New Seminar: Winning with Natural Talent

New Seminar Roll Out

Winning with Natural Talent: Developing High Performance through Selection, Development, and Leadership of Natural Talent

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Length: 60 minutes. Capable of expanding with experiential exercises to meet the needs of longer format

Setting: In person instructor led or virtual instructor led

Audience: Any group of organization leaders: Association meetings, peer to peer groups, community meetings, or in house management meetings

Audience size: 15 people or more (if in the Puget Sound region or virtual, 5 or more). Available to sit down one on one with those who are serious about learning more without participating in a seminar

Investment: This is a free session. I can also deliver as a paid breakout for an association event.

Value to participants: Learn how to address one of the most intractable problems faced by organizations of all sizes, getting the right people into the right positions. We will address:

  • Learn what forward thinking organizations are doing to hire talent, not resumes
  • Learn easy and cost effective talent selection processes and tools
  • Learn how to eliminate the 70-90% of failed hires, external and incumbent
  • Learn how to generate a substantial ROI on invested solutions, rather than incur a cost
  • Learn how to use predictive talent analytics for evidence based people decisions
  • Learn how to accelerate the performance of your top performers
  • Learn why organizations are selecting on potential rather than on past performance
  • Learn how to eliminate the discrimination against early talent inherent in resume screening
  • Learn what to ask for when selecting a solution for your organization
  • Learn how to be an effective leader in a VUCA world (volatility, uncertainty, complexity, and ambiguity)
  • Like to add 40% to EBITA? Easily within the range of validated results
  • Those individuals who become certified in Predictive Index (PI) receive 16 hours of credit towards their PHR, SPHR, or GPHR certification.

Background: Organization leaders are frustrated with the high cost of putting people into positions and having those people fail or underperform. Organization leaders are asking that their investment in training and development show quantifiable financial results. Organization leaders are seeking to learn how to lead in a VUCA world. Organization leaders have assumed that these issues are pervasive and are just part of doing business yet they continue to spend (not invest) to try to address these issues. But the problems continue. There are efficient and cost effective solutions available, leaders just have not been introduced to them. John Inman Dialogue provides these solutions.

Current research points to the need for selection based on talent, not resumes, as the first step in this process. At the center of the conversation are predictive talent analytics and cognitive assessments. These solution sets are designed to actively solve people problems in the organization with a focus on strong ROI for the organization. If current spending on products and services does not actively solve business problems, they are a cost to the organization.

Recent research:

Customer quotes:

  • PI is used extensively in Inside Sales during the recruiting phase to ensure the candidates have the DNA to be successful in their roles at SAP.
    —Shawn Robertson, Global Vice President, Global Inside Sales — Optimization and Innovation, SAP AG, Inc.
  • There is no question about it, we are better today because of our people. The Predictive Index system is a big part of that. PI gives you the insight to make a good hire.
    —Howard Tenenbaum
  • …the Predictive Index system is quick and easy to administer and it will give you 100 times the return on your investment.
    —Donald McConnell, Regional Developer, Massage Envy
  • With the Predictive Index system, I was able to build a strong team that would push the business forward. Today, I can’t imagine running my business without it.
    —Jill Berg, President/Owner, Spherion
  • The Predictive Index system can be used for far more than just a hiring tool. It identifies individual traits, but also gives you the entire scope of people’s behavior, and a deeper understanding of how to motivate and impact their performances.
    —Bruce Wade, Director of Human Resources, Bloomington Hospital
  • PI results are used to support sales managers and their teams, to increase collaboration and understanding among the team, provide highly targeted and more effective coaching and support, and to enable more data-driven succession planning.
    —Rebecca Sherrill, Vice President, GCO University North America, SAP America, Inc.

Brief Biography: John Inman, Ed.M., M.A., PHR, DDPE; John Inman Dialogue, Founder/Talent Accelerator. Excels in:

  • Developing leaders that thrive in volatility, uncertainty, complexity, and ambiguity
  • Workforce analytics focused on performance
  • Organization processes that rapidly respond to continuous change
  • Adult learning, growth and progress

20 years of sales and marketing leadership. 14 years of internal and external organization and leadership development consulting and coaching. Major industries include medical, bio-technology, software, telecommunications, financial, and gaming entertainment.

