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Just 2 weeks to go to The Trust Conference!

There’s just 2 weeks to go to the Trust Conference on 11th September!

The Global Trust Conference 2014

If you haven’t yet got your tickets yet…

…why not?

Is your company or organisation already using the Trust paradigm to enviable financial success?

Or, are you unsure what an increase in Trust can actually deliver?

Either way, I urge you to rethink…

When I talk about The Trust Conference and what it can deliver, I’m not talking woolly, abstract ideas.

You should know me better by now!

I’m talking about measurable, hard-edged results in all areas of your organisation.

Don’t just take my word for it either…

Here’s what Karen Gregson, the Learning & Development Manager at BAE Systems, said about last year’s Trust Conference:

“I attended the Trust Conference last year and have recommended this to business colleagues. The highlight for me was Stephen MR Covey whose insights to this subject are second to none. Trust is a fundamental part of organisational effectiveness and it is great to see that we finally have a conference dedicated to this. I would encourage all organisations to attend and learn more about this imperative”

With just 2 weeks to go, tickets are almost all sold out. Already, this year is shaping up to be bigger and better than last year – and that’s saying something!

There are a lot of major companies out there who have already booked their tickets, either to attend in person or via an online stream.

So why not be one of them?

See you in just 2 weeks!

Michelle


PS. Remember if you or your team can’t make it in person, you can still listen in via an online stream.

Check out the various ticket options here >


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What’s new?

Congratulations to the 2 new groups of Flow and Performance Consultants accredited in August in both the UK and Australia and welcome on board to the new consultants ‘in training’ from Los Angeles, who I met this month, whilst I was in LA. Welcome to the Flow everyone!

It’s all systems go at TDHQ, as we have less than 2 weeks now until the Trust Conference 2014 on September 11th in central London. We are all very excited and are in the final stages of planning the day out… 800 HR professionals and business leaders will be in attendance (with another 500 joining the livestream online!)

If you don’t have your ticket still, you can book here for a ticket (or a livestream place if you can’t make the conference on the day) or call the office direct on 01772 634994

The conference is CPD accredited, so will also count towards your points…

This month, I’ve seen sight of the first draft of the new profile test we are working on with top TD sales trainer and popular blog contributor, Nicci. The new test ‘Talent Dynamics for Sales’ is ideal for sales people to find out the best roles in selling for them and how they approach sales opportunities understanding their clients frequency and therefore buying decisions. Nicci will be running a breakout at the Trust Conference on Trusted Sales, so you can learn more about it there too!

Michelle

PS. I’ve just come back from Los Angeles, where Roger James Hamilton, Creator of Wealth Dynamics and Talent Dynamics was presenting his Millionaire Master Plan Conference. Roger is one of the keynote speakers at the Trust Conference and you can also get to see him as he brings his phenomenal 2 day conference to London on the 6th and 7th.

Click here to register to attend the Millionaire Master Plan Conference 

The Talent Dynamics team will be there too so do come and find us to say hello!

 

 


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DT’s Tower: Lessons of Trust from my Childhood (kind of)

S

Heading as we are towards the Trust Conference, I’ve been thinking a lot about trust.  My trust antennae is becoming finely honed and I’m picking up more and more examples of how trust accelerates performance.

My not jealous face

I’ve also been watching TV.

One of the shows I really get a kick out of is Toy Hunter.  If you haven’t seen it (you should) it follows Jordan Hembrough, toy dealer, as he visits toy collections to find great toys that he can sell (and probably keep).

This guy makes his living from looking, talking and playing with toys!

I’m not jealous.

Aside from the gob smacking amount that some toys that I used to play with now sell for, it is a real trip down nostalgia lane as you see familiar toys in great condition and a little history of early commercial toys.

Trust, Given

Coming back on topic… As I was watching Jordan begin to negotiate with a collector on some toys (boxed DC superheroes from the 1960s :D ) the conversation turned financial:

Jordan: So how much would you be comfortable parting with these?

Collector: (thinks) how about $100 each?

Jordan: (laughs) I’ll tell you what I’ll do, I’ll give you $200 each.  They are worth WAY more than $100

The collector was very pleased.  What I found compelling though was the fact that Jordan didn’t even need to think.  The way he does business is give a fair price and… he is one of these people.  He loves and collects toys.  If he cheated the collector then he’d be cheating himself (kind of).

Trust, Shared

What do you think happened?  The collector understood that Jordan wasn’t going to rip him off and trusted him to give him the right price.  He asked his opinion.  He didn’t haggle.

