our viewpoint.

Status quo bias: The fact that we would almost every time prefer the familiar things – the ones that we are already comfortable with. This bias prevents diverse hiring by making us prone to selecting the same type of employees that we have chosen in the past.

All of these could interfere with our reasoning, so what can we do in order to overcome all of these biases and use an objective judgment when recruiting candidates?

Anonymizing candidate selection is definitely helpful, but it’s far from enough. Consider using one of these methods to ensure that your organization’s hiring process is bias-free:

One way would be what Dan Hill, an internationally recognized expert on reading emotions based on facial micro expressions and the CEO of Sensory Logic, told us about at the Great People Inside Conference: The New World of Work in Romania (you can see the whole video by clicking here). “People don’t think their feelings; they feel them. So at Sensory Logic we bypass self-reported, cognitively filtered input by going straight to how people most naturally reflect and communicate their emotions: the face.”

For 16 years now, they’ve been both the pioneer and the most careful commercial  practitioner of applying facial coding as a research tool to help clients lower risks and optimize marketing, products and other business solutions. Facial coding enables them to scientifically yet non-invasively capture, quantify and analyze the emotions shown.

Another great way to make the best decisions would be to use exclusively the assessment systems in order to narrow down the number of possible candidates to only a few before you involve any human judgment. Afterwards, you can make the final decision by consulting with the HR managers that you trust the most.

Great People Inside provides easy-to-use tools and processes to attract, assess, match, select, onboard, manage, develop, benchmark and maintain workforces anywhere in the world.

Finding the right talent, the best fit for the job and your organisation, can be a very challenging task. It requires deep knowledge of your own organisation’s culture and keen understanding of the candidate’s personality, strengths, interests, work style and other characteristics. Our technology and solutions will do the work for you, helping you find employees who can flourish and reach the highest performance required to constantly bring your company forward.

Request a free demo:

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Sources:

Mlodinow, L., “Subliminal: How Your Unconscious Mind Rules Your Behavior”

www.wepow.com

www.forbes.com

www.sensorylogic.com/

 

Wellness programs: an integral part of employee wellbeing

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In October 2016, a survey of 3,100 people conducted by CareerBuilder discovered that a high percentage of employees take sick leave due to the fact they are stressed out and sleep-deprived, not because they have fallen ill. This is an increasingly worrying issue.

Nowadays, employees find it difficult to maintain a healthy work-life balance and manage their stress levels, even after their office hours. At the same time, employers are dealing with this issue poorly because they are implying the employee is the one in the wrong. Some employers go to extreme lengths such as regularly checking their employees’ social media profiles in order to try and catch them in the act.

As mentioned above, workplace stress is a growing and troublesome issue, thus managers are recommended to look into various wellness ideas and programs in order to keep their staff healthy and productive.

First of all, you as a manager must gather all the available data on the current situation at the office. Surveys are a good tool to get a feeling on how your employees are feeling about their workload, satisfaction and engagement levels, and also what is bothering them. Transparency within the workplace is something very sought out and encouraged. Employees wish to be heard; therefore open communication should be an integral part of your organisational culture.

When your employees are regularly struggling to meet their deadlines and they have to deal with a lot of stress, their wellbeing will suffer tremendously, and they will eventually start losing sleep and falling ill.

Nowadays, technology plays a huge role in almost every aspect of our lives. Inevitably, we now have apps that help us develop a healthier lifestyle and diet. Given the attention employee health is receiving from HR departments these days, employees all around the world are encouraged to get fit through wearable wellness.

ABI Research has discovered that, over the next 5 years, 13 million wearable devices are going to be used in corporate-wellness programs. The most popular devices are: Jawbone’s UP 24 activity tracker, Fitbits and Nike’s FuelBands. They are used to monitor people’s movements, eating and sleeping patterns. Thus, using it in a corporate environment, colleagues can motivate one another towards a healthier lifestyle, leading to significant drop in sick days, fewer health insurance premiums and also a steep rise in productivity.

