Tap Into Existing Talent

In a study conducted by Seek, it highlighted the desire for many employees to regularly participate in learning and development, to upskill and in some cases, reskill.

It makes perfect sense for any organisation to tap into their existing talent, to develop and promote from within rather than recruiting externally. A culture of sponsoring development programs encourages employee engagement and ultimately increases productivity. Interestingly, 79% of people surveyed expected their employers to cover the cost of upskilling activities.

ProFormance can work with your business to identify specific training needs and tailor in-house programs for your teams.

Contact us

Read the Seek article here

Winning with Persuasive Assertion

It was great to receive some positive feedback from a pharmaceutical representative who reported back with a recent win/win following a Persuasive Sales workshop and follow up coaching.

They had noticed a decline in sales of a particular product with a pharmacy owner and through a combination of taking ownership, creative thinking and persuasive assertion, came to a mutual agreement with the pharmacist to find a solution. The result being that shelf space was increased and competitor brands reduced.

Talk to ProFormance about how we can tailor an in-house sales workshop for your team or register one or more sales people for our June Persuasive Selling Skills workshop which is designed specifically for the pharmaceutical industry.

Employment Law Updates Effective 1st April 2019

As of 1st April 2019, the minimum wage increased to $17.70 per hour and $14.16 per hour for trainees. The Government has also set indicative rates of $18.90 from 1 April 2020 and to $20 from 1 April 2021.

New legal protections have also been put in place for employees affected by domestic violence, which will enable them to apply for paid domestic violence leave and ask for short term flexible working arrangements.

What this means to employers is that any employee who has worked for more than 6 months should have a provision for domestic violence leave in addition to annual, sick and bereavement leave. It is recommended that you introduce a Domestic or Family Violence Policy for the workplace detailing their entitlements and conditions applicable.

Contact us for advice and help with any aspect of HR policy & procedures, employment agreements or general HR advice.

For more information on HR services offered by ProFormance visit our HR Consulting page.

Soft Skills in Most Demand

In a recent and insightful LinkedIn blog, they talk about the skills companies need most in 2019 –based on their 2018 survey data.

It’s not surprising that 57% of leaders say soft skills are more important that hard skills these days. Soft skills are what differentiate us from artificial intelligence, so if we can upskill ourselves in the most desired soft skills, then we are increasing attraction to employers.

The number one soft skill employers want is “creativity”. People tend to think they are either creative or not and that is the way it is. However creativity is a learnable skill. The biggest barrier to creativity is ourselves – our self-belief and the limitations we put upon ourselves in terms of our mindset to being creative. There are workshops and online tools to improve our creativity.

Second most desirable soft skill is “persuasion”, again another learnable skill. The art of persuasion is based around the language we use, the questions we ask and the types of words in our vocabulary. So much of this is coachable and then planning it. It is also the non-verbal cues we give off. Here we need self-awareness or feedback from others.

Third on the list is “collaboration”. No surprises here, that employers want team players, who know how to work synergistically with colleagues for the betterment of the organisation.

Ironically in this era of online learning, these people skills are all still best learned through face to face training and coaching – nothing beats “being in person”.

To enquire how our Master Trainers in EDISC can help you tap into your creativity, persuasiveness and collaborative techniques, contact us here.

Tasks That Challenge Us

This interesting article from NBC News identifies how we sometimes have to tackle tasks that can feel uncomfortable because of our personality type. For introverts it may entail requiring more confidence or social skills and on the flip side – for extroverts a detail-oriented task can appear quite daunting.

Each personality type has strengths and weaknesses and, in any role, it is advantageous to know what our own behavioural type is so that it can be adapted in certain situations.

Extended DISC Behavioural Assessments provide insights for managers to understand their employees, where their strengths are and what areas are in need of development. For the employee it enables them to understand their own natural style and to know when more effort is required to adjust their natural style.

Click here for more information on DISC Profiling or contact us to discuss how DISC can help your organisation.

https://www.nbcnews.com/better/lifestyle/here-s-how-tackle-those-dreaded-tasks-go-against-your-ncna975766

 

NZ Certificate in Sales Training

 

ProFormance are pleased to announce the dates for their 2019 NZQA Level 3 Sales program, designed specifically for the print, paper, sign and packaging industries and is supported and subsidised by PrintNZ and Competenz. Now into our 5th year, we have received great feedback and many success stories from the participants and their managers.

“I just cannot thank you enough for showing me such a powerful tool in my toolbox – our company has already benefited in many ways (including 2 new multi-national companies) purely based on what you have shown me”

Participants learn best practice sales skills over the course of 12 months and are supported to use them in their everyday roles through assessments, observations, coaching and team support. This means that they do develop new sales skills SO you and they will see results from this, which is encouraging and motivating.

Download our detailed brochure outlining the 2019 dates and the qualification content.

Register now to secure your place on the 2019 course.

Look Within for Better Team Performance

When teams are under-performing or hitting challenges, it is easy for team members to point the finger at others. But in high performing teams, we find people start with themselves and their personal accountability – they are more self aware about how they come across and the effect their behaviour has on other people. This interesting article lays out 3 aspects of this emotional intelligence. Using a consultant to facilitate a team building session, or using DISC profiling to better understand yourself and others, can all contribute to higher team performance.https://hbr.org/2019/01/to-improve-your-team-first-work-on-yourself

A Perfect Ten

A great finish to 2018 with the participants of our final workshop of the year scoring Becky Carr 10/10 in their evaluation of her as a trainer. This in-house  “Sales Conversations” workshop tailored specifically for our client, was aimed at Key Account Managers and all of them felt they got something useful out of it.

Value Add Options for Employers

Motivating and retaining talented employees within your organisation can be challenging if the financial remuneration isn’t meeting their expectations. When a pay increase is not on the table, there are other incentives that could be presented as a “value-add” to their pay packet. In research conducted by Seek during 2018, employees considered “Paid Training/Professional Development” as being 3rd most important in their top 5 non-financial incentives.

 

Using Sales Data to Increase Sales Performance

An interesting article from HBR about the value of using sales data to increase sales performance. Whilst sales skills are critical, we know having a clear sales process for your business, tracking the numbers and holding people accountable to this, ultimately achieves the best results. Establishing some form of sales analytics is the key. It doesn’t have to be overly onerous – rather something that fits the size and culture of your business and often utilizing tools that you have already, but in a more effective manner. For instance: CRM and leadership. Read the full article here:

https://hbr.org/sponsored/2018/10/power-sales-performance-by-harnessing-analytics