The tour (these guys generally have rooms for toys.  Hell, they have built extra rooms for the toys they collect). went quickly and it was clear both Jordan and the collector could relax and do what they love to do best, talk and revel in the shared joy of toys they had.

A great way to do business.

You can still get tickets for the Trust Conference here but hurry September is coming up quickly!


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Work Ready Program Does It Again! TDYP

Work Ready Program 3

By Teejay Dowe - Talent Dynamics for Young People

Thanks to the wonderful generosity and sponsorship from two Swindon-based companies, The Brunel Shopping Centre and Thirdline IT, we ran our second Work Ready Program in July in Swindon. The Brunel donated their board room for the event which meant that once again, our young people had to show up to a place of work. The deal for them was:

a. Show up looking like you are coming to work

b. Show up at 8.45am to start at 9am

c. Present youself politely at reception

d. Play full out for 2 days

e. Have fun :D

What Happened

10 young people showed up before time to start on time and looking smart (yayy!! – first outcome achieved!)

To break the ice a little we had fun in teams with rope and as you can see is IS possible to tie a bow with everyone working together and NOT taking their hands off the rope at any time during the process :D

Then to introductions…which…predictably were short and sweet as they struggled to find anything good to say about themselves.

Next….the MAGIC begins…….we get out all of the blocks to employment that they think they face and using the profiles we explore who they really are:

a. As an individual

b. As a leader

c. As a team member

d. The things that they are naturally great at

e. The things that will challenge them

f. What they bring to an employer

g. How AMAZING they are :D

Seeing these 10 young people transform before your eyes is truly breath taking, inspiring and mind-blowing! From nothing to say about their strengths on day 1 to each doing a 5 mini presentation about themselves on day 2 – they’re like different people!

Results

A young man with a speech impediment who has been bullied because of it and hardly says a word stands up and tells the world who he is with such clarity and confidence that even he is amazed and immediately asks if he can do it again! Incredible!

Next the opportunity to put to put insight in to action as they take part in a business challenge and work together to provide a solution and present back to the group.

Finally the blocks disappear as they realise that what they thought were obstacles are no longer going to stop them and as the barriers go down the possibilities go up and mentors are chosen to continue them on their journey.

Work Ready

Work Ready also launched in Australia in July and as soon as I have the pics and the news I’ll be sharing that event with you. In August Work Ready will be run in Milton Keynes with Cassie Footman, in September in Swindon with Rachel O’Kennedy and also in September in Blackpool with myself .

If you want to know more about running programs where you are then please get in touch with me teejay@backontrackteens.com and let’s connect to see how we help make that real :D

Teejay Dowe will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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[VIDEO] Roger James Hamilton and the 3 reasons to attend the Trust Conference

Roger James Hamilton, international entrepreneur and futurist takes some time out to share his 3 reasons for being at the Trust Conference this year.

1. Trust and Markets

The ways people are sharing and noticing your business is changing rapidly and these changes make prediction difficult.  By focusing on the value of Trust your business can add a little extra certainty.

2. Trust and your Team

Only a few years ago you could be certain about the people, roles and responsibilities of those around you.  Not so today with virtual work spaces, flexi-time and entire supply chains changing or disappearing.  In this space who can you Trust?

3. Trust in Yourself

New options and new pathways for career progression are opening up all the time.  Businesses and individuals are having wild success with specialisation and niche targeting.  This can leave people second guessing themselves.  It can be difficult to Trust in your own decisions and your own personal journey.

You can still book tickets for the 2014 Trust Conference here


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Nicci’s Call: Digging for the REAL Problem

spade

By Nicola Bonfanti - Talent Dynamics for Sales

I’ve been talking to some Sales Directors recently and they all expressed frustration with the same problem – their sales people take their prospects at face value!

A One-Sided Relationship

With sales people anxious to get their next sale, they are making the sales relationship too one-sided in favour of the buyers. So if a buyer says meet me at 9am on Monday morning in Amsterdam, instead of negotiating a mutually convenient time, the sales person will fly out on Sunday night without having organised enough other appointments in the area. When a simple exploration of other mutually convenient times would make the trip much more beneficial for the sales person with no negative impact on the client.

Or the buyer will say we need to save money on our training services, the sales person will work on slashing their prices rather than find out what the outcomes required are from their training and how effective their current methods have been.

What the buyer is really saying is we want a better return on our training, so understand our needs better and give us a programme that delivers on that.

Dig Deep!

Inexperienced sales people or sales people under pressure are too busy chasing the sale rather than really digging deep and exploring the real needs of the client. That means they are missing bigger opportunities.

We can learn a lot from the Deal Maker in this area. The Deal Maker is great at asking questions, listening and coming up with solutions that grow value for everyone they connect with.