This type of technology has come a long way, given the fact that users can now set their own alerts to be reminded to hydrate more or to get out of their chairs for some exercise. The device also allows employees to connect with one another, form teams and compete against each other.

TheSquareFoot has emerged as one of the best employers through their wellness program. The company provided all their employees with UP bands to show them how much they cared about their health and wellbeing. It is becoming a prominent trend for companies nowadays to integrate wearable devices into their health plan because it can be an attractive way of retaining talent.  This is what Aron Susman, co-founder of TheSquareFoot, had to say about the company’s wellness program: “It is a totally different type of investment than paying for a gym membership because it becomes a talking point in the office. It also shows you are willing to try new things and create a team over and beyond just professional responsibilities.”

Wellness Program Tips

If you’re still not convinced about corporate wellness programs, I am going to present you with some tips from none other than Alan Kohll, founder and CEO of TotalWellness. Alan is known for his work with employers in order to carry out plans for improving employee productivity and health. Next, I will present you some of his most important tips:

  1. Incorporate games into the team challenges. As stated earlier, colleagues can use their devices in order to create teams and work towards a universal goal. Besides the fact that it will boost motivation amongst employees to utilise the devices, the overall office morale will greatly increase. In his past experience, Kohll has seen a lot of impressive accomplishments, such as: 10,000 steps in a day or 5 million steps over the course of one month.
  2. For companies that have offices across the country, a good example of employees engagement through wellness would be the following: You have one office in New York and one in California. A fun challenge consists of the number of steps necessary to get from one office to another. Employees will engage and motivate one another in order to reach their goal of improving their overall wellbeing, thus creating a more productive work environment where each member of the team feels encouraged and supported.
  3. Company culture is something every employee resonates with. Bring wearable devices into that culture. One of the best features of these devices is that users can set reminders and be notified they have been inactive for the past few hours. When you make your employees feel good about taking a break for a walk outdoors, or inspire them to leave their desk for some push-ups or stretching, not only do you support the devices being used but also make your employees know that you care about their health.
  4. Probably the most important tip is saved for last. Don’t make participation mandatory. You have to understand that not everyone will be thrilled about the wellness program. Although it is imperative to make the wearables available to everyone, there will always be people who do not wish to partake in such activities, as Kohll himself states: “They can be great for individuals who are interested in making changes to their health behaviour but need that extra push, but they aren’t for everyone.”

All in all, there are countless ways to ensure that your employees maintain a high level of wellbeing and engagement. But, the thing is that no two companies are the same, and what works for one may not work for the other.

The Great People Inside employee assessment solutions and technology can be tailored to your company’s specific needs and organisational culture and can help you to boost the levels of job-fit and skill-use in your employees, generating job satisfaction, improved motivation, health and happiness, and boost employee retention.

Try out our assessment in order to measure the level of wellbeing in your organisation and find out the best approach to improve it.

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Sources: Entrepreneur.com

Dealing With Stress: A Step-By-Step How-To Guide (Overview)

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Stressed out by that presentation you must deliver tomorrow? Can’t stand your obnoxious cubicle mate one more second? Boss is giving you grief for the sake of it and you’re dreading each morning? Well, you’re not alone. Neither are you powerless.

Here are some steps to take when stress, anxiety or any negative emotion, really, become overwhelming. They work for me, as they do for other individuals I know.

That said, two words of advice:

– although what I present you works, it is by no means the perfect way, the only way or The Way. We are all individuals and each one will eventually tweak, change and modify the method to find what suits best. Please take all that only as a start, a general guideline;

– ideally, you’d want to do all this right there and then. I know this is not always possible – we’re all human and, in the heat of the moment, it is hard to maintain composure and remember things we should do. We react as we are wired, mostly. In that case, do the exercise later – it is still hugely useful, if only as preparation for the next heated moments (they will come for sure!).

