Present by  Emma, Rosanna, Seth, and Orzu
 
Revamp training programs for both sales and management. Curb “revolving door”  Maintain customer base Motivated account ex...
<ul><li>Composition of Workforce for training purposes </li></ul><ul><li>Men 80% </li></ul><ul><li>Women 20% </li></ul><ul...
<ul><li>Interview of Management </li></ul><ul><li>Focus Groups of AE </li></ul><ul><li>Survey of all employees </li></ul>
Internal Business Management Recruiting, Training Incentives,  Discipline Expectations Feedback, Attitude Vision and strat...
<ul><li>Unfreezing </li></ul><ul><li>The process of showing the customer where they are at the present time and where they...
<ul><li>Addition of Culture: </li></ul><ul><li>A positive work environment </li></ul><ul><li>Satisfied employees and custo...
<ul><li>Policy </li></ul><ul><li>Recruiting </li></ul><ul><li>Training </li></ul>
<ul><li>Performance Matrix </li></ul><ul><ul><li>Low attainment rate of sales objectives </li></ul></ul><ul><ul><li>Only t...
<ul><li>Reward Adjustments </li></ul><ul><ul><ul><li>Tiered Rewards </li></ul></ul></ul><ul><li>Performance Improvement </...
<ul><li>Congenial work environment </li></ul><ul><li>Confidentiality </li></ul><ul><li>Self-Esteem </li></ul><ul><li>Happy...
<ul><li>Do you have any questions or concerns about the identified problems and proposed solutions to policy? </li></ul>
<ul><li>Volume of Recruits </li></ul><ul><li>Technical Background </li></ul><ul><li>High Cost </li></ul><ul><li>Wasted Tim...
Mental Aptitude  Personality Dimensions  Behavioral Traits  Cognitive Functioning  Problem Solving Emotion Toughness Motiv...
<ul><li>Provides valuable information </li></ul><ul><li>An ongoing process for those that stay </li></ul><ul><li>Helps emp...
Solutions
<ul><li>Fewer Recruiting/Training Sessions </li></ul><ul><li>Offset upfront cost of development </li></ul><ul><li>Lower Tu...
<ul><li>Do you have any questions or concerns about the identified problems and proposed solutions for recruiting? </li></ul>
<ul><li>Lack of qualified staff </li></ul><ul><li>Inconsistency of ongoing learning </li></ul><ul><li>No pre-post test eva...
<ul><li>Highly skilled/qualified staff in the TD </li></ul><ul><ul><ul><li>Adult learning theories </li></ul></ul></ul><ul...
<ul><li>Long term ROI </li></ul><ul><li>Customer satisfaction and feedback </li></ul><ul><li>Retrained staff ’s self-estee...
<ul><li>Do you have any questions or concerns about the identified problems and proposed solutions for training? </li></ul>
Gaps(6 boxes) Interventions Value Expectations and Feedback <ul><li>Policy </li></ul><ul><li>Reward Adjustment </li></ul><...
<ul><li>We wish to thank you for your time and for giving us the opportunity to propose our solutions to your expressed co...
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Performance consultant

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  • identify areas to grow in company - grooming management-
  • identify areas to grow in company - grooming management-
  • identify areas to grow in company - grooming management-
  • identify areas to grow in company - grooming management-
  • Performance consultant