1. Deal Makers will ask more questions…

…than most to establish how best to provide that value, coach out of the client what is really important to them and not accept their first answer on face value. That way they are likely to uncover a bigger problem or the real underlying problem and can provide a solution for that.

For example,

A client asked me to provide a quote for sales presentation skills. When questioning about the need for it now, what were the issues they wanted resolved, etc. it was revealed there was a deeper problem with the sales force, the operations team and the marketing department.

The sales presentation was just the tip of the iceberg. So the training requirement grew from a 2-day course to a few months of working together on tailored programmes.

2. Deal Makers will  listen more than talk

“When you talk you are only repeating what you already know; But when you listen, you may learn something new.” – Dalai Lama

3. Deal Makers think about the best outcome for all parties

The win-win scenario, even if it is as simple as negotiating a mutually convenient time and place to meet.

If the sales relationship is a 2-way dialogue which works for both parties it is likely to be more efficient and effective for both sides.

For example,

If you are required to put in a tender for some work but see that the tender doesn’t take into account some areas you feel are important. Rather than take the tender on face value and dutifully comply, as all the other sales people are likely to do, raise the issues you see are missing and address how you would resolve those.

The salesperson will earn the respect of the prospect and the prospect is likely to get a better, more informed service.

Explore the Problem

“The customer is always right” was first said by Henry Selfridge in 1909 to expound excellent customer service in his department store. Instead of starting with an assumption that one party is always right, explore the problem in more depth to discover not who is right but what is wrong and how you can resolve it.

Nicci Bonfanti will be leading one of the Break- Out sessions at the Trust Conference on September 11th.


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Change and Challenges – Amanda’s Story

jigsaw

By Osmaan Sharif

Recently there was a big change in the management team over at Citizen M Glasgow.

The new hotel manager, Amanda, had been a participant on one of my previous Talent Dynamics workshops here at Rapid Transformation, and approached me about doing some work with her new team.

Hitting the Ground Running

Her challenge was for the team to quickly build trust, understanding, and effective ways of communicating with each other.  She wanted them to hit the ground running, especially when it came to the special projects that each manager would now have individual responsibility for.

It was refreshing to work with a team that’s led by someone who’s putting Talent Dynamics to work.  Amanda had already been using all the knowledge and skills that she’d learnt at her previous workshop, by being mindful to recruit a team that spanned the eight profiles, as well as assigning individual projects according to profile strengths and preferences. 

Putting the Pieces Together

Now she wanted the team to gain an understanding and appreciation of each other’s strengths, and to work out how to excel together.  During their Step One (Full Day) Programme, we looked at the challenges the managers faced and how they could improve the way that they tackled them.

For example, we looked at how they could improve communication by understanding the differences in how people from each profile tend to act, communicate and think.  We took some of their pressing challenges and listened to all the different perspectives from each manager, noticing how they view things differently and what benefits that had for the team when it came to finding solutions.

Team Harmony

By the end of the workshop, all the managers recognised that they were part of a well-constructed team.  They were more appreciative of each other, and not only did they recognise that collaboration was key to the success of their hotel; they had the tools in place to make that collaboration a natural way of working for them.

As a result, they all understand why they’re each leading different projects, and how they can help each other to make them a success.  And Amanda didn’t come away empty handed.  Even though she’d been on a workshop before, she learnt more about how to best communicate with and support each individual member of her team.  She told me:

“It was a real awakening for the attendees to see how they each support one another based on their profiles. We came away from the day with real goals and areas for focus and having learned a lot. Since the training day, we have refreshed individual tasks based on profiles and the team harmony is better than ever. I can also use the training day as a starting point for developing each manager.”

Copy and Photo courtesy of Sam Dounis


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The Dynamic Dozen of Real Estate Sales

Real Estate Team Behind with Blonde Woman in Front Holding Keys and Sold For Sale Real Estate Sign Isolated on a White Background.

In the highly competitive world of Real Estate, a high functioning sales team is vital, followed closely by quality listings to satisfy their hunger to sell. One high profile South East Queensland agency turned their struggling sales team full spin into a dynamic force within months, using the guiding force of Talent Dynamics profiling techniques.

Profiled by Rebecca Mitchell, Talent Dynamics Master Trainer and Performance Consultant from Brisbane, this team of twelve real estate professionals achieved some surprising results.

From Flagging Sales…

Sluggish sales and unmet targets were an early warning sign that the team were falling out of step, despite a strengthening property market.

The General Manager knew every individual had the qualities of a great salesperson, yet somehow their motivation was lagging their ability. So he brought in Talent Dynamics Master Trainer, Rebecca Mitchell to decipher the cause of their failing KPI’s.