  1. You are not the only one in such a predicament: we all have rough patches and difficult moments. Some of us are better at hiding it, but on the inside we’re all the same color. That colleague that keeps his cool and turns robot-like in a crisis? Aloofness may be his way to keep the pain and anxiety from overwhelming him. That recently divorced mom of two, who gets out every night and feels wonderful now, that she’s single? It may well be that parties are her way of avoiding loneliness. They’re not really that tough; they’re just good at hiding it. You are not alone by any stretch. Remember that.
  2. Feelings are natural, they are not a flaw. We are wired to feel down, empty, nervous, anxious or furious. Don’t blame yourself; don’t let yourself tricked into buying in the trope of “you shouldn’t feel this way”. You feel what you feel. Let the feeling arise and go (and, as a side note, “should” is one of the most destructive words I’ve encountered – abandon it where it does harm!).
  3. Fighting the feeling will only enhance its grip. If you feel fear, feel it, it’s no shame. If what you feel is fury, let it be. Feelings only come to go away eventually. If you can, resolve to be a pipe for negative feelings, not a reservoir. Allow it to manifest, and then allow it to go away (refer to points 4 and 5 for that).
  4. You are not your mood. Generally speaking, you are not your brain. Do not identify with it. If you bump a toe on a bed post, your toe hurts, not the entirety of You. The same goes here: your brain oozes the mood, but you don’t have to drown in it. Simply observe your feelings, without judging them as “good” or “bad”. Replace “I am angry” with “I feel anger” or even with “My brain makes me feel anger“. Distance does cool down heated feelings.
  5. Switch to “Clinical Mode On”. “Clinical mode” is what I call when I observe what I feel without getting entangled, just like a wildlife biologist observes a lion hunting and killing an antelope. For sure, it is a tragedy for the antelope, and the scientist acknowledges and accepts that. He can even feel sad for the animal; but, in the end, he is just an outside observer keeping clear of the drama. In the same way, you can observe what is going on with you, but not get involved.
  6. Direct your attention away from the events that caused the feelings. Brooding is natural – and unhelpful. Once the situation is gone, let it be gone. Pay deliberate attention to the outside. Take a walk – if you can – and strive to consciously observe all and any details of the world. Colors of the items in a shop window? See how many different shades you can count. Benches with people resting? See if you can observe the shape and shade of each one or any differences between various benches. A cute young couple passing by? Maybe you can observe gestures and guess what they’re talking about. You will come back to brooding, eventually. That’s OK, we humans are prone to that. Observe that return as you would observe a flashing shop sign – “My brain keeps returning to brooding“. Just get your eyes and mind out again.
  7. Straighten up. That’s right, I’m not joking: straighten up your back and keep your forehead and eyes pointing forward. It’s a neat little psychological trick: physiology influences the mind. Walk like you are happy and you’ll feel less gloom-and-doom inside.
  8. Accept. “Yeah, right, I should just accept I made a mess”. Hey, I can hear your thoughts! Stop that! Seriously now, “accepting” does not mean “I don’t care”. It means “I’m human, I will make errors and that says nothing about me as long as I strive in good faith to correct the consequences to the best of my abilities“. We all have our inglorious moments. We’re not less because of that. Accept that truth of life and move on.

Of course, none of the above comes naturally and all of it takes effort. Some of it will not be your cup of tea, for sure. No problem, just try something else until you find your own, personal way to bootstrap yourself out of the hole. And, when you have discovered neat little tricks, maybe you’ll return here and share those trick. You might make many unknown lives a little bit better.

PS: when working with yourself (which is what I propose here), the hardest part isn’t what, it’s the how. We all know we should calm down; how in heaven do I do it when I’m in flames?

That is why I thought some ideas on the how of stress management might prove useful for some people.

Read part one

 

Do you want to find out more? Get in touch with a consultant now or request a free demo!

 

 

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By Catalin Octavian Blaga – Trainer Great People Inside

Trainer who turns business experience and psychology into impacting training programs… and more

 

What are the leaders of today truly made of?

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There’s been a long debate whether great leaders are born or made… As pointed out in an article on Forbes, it turns out that both parties are right. A definition of leadership, as suggested by researchers, would be a mixture of some genetics and of a whole lot more hard work and persistence. In fact, one study from The Leadership Quarterly on heritability (that is, the innate skills you bring to the table) and human development (what you learn along the way) estimated that leadership is 24%  genetic and 76 percent learned.

