new workforce solutions for a challenging economy

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

http://www.trustworksgroup.com/

For More Information

Kathy YeagerContract Training Edge

913-593-5347 – [email protected]

www.ctedge.net

Cynthia OlmsteadTrustWorks Group, Inc.

[email protected]


Moderated by:

Leslie LarrabeeEntrepreneurial

Endeavours in Education

[email protected]




Today’s Agenda

• Selling Solutions – Why it is so Critical

• Repositioning Yourself as a Solutions Provider

• Why/How to Start with Trust



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”



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



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?



Indicators of Needfor a Trust-Based Solution

• Lack of commitment• Poor communication• Low morale• Closed relationships• Backstabbing• Low employee retention• Information withheld• Unresolved conflicts



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



Trust and Tough Times

How is trust built during economic down times?



Workforce wants…

• Clear, honest information• Knowledge of short / long term plans• Assurance…


PERCEPTIONS

BEHAVIORS

How is Trust Formed?




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


TrustWorks!® Model –


The ABCDs of Trust

a Able

bcd

Believable

Connected

Dependable

Demonstrate Competence

Act with Integrity

Care about Others

Maintain Reliability

ELEMENTS COMPONENTS


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”



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



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



Toolkit of Solutions

• Training• Consulting• Coaching• Performance Improvement• Assessment• Certificate Programs• Packaged solutions



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



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




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




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



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


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

http://www.trustworksgroup.com/Product/Pace-Palette.aspx

http://www.trustworksgroup.com/Product/Pace-Palette.aspx


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.

[email protected]


Moderated by:

Leslie LarrabeeEntrepreneurial

Endeavours in Education

[email protected]


Thank you!

http://www.ctedge.net/