Full Biography: John Inman, Ed.M., M.A., PHR, is the founder and principle of John Inman Dialogue, a Seattle based consultancy focused on designing containers, convening, and hosting conversations for organizations and communities of all types. His passion is for developing healthy and productive social systems where individuals are treated with respect and are able to thrive and grow, accelerating the delivery of value to stakeholders. Areas of expertise include leadership and organization development, coaching, adult education, and workforce analytics. His work is founded on the emerging field of Dialogic OD.

John is a long standing organization leader and developer of leaders in technology, financial, non-profit, government, education, scientific, and service firms. He focuses on the local conversations that create organization and community cultures, which provide his clients with the mindset shifts necessary to lead in these challenging times. John invested 20 years in business development and marketing starting in critical care medicine field sales and progressing to senior leadership in small to medium sized bio-technology and technology enterprises. Has worked for the last 14 years as an internal and external leadership and organization consultant in finance, secondary education, service, technology, and gaming entertainment.

John has a bachelor degree in business management, a master of education degree in adult education and organization development, and a master of arts degree in human and organization systems. He is a doctoral candidate in education leadership and change. John published “Using dialogue then deliberation to transform a warring leadership team” in the Spring 2013 edition of the OD Practitioner, the international publication of the OD Network. John recently added a suite of workforce analytics solutions and is bringing predictive talent analytics to executive teams to help pinpoint opportunities for accelerating performance.

John lives with his wife, son and daughter near Seattle, Washington and enjoys walking, road biking, researching, and time with his family.

He has worked with several early phase start up enterprises in industries including: Retail, Bio-technology, Consulting, Software, Restaurant, Education and Pre-IPO Internet.

John can be reached at john@johninmandialogue.com or at 425-954-7256. His business site is www.johninmandialogue.com. Specific to workforce analytics www.johninmandialogue.com/people-analytics and blog on talent acceleration is at www.johninmandialogue.com/blog

A bad hire is not just bad for business—it’s costly too.

An outstanding webinar from PI Worldwide. Highly recommend if you would like to reduce bad hires. If you have questions on how to apply within your organization, contact me at john@johninmandialogue.com or at 425-954-7256.

Cost of a bad hire

On average, experts estimate the cost of a poor hiring decision is equal to 30% or more of that hire’s first year’s probable earnings. Factor in productivity loss and lost opportunities, morale implications, turnover and recruiting costs and the price tag starts to swell quickly.

Fortunately, organizations can prevent the costs associated with poor hiring decisions by recognizing the challenges at different steps of the talent acquisition process.

Listen to PI Worldwide’s recent webinar: Avoiding the 7 Mistakes that Lead to A Bad Hire for expert tips and best practices on improving your talent acquisition process.

Sincerely,

Michelle Kozin

Vice President of Learning & Communications

PI Worldwide

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Winning with Natural Talent

This may be an obvious question but why would we try to win with people who do not have the talent to do the work? Unfortunately that is exactly what most organizations do as they are unwilling to screen for talent when selecting incumbent or external candidates. I encourage you to read the June 3, 2014 article in Gallup Business Journal on this topic, To Win With Natural Talent, Go For Additive Effects.

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The authors state “Though researchers have made huge strides in understanding human behavior and motivation, few businesses are actually applying these findings. As a result, companies miss out on unprecedented opportunities for growth and revenue because they don’t understand the impact of human nature in the workplace.” I wonder what it is going to take to shift organizations away from selection practices that were developed in a world that no longer exists. It is as if managers and HR teams are holding on to the past in a futile effort to prove that past practices should never be abandoned. Yet researchers and thought leaders consistently suggest that the skills that have created past successes are not necessarily those that will create future successes. Just doing more of what was done in the past will not help organizations thrive in complexity, ambiguity, and uncertainty. There needs to be a profound shift in practice and that is a shift to screening on talent.

