Using the research as a sales tool Presented by: David Fagiano , Chief Operating Officer. Using the Research. The research connects what we do – our WOW – to bottom line results
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Using the research as a sales tool
Presented by: David Fagiano, Chief Operating Officer
The research connects what we do – our WOW – to bottom line results
It provides teeth to our former positioning as your Global Engagement Partner by showing how we help create engagement
It overcomes major objections to selling the Dale
It provides a differentiator
It reconnects us to our roots
Our WOW has always been the emotional effect we have on
participants on the dimensions of
Turns out these are what creates engagement
Companies with engaged employees outperform others by as much as 202%
Sales people who are engaged produce 48% more revenue
We are the only organization that drives development on the dimensions of empowerment, enthusiasm, inspiration and confidence
We drive bottom line results
We have been developing engaged employees for 100 years because Dale Carnegie knew all about engagement 100 years ago.
The just-completed research on attitudes of 1500 U.S. workers demonstrates that our core body of knowledge is foundational to your success.
We will be adding a global component to this research in 2013
Engagement is a hot topic all over the world because it pays off:
% Indicating “Yes” Would Change
Q9a. Would you accept another job if offered a 5% increase?
Q9b. Would you accept another job if offered a 10% increase?
Q9c. Would you accept another job if offered a 20% increase?
Q9d. Would you accept another job if offered a 50% increase?
Analysis of employee responses to the two criteria questions shows three distinct groupings:
Fully Engaged - represents the most committed
Partially Engaged - those that are positive to at least one question
Disengaged - either neutral or negative to all responses
Employee Engagement Index 29%
Group A: Fully Engaged 29%
Group B: Partially Engaged 45%
Group C: Disengaged 26%
Recommend Employer as a
place to do business
Recommend Employer to a friend as a place to work
Make more money for the company
Stay with organization longer
Committed to quality
Ethical and accountable
Concentrate on tasks not outcomes
Want to be told what to do
Do it – get paid – go home
Sow seeds of negativity
Undermine the work of others
Express mistrust and animosity
Time with Company
emotions generated by management
The Immediate Supervisor produces a polarizing Emotional response
Fully Engaged Employees express feelings of Enthusiasm, Being Inspired, Empowerment
& Confidence based on their interactions with their managers.
Disengaged Employees lack Interest and feel Insulted by their immediate supervisor.
Reflects the 20 Attributes That Have the Highest Correlation to Employee Engagement
Confidence in the leadershipability of my IS (.78)
My IS recognizes my contribution (.70)
My IS isinterested in me as a person (.69)
I trust my IS (.78)
I learned a lot from my IS (.69)
My IS sets a good example (.77)
Satisfaction withImmediate Supervisor
I believe senior leaders are moving the organization in the right direction (.76)
I get the feedback & encouragement I need to enhance my job performance (.67)
My IS treats mewith respect (.74)
I have confidence in the leadership ability of senior management (.78)
My IS communicatesopenly (.73)
My IS cares about my personal life & the effect it has on my job (.66)
Satisfaction withSenior Management
Company encouragesopen communication (.68)
Satisfied with the input I have in decisions that affect my work (.62)
Corporate philosophy reflectsmy own values (.67)
Looking forward to going to work (.69)
All employees are treated with respect (.66)
Proud to beWorkingfor Company
Willing to put in effort to make the organization a success (.66)
Company cares about how I feel (.66)
Energized by going to work (.65)
My health & well being are supported and encouraged (.65)
Proud of the contributions the company makes in the community (.65)
What is the direction of the company?
What is my role in getting there?
Can I have input into our direction?
Your role is to provide a clear direction and demonstrate how the individual‘s goals link to the corporate goals
People support a world they help create – Dale Carnegie
Give honest and sincere appreciation – Dale Carnegie
Leads by example – walk the talk
Provides feedback and encouragement
Gives me on-the-job coaching and training as my mentor
Communicates openly and avoids hidden agendas
Gets me the resources I need
Clears away internal obstacles
Give people a fine reputation to live up to – Dale Carnegie
Treats me as a valuable person with skills rather than a person with valuable skills
Devote real time to listening to issues
Tries to help with work/life balance issues
Is concerned about my health and well being
Become genuinely interested in other people
– Dale Carnegie
All employees are treated with respect
My health and well being are supported and encouraged
My company is a contributor to the community
My values and the company values are aligned
Appeal to nobler motives – Dale Carnegie
Evoked By The Sales Manager On Employee Engagement
A good supervisor makes people feel Valued, this leads to Confidence, Empowerment, Enthusiasm and Inspiration which in turn leads to Engagement.
IGNITING WORKPLACE ENTHUSIASM
Download the new Dale Carnegie Training White Paper
WHAT DRIVES EMPLOYEE ENGAGEMENT AND WHY IT MATTERS