However, some people strongly believe that you are brought into this world as a leader – and you cannot do anything about it.

Well, this stands true for a small percentage of the population. As a matter of fact, over the course of history,  there were some people that undeniably had the leadership gene imprinted in their DNA. It is the case of those who gained followers due to their sheer presence and charisma: Abraham Lincoln, Martin Luther King Jr. and Mahatma Gandhi are just a few of them. People with a similar kind of gifts are born every day, even if they don’t have the same impact.

Research show that there are two innate traits that are common to the majority of successful leaders: extroversion and conscientiousness.

According to a meta-analysis led by Timothy Judge, Ph.D., a professor at the Mendoza College of Business at the University of Notre Dame, extroversion is the best predictor of leadership effectiveness, followed closely by conscientiousness.

As it is mentioned in an article from Business Insider,  “psychologists define extroversion as sociability and enthusiasm, while conscientiousness refers to your organization and work ethic. More recent research has found that conscientiousness is the only major personality trait that consistently predicts success, largely because highly conscientious individuals are good at setting and working toward goals.”

What does this mean for the aspiring leaders? Well, if conscientiousness and extroversion are the only innate traits that commonly predict leadership effectiveness – and even those can be worked upon – then all you have to do is to improve and develop your other skills and behaviours that would make you a great leader. Aside from the well known qualities that have defined great leaders since the beginning of time – the ability to communicate effectively, fairness, foresight and inspiration – the dynamics of today’s business world require leaders to develop a whole new set of skills and abilities if they want to thrive in the VUCA environment that we live in (Volatility, Uncertainty, Complexity, Ambiguity).

Great People Inside through a&dc’ LIVED® model puts forward five elements that leaders need to focus on, in order to deliver tangible business results and shine in the VUCA world: Learning, Intellect, Values, Emotions and Drive. By mastering each of these five dimensions, the leaders will be fully equipped to face the challenges of an increasingly fast paced world of work.

Learning – Willing and able to adapt to new environments and challenges by drawing on learning and feedback from previous experiences.

Intellect – Thinks incisively, deals effectively with complex and ambiguous information, sees issues in the broader context and takes sound decisions based on this analysis.

Values – Acts in an authentic and consistent way, inspires trust and demonstrates integrity, courage and respect for others.

Emotions – Manages own emotions effectively, builds positive relationships and uses emotions to influence and inspire others.

Drive – Sets challenging goals, takes an action oriented approach and shows passion and determination to overcome obstacles, act decisively and achieve results.

These are all aspects that you can improve, and while some people are born with the innate traits that will make their leadership journey easier, none of them will prevail in today’s complex and unpredictable business world without working hard to constantly develop their abilities and without a insatiable hunger for learning.

 

 

We have an impressive assessment library with hundreds of dimensions that can be leveraged in creating a custom skills-based assessment that supports your organisation’s specific competencies and unique vision. Please contact us if you need to assess and develop the leaders in your company.

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Sources:

https://www.adc.uk.com/development/consultancy/leadership/

http://www.businessinsider.com/study-on-personality-traits-of-effective-leaders-2015-7

http://www.forbes.com/sites/northwesternmutual/2015/03/23/are-leaders-born-or-made/#2c1b56be7ddf

 

 

 

 

 

 

 

The Safe Road to Employee Engagement

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How can we define what employee engagement really is?

Everyone talks again and again about the importance of employee engagement. Nevertheless, you might still encounter difficulties when asked to define it. This happens because employee engagement is not something mathematical, it represents the connection between the employee and the company – the mutual relationship based on trust, integrity and appreciation. Even so, there are ways to measure it and according to Gallup’s 142-country report on workplace engagement, only 13 % of  employees are engaged in their work. This represents a big problem for companies all over the world.

Why is it so important?

