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Posts Categorized / Blogathon 2008

  • Jul 26 / 2008
  • Comments Off on Why Your Corporation Needs a Mentorship Program
Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog, Sales Training

Why Your Corporation Needs a Mentorship Program

“35% of employees who do not receive regular mentoring look for another job within 12 months”
– Emerging Workforce study by Spherion

Too many organizations invest heavily in recruitment yet fail to retain star performers because they lack a thorough plan and process for starting their people right and continuing to develop them. Winners want to win quickly; hire a winner and you have to have the tools and mentorship program in place to help them win.

Furthermore winners leave when there’s no more challenge or personal or professional growth opportunities. When recruiting University Graduates one interesting statistic to note is that “More than 60% of college and graduate students listed mentoring as a criterion for selecting an employer after graduation” (MMHA)

In a recent study of 3000 companies done by Accenture Analytics and 18 other organizations globally found that the top 25% of companies in multiple industries as compared to the bottom 25% were those organizations that had significantly more mature and effective human resource development plans with strong leadership and mentorship development components in those plans. The bottom-line is mentorship and people development makes a difference to your bottom line.

The need for mentorship is particularily true for the millenial generation or generation Y.  This demographic tends not be of the live to work mentality.  They don’t just talk about “balanced lifestyle” like their boomer parents did, they put lifestlye first and see work as a tool to support that lifestyle.  Recent studies also show that without mentorship Generation Y is not equipped with the contrast between their sheltered (and good for them by the way!) upbringing and the realities of the work-force and the demand of society financially, socially, and otherwise.

Having a solid mentoring process along with training, personal development and a good dose of entertainment can help retain the up and coming star players of tomorrow.

This is blogathon entry number 19 for the MSMF Blogathon. Visit this page to learn how you can support this cause. Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

  • Jul 26 / 2008
  • Comments Off on Leaders of Tomorrow The Importance of Mentorship Part 2
Blogathon 2008, Leadership, Sales Articles, Sales Blog, Sales Management Blog

Leaders of Tomorrow The Importance of Mentorship Part 2

Mentoring tomorrow’s leaders today is high value, high impact strategic investment in the longevity and success of our community and economy as a whole. In most western cultures we tend to think in quarterly terms or at best annually when it comes to business and leadership success. And when it comes to creating a succession plan for ourselves and our organization that will reap results in 5 or 10 years from now, it might all seem like a warm and fuzzy idea. More and more we are becoming more insular and less connected to our communities and even our own corporate team. People send e-mails to the guy in the cubicle beside them instead of popping their head around the corner and saying hi.

This may not seem like a big deal but what we’re losing is the tradition of connection between our elders or mentors and the next generation. What’s lost here are the high impact tidbits of tacit knowledge, the street smart lessons, insights learned in the school of life, values, access to the mentors resources and networks, and opportunity to learn the often untold principles of success that aren’t taught in University or found online. In all of it’s glory it’s too easy to hop onto the web and get an answer (who writes that stuff anyway?). But it’s about using the information and sifting through what is relevant and what is not. The very personal exchange that occurs through mentorship and even connecting with our peers is lost. The information age has spawned the disinformation age. Try weeding through and verifying the facts you find on one of the 9 billion WebPages indexed by Google and MSN.

As mentors and leaders this knowledge and ability we have comes with a responsibility. We believe strongly that if members of our community can share the roadmaps they have discovered and experienced, along with their insights from these journeys be it for business, personal, marital or spiritual success and through sharing this insight by investing as little as a couple hours a month the difference that can be made in many lives will be massive. Doing this within our community, including the chance to increase our shared prosperity will build the kind of high impact legacy we can all be proud of.

This is blogathon entry number 18 for the MSMF Blogathon. Visit this page to learn how you can support this cause.  Also if you live in Vancouver please check out the Vancouver Board of Trade’s Leaders of Tomorrow Mentorship Program.

  • Jul 26 / 2008
  • Comments Off on The Importance of Mentorship Part 1
Blogathon 2008, Leadership, Managing Complex Selling Relationships Blog, Sales Articles, Sales Blog, Sales Management Blog

The Importance of Mentorship Part 1

“To the world you might be one person, but to one person you might be the world.”
– unknown

The Role of Mentorship provides an important role in the development of global socio-economic infrastructures. It provides critical capacity building support and opportunity for entrepreneurs, corporate executives and government officials and leaders in creating long term stability and competitiveness for nations and their economies. Mentorship in the areas such as fine arts, sciences, and the not for profit sector is paramount to improving and sustaining the quality of our lives as a whole. Building capacity is means strengthening and increasing insight, ability and talents, as well as visioning and implementation and execution skills in a specific discipline or disciplines. For instance Vancouver’s economy boasts a strong, growing high tech sector but still has only begun to tap its global potential.

