Developing Talent Goes Beyond Goals and Performance Management
Posted on in Talent Strategy
CFO to CEO: What if we invest in our people and they leave us?
CEO: What if we don’t and they stay?
This is one of those daily quotes that circulates on social media that is worth paying attention to. It not only speaks to a sentiment we’ve heard from clients, but also highlights that great leaders know that they must develop their people.
Over the next few weeks, we will discuss Pillar #6 of the Talent Continuum: Develop. This isn’t going to be a series that focuses on the importance of goal setting, or how to create a performance management process. While these activities are important, most companies execute them so poorly that they’ve turned into meaningless exercises, used as tactical management tools, as opposed to being part of a broader talent development conversation.
Developing your team is about being strategic and understanding the “whole” person (their individual preferences, behaviors, strengths, and interests). Aligning their professional desires beyond their day to day responsibilities with the needs of the company in new ways unlocks their willingness to put forth additional discretionary effort, leading to increased productivity and innovation for your company. It may sound too aspirational, but when you take the time to really learn about your team, many of their professional desires aren’t difficult to accommodate, and they can have a tremendous impact on your bottom line.
To make this tangible, we are going to center the discussion around developing your sales team since it’s a question we get asked frequently. We’ve invited Bill Morrow, Managing Principal of Keystone Sales Solutions, to share his thoughts. Bill has fantastic experience developing salespeople at various stages of their careers. Finally, we’ve put together a special workshop to help companies attract, recruit, and develop their salesforces which will take place in Philadelphia in June.
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