Each rep took a Talent Profile test. The GM had assumed all profiles would be Stars– known for their prowess as promoters and delivering results, or Supporters – able to reap sales with their Blaze energy leadership. But the Talent Dynamics profiling results proved different.  From the eight reps only three were Stars and one a Supporter, complemented by a Deal Maker, two Traders and one Accumulator.

By understanding how their Talent Profile powered their performance, the team identified changes that would take them into rapid flow.

But what quickly turned their team into a “dynamic dozen” was working together to change how each person went about selling that also complemented the others.  Their new goal: to increase revenue by $100,000 over the following 6-12 months.

The Stars came up with the strategies to help the Deal Maker, Traders and the Accumulator, instantly inspiring and reducing competition between them. Each eased into action – and their natural flow.

To Flogging It!

Over the following weeks, the sales team completely changed their focus and responsibilities. The Deal Maker shifted to partnering with other agencies and financiers in the region.  The Trader took over the ‘walk ins’ and incoming phone and website enquiries. The Accumulator concentrated on telesales and follow-up sales, as well as reporting weekly sales figures. The Supporter took over the Office Manager role and recruited a small team of three commission-only sales agents who worked closely with her – running information evenings, connecting with the local Chamber of Commerce, promoting their office and running monthly events.

The three Stars continued with traditional listing strategies by marketing direct to home owners. They also featured at the monthly events, each month in turn, which further developed them into their own area of expertise; one in apartments, one in standard priced houses and the other in executive homes and house and land sales.

Within six months the team had exceeded their initial $100,000 target! They are now set to increase their bottom line by $500,000 by the end of this year.

This shining real estate firm has jettisoned their motivation and their performance to new levels by embracing Team Dynamics at its best.


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Today really is your last chance to win!

Do you want to enable productive, happy flow filled lives both personally and professionally?

Make a huge positive impact, whilst massively increasing revenues for yourself and your clients?

You can do ALL  of this and so much more simply by delivering incredible life-changing 1-hour consultations either on line or in person!

Enter this competition and you could win the opportunity to learn exactly how to do that. CLICK HERE >

With prizes worth over £50,000 to win including a sponsorship pack worth over £7,000… this is the competition of the year not to be missed!

Good luck!
Janet

PS. By entering you really have nothing to lose and everything to win… the competition ends TODAY! CLICK HERE NOW!

 


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6 weeks to go (and why trust is the new global currency)

This is a quick heads-up to let you know there’s just 6 weeks to go to the 2014 Trust Conference in London on September 11th

At this unique conference you’ll find out why trust is the new global currency, more than yen, pounds or even dollars….

So if you’re planning to go, then I recommend booking your tickets now to secure your seat.  (a lot of people tend to book last minute so to avoid disappointment I suggest you get in early as we are already over 50% sold out)

Click here to reserve your seat
Stephen M R Covey


Today, I wanted to spend a little bit of time focussing on another one of our fabulous keynote speakers and that’s Stephen MR Covey, author of ‘The Speed of Trust’ and son of the late Stephen Covey, author of ‘Seven Habits of Highly Successful People.’

People still rave on about Stephen’s amazing, value-packed speech from last year so I’m so pleased he’s joining us again!

Stephen has real synergy with The Trust Conference and recognises this is the only conference in the world which focuses on creating a business model based totally on trust…. 

This year Stephen will be linking in via a live stream and during his 1hr presentation on “Leadership At The Speed of Trust” Stephen will explain how trust is more than a nice-to-have, soft, social virtue, it is a hard-edged economic driver. 

He’ll share how trust:

  • Drives employee engagement
  • Enables success in the midst of change
  • Is the greatest leverage for executing your top priorities.
  • Is the currency – more than Euros, Yen, or dollars – of the new, global economy.

In his own words, Stephen says: “High trust increases value – value to shareholders and value to customers. 

In a Watson Wyatt 2002 study, high-trust organizations outperformed low-trust organizations in total return to shareholders by 286 percent.” 

To find out how trust is impacting your organisation (and your bottom-line!) and to hear the amazing Stephen MR Covey talk about trust in a lot more detail, I highly recommend reserving your seat for The Trust Conference today. 

Believe me – and the 800 attendees – from last year, you won’t regret it!

Book your tickets now!


CPD AffiliateWith best wishes, 
Michelle

PS. Stephen Covey will be joined by other top speakers such as Sir Bob Geldof, Roger James Hamilton and Hollie Delaney, Head of HR at Zappos. 
 

Sir Bob, Roger & Hollie

 


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