Millennials & the Business World

February 21, 2013 by  

Our new employment pool is mainly composed of the Millennials now so we need to understand their strengths & shortcomings so that we can leverage their talents to the benefit of all concerned.
Assets:
Tech savvy
Goal Oriented
Positive Attitude
Like Structure
Collaborative Team Approach
Multiculturally Aware
Handle Change
Creative
Self Confident

Liabilities:
Ignorant of Big Picture
Self Centered
Distaste for Menial Work
Lack Skills for Dealing with Difficult People
Lack Experience
Confident beyond Ability
Frustrated
Hide Behind Technology

How can we lead them effectively?

C-O-N-N-E-C-T
Communicate clearly their roles & responsibilities
Describe expectations
Provide structure
Give constructive feedback

Offer new experiences
Provide a Learning Culture
Offer job shadowing opportunities
Allow passion projects
Include them in important meetings

Navigate with direction & support
Design career maps
Define office hours
Avoid uncertainty, they are uncomfortable with that

Network & Mentor to offer them learning opportunities
Provide Lunch & learn sessions
Pair them up with a mentor (senior or peer)
Encourage the joining of Professional Groups
Encourage attendance at networking events

Engage & Excite by keeping things fun!
Challenge them!
Offer recognition for work done well
Try out new ideas & let them present them
Welcome their technical approaches
Allow for some flexibility

Collaborate…encourage team work
Let them see that they are part of the bigger picture
Encourage volunteer & social responsibility projects, & let them organize them
Encourage reverse mentoring with a senior person, perhaps in a technical area

Teach them skills….in particular Soft Skills
Business etiquette is necessary
Dealing with conflict
Leadership & Management skills
Weekly courses
Consider an on demand expert for them

Understanding these young people is a challenge worth facing!

For more information on Millennials please look at the workshop offered on this topic.

5 Tips for Successful Sales

February 12, 2013 by  

People hate to be sold, but they love to buy….so if you are going to be a good sales person, your focus needs to be on the customer and their needs, not on you and your monthly sales goals. Doing one’s homework before the meeting is the key starting point before facing a prospective buyer who is looking for solutions or something to wow their business.

1. Get to the point: Keep it simple!! No one has time to waste, so come into the appointment with a clear idea of what approach you will use to solve the customer’s problem and to show them you have looked into their business requirements.
2. Avoid jargon: Always use language that is clear, universally understandable and appropriate. No one wants to feel they do not comprehend your explanation.
3. Be able to create pictures: You may not always be able to meet your customer in person, the better you are at verbally painting a picture of your products or services, the more likely the prospective client will be able to see the benefits.
4. Demonstrate curiosity: The more you listen and ask questions, the more you will discover about the needs and issues of your prospect. No one likes to be told what to do, but assistance in the resolution of situations they are facing will always be welcome.
5. Be sure your solution matters: Be sure that the description of your products or services illustrates to the customer how they will reduce costs, stand out from their competitors, increase efficiency and productivity, and/or decrease maintenance issues. Such attributes will always be interesting and attractive to a business owner as it affects their bottom line and may even enhance the happiness factor of the employees by reducing frustration and amplifying achievement of company goals.

Successful Sales follow a road map…keep on track and guide your customer effectively along toward the same destination, pointing out important sights along the way and answering questions to keep them interested and satisfied…you will both be happy when you arrive together!