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54pt Housekeeping
This session is being recorded and each of you will receive a copy of the recording and the slides. Please chat any questions using the chat window, questions will be addressed during the Q&A. To join the conversation on Twitter, use @rogensi @qualtrics #hr
SM
54pt SM
Agenda
1. Introduction 2. Role of 360°assessing 3. Three tips
• Value is in Action • Leadership is vital • Developing the right priorities
54pt
SM
Introductions
Ashley McKertich Global Head, Assessments and Insights
(e) [email protected] (p) +61 2 8296 1021
Jordan Menzel Employee Insights, Qualtrics (e) [email protected]
(p) 1 (801) 943-6106
Sustain development • Role of leaders / managers • Accountability • 70/20/10 development • Blended learning • IDP à implementation
Assessment design • Set participant’s frame of mind • Use a relevant & consistent scale • Rate competence AND importance to
role • Give people the opportunity to free
text à feedback • Evaluations should take no more
than 10-15 mins
Major Australian bank • Relationship bankers • GFC impact à 1 state
dramatically underperforming • Lack of urgency, sales “culture”
and pro-activity at all levels
Assessments exposed • Lack of sales process, focus
and discipline • Alignment challenges
between leaders and teams
Interventions included • Duration = 3 months • 1:1 leadership coaching • Attended team meetings &
development days • Leading & advising major pitch
opportunities • Defined and implemented standard
sales process
Results • 12% net growth in loan book • 8% net growth in deposit book • More than $1.5M in new margin • Increased cross sales • Pipeline strongest in 4 years
Major healthcare manufacturer • National product sales team • Approached us to deliver core
skills capability development • Blanket training in large group
format - conference
Quantitative + Qualitative research exposed • Relatively strong on Knowledge
competencies • Notably weak on Process & Mindset • Some skills needing development • Significant misalignment between
Manager and team
Interventions + Results • Group conference and 12 learning modules • Focused development on building mindset, skills
(negotiation, communication, questioning & listening etc) and critical conversations
• Results included: • Engagement scores up 40% • 22% increase in sales à best ever 6 months • 54% increase in margins