    1. 1. Present by Emma, Rosanna, Seth, and Orzu
    2. 3. Revamp training programs for both sales and management. Curb “revolving door” Maintain customer base Motivated account executives (AE)
    3. 4. <ul><li>Composition of Workforce for training purposes </li></ul><ul><li>Men 80% </li></ul><ul><li>Women 20% </li></ul><ul><li>English Speaking 95% </li></ul><ul><li>French Speaking 5% </li></ul><ul><li>Post-secondary education 100% </li></ul><ul><li>Computer literacy 100% </li></ul><ul><li>Different levels of sales experience </li></ul>
    4. 5. <ul><li>Interview of Management </li></ul><ul><li>Focus Groups of AE </li></ul><ul><li>Survey of all employees </li></ul>
    5. 6. Internal Business Management Recruiting, Training Incentives, Discipline Expectations Feedback, Attitude Vision and strategy Financial Vision, Mission, Policy, ROI Customer Retention Satisfaction Learning and growth Employee Turnover, Job Satisfaction Training/learning Opportunities
    6. 7. <ul><li>Unfreezing </li></ul><ul><li>The process of showing the customer where they are at the present time and where they would like to be </li></ul><ul><li>Changing </li></ul><ul><li>Showing them the vision of change with proposed solutions </li></ul><ul><li>Refreezing </li></ul><ul><li>Showing the Value/benefit that will derive from integrated proposed change </li></ul>
    7. 8. <ul><li>Addition of Culture: </li></ul><ul><li>A positive work environment </li></ul><ul><li>Satisfied employees and customers </li></ul><ul><li>Alignment of goals and values across company </li></ul>Maintain position as market leader through continued market share growth, quality service, and return on investments.
    8. 9. <ul><li>Policy </li></ul><ul><li>Recruiting </li></ul><ul><li>Training </li></ul>
    9. 10. <ul><li>Performance Matrix </li></ul><ul><ul><li>Low attainment rate of sales objectives </li></ul></ul><ul><ul><li>Only top 5% of employees captures 95% of rewards </li></ul></ul>Present Future <ul><li>Attainable Matrix </li></ul><ul><li>Achieve 110% of </li></ul><ul><li>sales objective each </li></ul><ul><li>quarter </li></ul><ul><li>Rewards more </li></ul><ul><li>evenly distributed </li></ul><ul><li>Reward/Discipline Alignment </li></ul><ul><li>Performance Improvement Readjustment </li></ul>
    10. 11. <ul><li>Reward Adjustments </li></ul><ul><ul><ul><li>Tiered Rewards </li></ul></ul></ul><ul><li>Performance Improvement </li></ul><ul><ul><ul><li>Replace monthly performance review with quarterly review </li></ul></ul></ul><ul><ul><ul><li>Integrate mentorship program </li></ul></ul></ul><ul><ul><ul><li>Replace unpaid day off with reduction in commission </li></ul></ul></ul><ul><ul><ul><li>Reset performance disciplinary action if expected performance is achieved within the quarter </li></ul></ul></ul>Solutions
    11. 12. <ul><li>Congenial work environment </li></ul><ul><li>Confidentiality </li></ul><ul><li>Self-Esteem </li></ul><ul><li>Happy employees = Happy customers </li></ul><ul><li>Happy customers = Increased Market Share </li></ul>
    12. 13. <ul><li>Do you have any questions or concerns about the identified problems and proposed solutions to policy? </li></ul>
    13. 14. <ul><li>Volume of Recruits </li></ul><ul><li>Technical Background </li></ul><ul><li>High Cost </li></ul><ul><li>Wasted Time </li></ul><ul><li>Wasted Resources </li></ul>Present Future <ul><li>Quality Candidates </li></ul><ul><li>Efficient Processes </li></ul><ul><li>Lower Cost </li></ul><ul><li>Improved resumé screening </li></ul><ul><ul><li>Hiring Matrix (telemarketing) </li></ul></ul><ul><ul><li>Sales aptitude assessment </li></ul></ul><ul><ul><li>Goal coaching </li></ul></ul>
    14. 15. Mental Aptitude Personality Dimensions Behavioral Traits Cognitive Functioning Problem Solving Emotion Toughness Motivation Summarization Skills
    15. 16. <ul><li>Provides valuable information </li></ul><ul><li>An ongoing process for those that stay </li></ul><ul><li>Helps employees grow and feel supported </li></ul><ul><ul><ul><ul><li>Identify areas for growth within company </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Groom management </li></ul></ul></ul></ul>Solutions
    16. 17. Solutions
    17. 18. <ul><li>Fewer Recruiting/Training Sessions </li></ul><ul><li>Offset upfront cost of development </li></ul><ul><li>Lower Turnover </li></ul><ul><li>Long term ROI </li></ul>
    18. 19. <ul><li>Do you have any questions or concerns about the identified problems and proposed solutions for recruiting? </li></ul>
    19. 20. <ul><li>Lack of qualified staff </li></ul><ul><li>Inconsistency of ongoing learning </li></ul><ul><li>No pre-post test evaluation for transferability </li></ul>Present Future <ul><li>TD trainers retrained </li></ul><ul><li>Training is consistent </li></ul><ul><li>Lifelong learners </li></ul><ul><li>Evaluation </li></ul>Restructured Training Requirements
    20. 21. <ul><li>Highly skilled/qualified staff in the TD </li></ul><ul><ul><ul><li>Adult learning theories </li></ul></ul></ul><ul><ul><ul><li>Curriculum design </li></ul></ul></ul><ul><ul><ul><li>Human performance improvement </li></ul></ul></ul><ul><ul><ul><li>Evaluation methods </li></ul></ul></ul><ul><li>Specific support duties for new recruits, </li></ul><ul><li>mentors, sales staff </li></ul>Solutions
    21. 22. <ul><li>Long term ROI </li></ul><ul><li>Customer satisfaction and feedback </li></ul><ul><li>Retrained staff ’s self-esteem is high and </li></ul><ul><li>motivation is increased </li></ul><ul><li>You save money on recruiting and retraining </li></ul>
    22. 23. <ul><li>Do you have any questions or concerns about the identified problems and proposed solutions for training? </li></ul>
    23. 24. Gaps(6 boxes) Interventions Value Expectations and Feedback <ul><li>Policy </li></ul><ul><li>Reward Adjustment </li></ul><ul><li>Punishment Adjustment </li></ul>Congenial Work Environment Confidentiality Happy employees - Happy Customers - Profits Motives and Preferences (Attitude) <ul><li>Recruiting </li></ul><ul><li>Resume Screening </li></ul><ul><li>Personality Indicator </li></ul><ul><li>Goal Coaching </li></ul><ul><li>Long Term ROI </li></ul><ul><li>Fewer Recruiting/training </li></ul><ul><li>Lower Turnover </li></ul><ul><li>Offset Upfront Cost </li></ul>Skills and Knowledge <ul><li>Training </li></ul><ul><li>Dedicated Training Dept. </li></ul><ul><li>Entry/ongoing training </li></ul><ul><li>Evaluation </li></ul><ul><li>Less Recruit/training </li></ul><ul><li>Internal Recruit- Promotion </li></ul><ul><li>Knowledgeable Employees </li></ul>
    24. 25. <ul><li>We wish to thank you for your time and for giving us the opportunity to propose our solutions to your expressed concerns. </li></ul><ul><li>Please take the time to review our proposal and we will be more than pleased to answer any questions you may have at our next meeting </li></ul>

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