Take the next big people step

THE NEXT BIGPEOPLE STEP:Profile PeopleExcellence in aDisruptive World Alan Dowzall www.alandowzall.com #dowzall

The Profile of Excellence The Profile of Excellence (PoE) defines the standard for people excellence in a disruptive world The PoE defines how people can thrive and build lasting relationships using disruptive technologies The PoE is tailored for specific roles across the disciplines of Leadership, Sales, Marketing and Services Results from the PoE’s are used to build a World Class (or “Thrive”) Index. An index that measures the ability of individuals & teams to grow and thrive in a disruptive world 1/6/2012 The Next Big People Step 2

Why adopt the PoE?Existing people development approaches do not provide sufficient guidance on how to leverage disruptive technologiesRole Guides do not provide a roadmap for how to build next generation relationships leveraging disruptive technologiesJob Descriptions and Career Compass models do not address what it takes to be excellent in a specific role or ensure roles have a clear picture of the new standards of excellence in a disruptive world 1/6/2012 The Next Big People Step 3

PoE Fact Sheet? Goal How Result ImpactDevelop World  Compare  The “Thrive”  Demonstrated Class People People Index improvements performance  Provides people  Highlights ways Gain clear and balanced insights to vs. the PoE with a measure of for roles to performance optimize  Self and against the PoE performance develop Industry Management leading Leaders, performance  Provides people  Defines ways to Sellers, Marketers, Assessment with a measure of leverage disruptive their ability to technologies to Technology  With optional thrive in a improve Specialists & added data-driven disruptive world relationships & performance performance Services metrics from Consultants in a internal & external disruptive world data sources Re-do in 12 mth cycle, Measure Progress 1/6/2012 The Next Big People Step 4

The PoE JourneyA Step by Step Approach to enabling Excellence in a Disruptive World PoE Role EvaluatePoE Self Measure Gap Manager Readiness ProgramAssessment Performance Analysis Assessment (WCI) & Coaching Effectiveness 5 1/6/2012 The Next Big People Step

Where does the PoE Fit? Personal 360 Development Inputs for People Development Role Profile of Excellencein a Disruptive World Discipline Career Compass 1/6/2012 The Next Big People Step 6

PoE for Traditional Sales Solution Selling Execution Excellence Actions Practices Indicators Strategies & Plans Forecast & Pipeline Man’t Opportunity What Management How is actions,Profile of Excellence Excellence activities Build observed in drive Community each of the excellence in practice each one of Partner areas the practice Relationships areas Continuous Learning Basis for Assessment Basis for Coaching Ways to Innovate 7 1/6/2012 The Next Big People Step

The PoE for Nextgen Social Selling Social Selling Execution Excellence Actions Practices Indicators Social Listening & Monitoring Editorial Planning Content What Creation How isProfile of Excellence actions, acti Excellence Managing the vities drive observed in Conversation excellence in each of the each one of practice Responding, a the practice areas nd Routing areas Measuring Basis for Assessment Basis for Coaching Continuous learning 1/6/2012 The Next Big People Step 8

PoE Example Social Selling Excellence Answer Execution Indicator Choices Practices Questions 5-Point Scale Social Listening & Monitoring World Class Never: Sellers identify The activity is never conversations completed Editorial using key words Rarely: Planning The activity is rarely World Class completed Content Sellers identify Frequently: influencers who Creation lead social The activity isProfile of Excellence conversations frequently completed but lacking in Managing the consistency & quality Conversation World Class Consistently: Sellers plant the The activity is right content at Responding the relevant completed frequently & and Routing moment consistently but lacks some quality World Class Measuring Sellers amplify Outstanding: key messages The activity is completed through frequently, Continuous Influencers consistently & with Learning complete quality 1/6/2012 The Next Big People Step 9

Manager Comparison PoE Assessment Comparison becomes theProfile of Excellence basis for coaching discussion to enrich role development Manager Social Seller 1/6/2012 The Next Big People Step 10

World Class Index Social Selling Execution Performance World Class or Practices Indicators “Thrive” Index (Data Driven) Social ListeningFrom POE: From & Monitoring Manager SystemsAssessment Quota Editorial Attainment Planning Klout Score + == Content Creation Amplification Managing the Impact Conversation Responding Win/Losses and Routing Social Sales Measuring Plans Continuous Learning 1/6/2012 The Next Big People Step 11

PoE Benefits Outstanding + = “You are 2 Steps to Outstanding in Social Selling” Sales Individual PoE Manager Performance World Class Level Assessment Data Improved role development experience, clear picture of standing Role development based on how to thrive in a disruptive world Receive tailored readiness based on specific needs and opportunities Refined commitments and hiring guidance1/6/2012 The Next Big People Step 12

Microsoft Case Study1 2 4 5 7 Excellence Excellence World Class World Class Readiness S t a n d a r d ASSESSMENT “ T h r i v e ” I N D E X M A T R I X ROADMAP TOP Re-Assessment Month 12 Business Development GROW Coaching Training Month 1 Coach GROW Bottom Ready Cluster Sales Management Acquire 6 8 3 World Class G A P Re-Assessment S H A N G Manager Self Gap Assessment Assessment 1.00 2.00 -1.00 1.50 2.17 -0.67 2.33 2.83 -0.50 2.83 1.50 1.33 3.00 2.33 0.67 3.00 1.50 1.50 Assess Build & Define Performance Generate Determine Execute World Class against World Class Critical Readiness Standard World Class Index Standard Gaps Roadmap 1/6/2012 The Next Big People Step 13

Information www.Cloudtorre.com Blog: www.alandowzall.com Twitter: #dowzall1/6/2012 The Next Big People Step 14

References Alan Dowzall made my partners stop, think and understand the importance of building a solid business strategy for Cloud starting immediately. Paulo Martinez, Microsoft Partner Account Manager. Alan Dowzall made us really think about the business issues holding us back and what we need to move forwards. Alan What tapped into our business KPI’s, practices and processes and helped us evaluate the work we need to do to improve. Angel LPeople are Perez, Vice President, Rock Solid Technologies. Saying Alan played an instrumental role in helping us get ready for about the roll out of Microsoft Dynamics CRM Online. Alans made it possible for us to take a massive step forwards. Jon Farmer, International Lead CRM Online. Alan The work exceeded my expectations. Alan Dowzall delivers Dowzall your moneys worth and much more. He provides the tools that you need to shape a world class performance enhancing strategy. Petra Daiberl, Group HR Manager, Microsoft Dynamics. The workshop enabled us to assess our core business methodologies in a way and to a level of depth that we have never done before. The feedback was excellent. Bryan Wilton, President, Interdyn Progressive Group.1/6/2012 The Next Big People Step 15

THE NEXT BIGPEOPLE STEP:Profile PeopleExcellence in aDisruptive World Alan Dowzall www.alandowzall.com #dowzall

Take the next big people step

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