New Workforce Solutions for a Challenging Economy
Let’s Start with Trustpresented by
Kathy Yeager, Contract Training Edge& Cynthia Olmstead, TrustWorks Group, Inc.
Your host: Leslie Larrabee Entrepreneurial Endeavours in Education
www.trustworksgroup.com
For More Information
Kathy YeagerContract Training Edge
913-593-5347 – [email protected]
www.ctedge.net
Cynthia OlmsteadTrustWorks Group, Inc.
www.trustworksgroup.com
Moderated by:
Leslie LarrabeeEntrepreneurial
Endeavours in Education
New Workforce Solutions for a Challenging Economy
New Workforce Solutions for a Challenging Economy
Today’s Agenda
• Selling Solutions – Why it is so Critical
• Repositioning Yourself as a Solutions Provider
• Why/How to Start with Trust
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Solution Selling
• Listens for need
• Asks probing questions
• Understands the issues of the company
• Is proactive in approach
• Creates a blended solution
• Doesn’t show a catalog to sell training
• Isn’t an “order taker”
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Why Start with Trust?
• Lack of trust can erode a company
• Without trust, individuals and teams cannot achieve the high returns that lead to productivity and profitability
• Expand offerings
• Increases bottom line
• Positions you as a trusted advisor rather than a Continuing Education salesperson
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
The Solutions Approach – Probing for Need
• How do team members support each other?
• Are employees working well together?
• How open is communication?
• Are you achieving your performance goals?
• How would you rate the level of trust within the organization?
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Indicators of Needfor a Trust-Based Solution
• Lack of commitment• Poor communication• Low morale• Closed relationships• Backstabbing• Low employee retention• Information withheld• Unresolved conflicts
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Trust is the Driver
• Jobs are tight
• Employees holding on for dear life
• Need to keep productivity high
• Must have a work environment where everyone is pulling together
• Trust must be in the driver’s seat
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Trust and Tough Times
How is trust built during economic down times?
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Workforce wants…
• Clear, honest information• Knowledge of short / long term plans• Assurance…
www.trustworksgroup.com
PERCEPTIONS
BEHAVIORS
How is Trust Formed?
New Workforce Solutions for a Challenging Economy
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Building an Environment of Trust
• What does trust look like?
• Means different things to different people…
• Building trust means we need to have a common way to talk about it and rebuild it where and if eroded.
• Trust Busters and Trust Boosters
www.trustworksgroup.com
TrustWorks!® Model –
New Workforce Solutions for a Challenging Economy
The ABCDs of Trust
a Able
bcd
Believable
Connected
Dependable
Demonstrate Competence
Act with Integrity
Care about Others
Maintain Reliability
ELEMENTS COMPONENTS
New Workforce Solutions for a Challenging Economy
Solution Selling
• Listens for need
• Asks probing questions
• Understands the issues of the company
• Is proactive in approach
• Creates a blended solution
• Doesn’t show a catalog to sell training
• Isn’t an “order taker”
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
How to Utilize Solution Selling
• Offer solutions that integrate training, consulting and services
• Act as an advisor to improve profits, increase productivity or reduce costs
• Don’t show…Listen!
• Determine need first
• Identify success indicators
• Create proposals containing solutions to uncovered needs
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Positioned to Sell Solutions
• One-stop provider of services
• Good brand in the community
• Sales makes proactive sales calls to the “right” prospects
• Responsive to the company’s need
• Delivers solutions through multiple consultants and vendors
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Toolkit of Solutions
• Training• Consulting• Coaching• Performance Improvement• Assessment• Certificate Programs• Packaged solutions
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Adding Trust to your Tool Kit
• Solution to a need—not just a seminar
• Can build this in with other solutions you propose to the company
• Uncover need and symptoms of the organization
• Prescribe when appropriate
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Trust-Based Workforce Solutions
WD-40’s Global Work Force
– Challenge: Global leadership team in Asia, Australia, Europe, Middle East, USA
– Need: Common way to talk about issues impacting trust between departments and regions
– Solutions: Conducted a one day session; on-going coaching with leadership
– Lasting Outcomes:
• CEO uses the ABCD Model as format for discussions with his leaders
• Leaders use the language with their teams
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Trust-Based Workforce Solutions
Community College Continuing Education Unit
– Challenge: Low morale and lack of communication
– Need: Stronger relationships between Administration and Faculty
– Solutions: Conducted a one day session; Trust Nuggets reinforced trust behaviors
– Lasting Outcomes: Common language created a “safe way” to address issues impacting trust
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Trust-Based Workforce Solutions
Corporate Client Regional Sales Division – Challenge: High turnover
– Need: Research found relationship with Regional Managers and Sales Reps needed strengthening
– Solutions: Sessions focused on building trust behaviors with Regional Managers; TrustWorks 360 Feedback Tool was catalyst
– Lasting Outcomes: Retention significantly improved
www.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
Other Examples of Lasting Outcomes
• Increased understanding of different perceptions of situations
• Stronger team work
• Better communication between departments
• Greater work effort due to happier workers
• Employee retention
• Increased productivity
www.trustworksgroup.com
Tools for your Toolkit
Leader as Trust Builder™
Myself as Trust Builder™
Great Teams™
• Facilitator Kits• Participant Kits• Assessments• Support Tools
On-line 360 Assessments
Pace Palette™
New Workforce Solutions for a Challenging Economywww.trustworksgroup.com
New Workforce Solutions for a Challenging Economy
How to Add TrustWorks Solutions to your Toolkit
1. Order TrustWorks Tools online anytime at www.trustworksgroup.com
2. Call 1-866-801-5678 to sign up as a TrustWorks Provider
3. Have a Certified TrustWorks Facilitator conduct your program
4. Get Certified! - Facilitator Certification and Solutions Integration Training
January 20 – 23, 2009San Diego, CA
Get Certified! Trustworks
Facilitator Certification and Solutions Integration Training
January 20 – 23, 2009San Diego, CA
For More Information
Kathy YeagerContract Training Edge
913-593-5347 – [email protected]
www.ctedge.net Cynthia OlmsteadTrustWorks Group, Inc.
www.trustworksgroup.com
Moderated by:
Leslie LarrabeeEntrepreneurial
Endeavours in Education
New Workforce Solutions for a Challenging Economy
Thank you!