There are multiple factors that contribute to organisational success –  business strategies, the quality of products or services, their price, effective marketing and even organisational culture. But the most important  factor – the one that keeps the company’s engine running are the people. No organisation can achieve success without great people. But what qualities do those people need? Talent and skills are certainly important, but you’ll never be able to use them properly if your employees won’t do their best. A situation where it is guaranteed that your people will give everything they’ve got is when they share common values and identify with the goals of the company. Several studies have shown the benefits of having engaged employees, as it follows:

  • Businesses with more engaged employees have 51% higher productivity
    (Harter, J.K., Schmidt, F.L., & HayesT.L., Psychology, 2002 Vol. 87, No. 2)
  • Engaged employees outperform disengaged employees by 20-28%
    (The Conference Board, 2006)
  • Organisations with engaged employees showed a 19% increase in operating income over a 12-month period, compared to a 33% decrease in companies with disengaged employees
    (Towers Perrin, 2008)
  • In companies where 60 to 70 percent of employees were engaged, average total shareholder’s return (TSR) stood at 24.2 percent; in companies with only 49 to 60 percent of their employees engaged, TSR fell to 9.1 percent; companies with engagement below 25 percent suffered negative TSR
    (Employee engagement at double-digit growth companies, Hewitt Research Brief)

So, the importance of employee engagement should be pretty clear for anyone.

Ok, I get it, it’s important, but what can I do about it?

Well, first of all, you need to understand what you must never try to do.

You cannot manipulate your employees in order to engage them

Several companies are continuously attempting to trick their employees by making false promises in order to boost their engagement level without actually caring for them. This might, of course do wonders on the short term, but, as soon as the people realise what they’re trying to do, it will tremendously damage their motivation, productivity and, in the end, your bottom line. Why’s that? Because they would feel betrayed. Just imagine how you would feel if you trusted someone, gave them so much of your energy and time and dedicated yourselves in order to accomplish your mutual goals (or at least that’s what you thought them to be), just to find out that they don’t really care about you – you’ve just been tricked. Of course you’ll find it hard to find your motivation once again and the eventual raises or bonuses won’t help that much now. We all need to understand that today, when it comes to people, manipulation and control are not an option.   

Employee engagement must be nurtured

You can’t just give them a small raise, clap your hands three times and expect engaged people. This is a matter where all aspects need to be taken into consideration and none has to be forgotten. While you slowly build your employees trust and foster their engagement, there are a few things you should keep in mind:

Share your vision. Your vision is what should inspire and motivate people right after they hear it. Focus on the things that your organisation ultimately produces. You should emphasize where the company is going in the near and more distant future and point out what’s needed to get there.
Simply giving orders for your employees to follow it’s detrimental for everyone, but making them understand what you have in mind for the company in the future and where they stand on that road will help them identify with your values and work harder towards achieving the common goal.

Offer recognition. The need to be recognised is essential to each and every one of us. Especially for the employees who give their best at the workplace. A survey made by HBR has shown that employees, when asked to rate the most impactful engagement drivers, they will, most often (72%), say that Recognition given for high performers is the most important factor. This can be done formally – a reward system based on performance, an “Employee of the month” program,etc. or you can just thank them personally for how much they’ve helped.

Be clear. A study made by AtTask in 2014 has shown that 64% of employees are often feeling confused about who’s doing what inside the company. Engagement starts with having something to look forward to. If you don’t set clear tasks and goals for your employees, they will surely  have a difficult time engaging in their daily tasks. Your employees don’t need to waste time and energy on trying to understand what it’s needed of them.

Of course, using these tips won’t engage your employees overnight. But, if you integrate them into your daily routine, you’ll definitely see improvements and, in time, you might find out true what Meghan M. Biro said: “Employees engage with employers and brands when they’re treated as humans worthy of respect.”

We have an impressive assessment library with hundreds of dimensions that can be leveraged in creating a custom skills-based assessment that supports your organisation’s specific competencies and unique vision. Please contact us if you need to measure the engagement level in your company.

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 Sources:

www.torbenrick.eu/blog/leadership/10-reasons-why-employee-engagement-is-important
www.hbr.org/resources/pdfs/comm/achievers/hbr_achievers_report_sep13.pdf
www.gallup.com/poll/165269/worldwide-employees-engaged-work.aspx;