The authors explain “Gallup discovered that four human capital strategies combine in a powerful way to add up to 59% more growth in revenue per employee.” Three of those four human capital strategies are directly related to talent selection. With that level of revenue potential lost, I wonder why executive teams are not demanding a change in HR practices to transform the organization. The strategies include:

  • Strategy 1: Select managers with natural talent
    If someone is not suited to be a manager, do not put them in a management role. The question is how do you know? There are specific business behaviors and cognitive requirements for a manager to be effective and selecting for those attributes is critical. Past performance is not the best predictor of management talent, assessing potential is. Luckily there are excellent solutions in the market to help in this process.
  • Strategy 2: Select the right individual contributors
    For the same reasons that one selects a manager based on talent, one selects individual contributors on talent. Why would you hire a person who had the talent to be a bookkeeper for a sales position? You would not. Luckily the same solutions that are used to select management talent are used to select individual contributors.
  • Strategy 3: Engage employees
    Organizations invest a huge amount of resources both internally and externally to gauge and improve employee engagement. But here is the rude awakening, if all of these dollars are being spent on people who should not be in their positions. the investment is wasted. I often tell organization managers, do not expect me to fix a bad hire with training and development. It simply is not going to happen. Nor are employee engagement strategies invested on bad hires going to improve the lives of those team members or the organization. You want engaged team members? Give them work that they are suited to do then treat them with respect. Seriously this is not as hard as we make it.
  • Strategy 4: Focus on strengths
    How many review processes and coaching processes within organizations are focused on addressing weaknesses. Although Gallup research has shown again and again that focusing on strengths is what accelerates performance, many managers and HR departments are still operating in the stone age of trying to force people to do what they do not have the talent to do. If you want employees to be engaged, motivated, and productive, give them work that builds on their strengths, read natural talents, then treat them with respect. Generally people will demonstrate strength in those things that they have talent to do. I am a broken record on this. The damage to team members and organizations is staggering with current practices of trying to fix people or force them to be who they are not.

I encourage you to read this excellent Gallup article and reach out to learn more about how to implement talent selection in your organization. If you would like to learn more about talent selection, workforce analytics, and people big data and how it can transform your organization, please contact John Inman at john@johninmandialogue.com or at 425-954-7256.

 

How the American Red Cross Benchmarks and Boosts Skills with Workforce Analytics

Recopied from PI Worldwide News and Insights, August 2014

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When the American Red Cross needed a new development strategy to increase donors and dollars, they turned to data.

To gain a competitive advantage in an increasingly crowded non-profit arena, the American Red Cross needed to improve fundraising skills in a measurable way and introduce a formal process for engaging prospective donors and expanding existing donor relationships. The program would also need to scale nationally across seven regional divisions and support fundraising efforts for its five lines of service: disaster relief, military family aid, blood services and health and safety education and training.

The American Red Cross selected PI Worldwide’s Selling Skills System and used the Selling Skills Assessment Tool™ (SSAT) to benchmark each individual’s strengths and diagnose areas for improvement. Armed with analytics, the team then implemented the Customer-Focused Selling™ (CFS) skills training to optimize performance in five core fundraising activities including building trust and credibility with different types of donors, identifying donor needs and creating long term donor relationships. Customized case studies and terminology improved the relevancy and success of the program.

“In the fundraising community, people are very passionate about there being a difference between fundraising and sales. In our business environment, development is all about relationship building. Similarly, CFS enables Red Cross Fundraisers to engage with donors through a consultative process to ensure long-term success.”  Susan Rowell Director of Training American Red Cross National Headquarters Development

After leveraging skills assessment data, customized training and workforce analytics, the American Red Cross:

  • Established a metric-driven training and development culture scalable across divisions
  • Heightened confidence in building stronger relationships and implementing donor growth plans
  • Heightened confidence in building stronger relationships and implementing donor growth plans

Download the full case study on this effort. To get more information on sales performance improvement, predictive talent analytics or other services from John Inman Dialogue, call 425-954-7256 or email john@johninmandialogue.com.