At the heart of every business are people. The best companies have a great culture, engaged team, healthy talent pool and the needed leadership to scale.
Culture & Engagement
Drive engagement and increase accountability by increasing ownership and empowerment.
Rob has increased engagement and at the same time turned around underperforming teams.
By setting clear values, ensuring alignment and getting the right people in the right positions (in or out of the company).
Engaged employees are successful employees, happy in their position and with their progress.
How it Works
Rob will start by reviewing the values, and supporting behaviours and rituals that form part of company life, including social gatherings, All Hands meetings, etc. The aim here is to ensure that there is alignment and adequacy of structure to embed and protect the cultural values, while ensuring high Employee Engagement.
Rob will then gather and review any historical Engagement Survey results, or like employee engagement data. This should include quantitative and qualitative data. If the engagement data is not adequate (e.g. old, not representative, poor coverage, doesn’t validate cultural alignment etc), Rob will work with HR to revise and re-run the survey to obtain the data needed.
He will then analyse the gathered information (cultural framework and survey results), identify strengths and opportunities, and prepare the findings for presentation.
Rob will then work with HR and Leaders to review the findings and agree on the specific actions to be taken, and the uplift expected (i.e. impact on future Engagement Survey Results).
Finally, the agreed action should be fed into the Operational Planning and Reporting Process, to ensure execution and tracking.
Sales Organisation
Employee engagement is critical when it comes to sales. The best sales culture, wins!
Sales is part of Rob’s DNA - having led sales for the last decade.
There is nothing like being part of a successful sales effort, delivering customer value while taking market share from competitors is both challenging and exhilarating!
How it Works
Rob can work with your sales leaders to build a winning culture and a great team, producing the tools needed, such as role definitions, Compensation Plans, Performance Plans, culture rituals etc.
There are many elements that are critical to get right in sales;
Sales Culture: Balancing internal excitement around the products the business creates and sales success may not be easy, but it must be done to ensure everyone understands sales roles and celebrates sales success.
Sales Compensation: Defining and evolving the sales compensation plan is a tricky process. You need to motivate the right behaviours for now, and be able to alter this as the business evolves, without negatively impacting sales culture or morale.
Role Definitions: Mixing hunter and farmer responsibilities is fine in some situations, but in others, it is an impediment to performance. It pays to know the price you are paying here. It’s also critical to avoid ladening sales talent with activities that aren’t really sales.
Recruitment: Having a clear role definition is a great start, and winning in-market attracts talent, but even with this, recruiting top salespeople is not easy - managing a talent pipeline is key.
Induction: Once you hire someone with the right attitude and sales superpowers, you now need to turn them into someone that will deliver value in every engagement - this takes knowledge.
Performance Management: Having a clear plan ensures that when you don’t get recruitment right, you know when to act.
Talent Management
Profile your entire workforce, identify future leaders and highlight performance concerns.
Over 25 years of management, Rob has developed and implemented 360 degree reviews, Talent Review Processes, and A-Player systems to identify talent, and highlight potential performance and/or culture issues.
Rob has also empowered teams and turned around underperformance by increasing transparency and accountability, and driving a greater sense of ownership.
How it Works
Rob will work with your Leadership Team to understand the structure and the key positions that are critical to the growth of the business - not all positions are equal. It is these key positions where engagement must be high and talent plentiful.
Rob will then work with your HR team or directly with your Managers to design a set of talent management processes that work for your company. This could include, implementing a Talent Review Process (9 box or A-Player etc), a 360 degree manager review process, defining internal career-paths, designing specialised talent development plans, Performance Management Plans etc.
For hard-to-recruit positions, such as senior sales, Rob can work with your leaders to ensure that they regularly work their talent recruitment pipeline, as diligently as their sales pipeline.
Finally, Rob can help document talent management processes, and support the implementation, ensuring that changes are embedded, becoming part of the operational fabric of the business.
Coaching Leaders
Maximise the performance of your executive team through focused coaching.
Rob has been coaching people to excel in their careers for over 20 years.
He has led all major functions of a business and is able to understand and contribute to a wide range of leaders.
How it Works
Rob will take the time to understand the challenges facing your leaders, building a clear picture of the current and target states, whilst confirming alignment with goals and targets.
Using this information, Rob will then work with your leaders to understand the pathways to success, setting a course that balances risk, investment and reward.
Using the plan as a foundation, Rob will then work with your team to overcome the inevitable challenges that arise on the journey to success. With every challenge addressed, Rob will aim to have your leaders increase their performance and control. This is done by addressing the immediate issue, gathering feedback, learning the lessons and implementing preventative measures.
As Rob gets to better understand the character and strength of each team member, he will help them use their unique skills to maximise performance, ensuring that they deliver where they are strongest and hire in the areas needed.
Note: Rob has developed a robust 360 degree survey, that if appropriate, can be used to quickly identify a leader’s strengths and weaknesses.