This is largely attributed to capacity gaps in marketing technologies and distributing them on a broader platform. In order to increase the capacity to grow and export Vancouver’s technology base and applications, building the sector’s mentorship capacity and resources can help the key entrepreneurs, executives and innovators within the local technology sectors meet their full global market potential. Mentorship can provide a prospective road map from someone else who has walked the path before – like an entrepreneur who taken a tech company from 12 employees in a basement apartment to 500 employees and a listing on the TSE with global distribution.

Typically, however, the steps, pitfalls, and challenges aren’t well documented traditionally; they’re taught, and modeled by mentors and leaders and passed on to their protégées and partners. Its a proven fact that the higher mentorship capacity levels you have and the higher the quality of mentorship in your community the higher capacity economically, environmentally, and socially you will have. Unlike traditional education environments, corporate training programs and courses, mentorship is a very personalized form of support and transferring knowledge. It is primarily based on a specific relationship between two people and at times between an individual or group of individuals or advisors. [This is the first post of a two post series on this topic Click Here to Read Part 2]

This is blogathon entry number 17 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • Comments Off on Faith Based Selling – Blogathon Entry 16
Blogathon 2008, Sales Management Blog, Trevor Greene, Trevor Greene Vancouver, Uncategorized

Faith Based Selling – Blogathon Entry 16

In our book Closing Bigger Trevor Greene and defined selling as “Creating an environment where an act of faith can take place.” Faith is based upon trust and trust is based upon credibility with the client. Credibility is about being more than a sales rep, it’s about being a business person that sells. Credibility is also about asking great questions, and having a high level of insight into the client, their company and their industry.

Over the past couple of years I have found that there is another way one could look at our definition.  “Sales is about creating an environment where an act of faith can take place .”  The first enviroment we need to create so an act of faith can take place is within us.

Faith is a belief, and intense belief.  We first must be able to truly visualize ourself succeeding and wholly believe in that picture.  World class athletes from skiers, to ice skaters to rowers at the Olympic level use visualization as a tool for mentally preparing themselves to win.  The difference between Gold and Bronze in giant slalom is usually less than .5 seconds.  With all of these skiers basically around the same weight, level of fitness and level of training it eventually boils down to a mental game.

There are many factors that effect our ability to intensely believe that we can win (some of them we will discuss in future blog entries and podcasts) but here’s the shortlist

Self-Esteem and Self-Worth: A sense of our own value and ability based upon mutliple belief structures

Training: Repeated feedback and on-going progress offers proof of success and mental conditioning

Self-talk: The constant dialogue we have with ourselves, the questions we ask, and we respond mentally to what happens to us impacts this as well.

External Models of Possibility: Mentors, Leaders, and other performers that we can model our strategy after assists us in seeing what is possible.

Association: Once again, who we associate with on a regular basis will impact our standards and our concept of what is possible (Olympians tend to train with Olympians).

So before we put our “out-side world” plan together for success we need to make sure that we have put together a solid internal plan for mental and emotional fortitude.  The bottom-line is that our business development plans must have a personal development plan connected to them if we’re going to perform at our best.

This is blogathon entry number 16 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

  • Jul 26 / 2008
  • 2
Blogathon 2008, Leadership, Managing Complex Selling Relationships Blog, Sales Articles, Sales Blog, Sales Training

7 Important Things When Selling to Executives

When we’re dealing with senior level decision makers we need to assess what their core driving motivators are and then customize our pitch to fit those drivers (if we have a true fit of course). No two people or organizations are alike but here’s 7 common things that senior decision makers are looking for:

? Raising Revenues: Show them how their overall volume can be increased. In other words, an increase in sales. They know that an increase in sales means more profit if the expenses are well managed.

? Increase Efficiency: They want more return for their money invested. If they can see that their staff and management will become more efficient, or their equipment or other capital and human assets will be more efficient than the chance of their buy-in is higher.

? Keeping Shareholders Happy: Keeping the Shareholders happy means that you are showing them ways to improve the value of the company inturn improving the value of the shares, or returning a bigger profit so that larger dividends are declared and paid to the Shareholders.

? Lowering Cost Of Production: Again, more logical, linear, left brain appeal to the top level decision makers. Lower costs equal better margins, which means better profit.

? Increasing Market Share: They are interested in advertising, marketing and business development strategies, tactics and methods to increase Market Share. Also gaining a bigger share of the average client’s or customer’s wallet (spend) is also increasing market share to them.

? Higher Return On Investment: Can you show them how they will get a bigger return on their investment for the money they invest in your services, products, ideas and concepts?

? Dealing With Market Changes: A sudden down swing in the economy, a new big competitor grabbing market share, a sudden market switch to a new technology, a new way of doing business, new government regulations that affect them adversely, a major change in consumer behaviour are all examples of market changes that corporations have to adjust to and capitalise on.

This is blogathon entry number 15 for the MSMF Blogathon. Visit this page to learn how you can support this cause.

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