Any attempt to shift company culture, develop new skills, or introduce new practices is an exercise in change management. Therefore, we incorporate two fundamental phases in our approach that enable the benefits of change to take place.
Strategic Assessment and Process Improvement
The strategic assessment and process improvement is the consultative phase of our work with clients. It begins the minute we begin speaking with potential clients about their business, the goals they are trying to achieve, the challenges that are inhibiting their efforts, and our ability to help them achieve desired results. When prospects become clients, discovery transitions into a formal a series of meetings with executive, management and staff level personnel that allows us to evaluate the skills and competencies of your team, as well as the effectiveness of the process, practices, systems and resources that are meant to support them. Meetings also allow us to identify staff motivation, discuss concerns, and explore the positive implications of working together. By design, the strategic assessment provides new levels of awareness that identify the individual and collective strengths and weaknesses of your team, clarify assumptions, prioritize areas of need, and provide an accurate baseline from which to implement an effective client-specific skill development and process improvement strategy.
In most cases changes in your process, best practices, protocol and resources are common, complimented by refinements in systems and sales operations. In some cases recommendations may be made for redeploying staff, shifting responsibilities, or hiring an employee with preferred skills. The integration of current and past client investments in systems, resources and skill development remains a cornerstone of our framework.
Staff Coaching and Tactical Training
Staff coaching and tactical training consist of routinely scheduled executive, management and staff level coaching sessions that are delivered in small group and individual formats. Your staff can expect to be introduced to new concepts, to engage in discussion and to role-play. All coaching sessions are results-driven and emphasize the application of newly learned skills in practical workplace situations, where your staff will identify opportunities, engage those opportunities, discuss outcomes in our sessions, and make appropriate course corrections in real-time to ensure positive outcomes. Staff participation is both encouraged and expected. Group size is intentionally limited to ten participants to maximize staff participation and increase comprehension. We know from experience that individual successes that lead to greater understanding, lead to increasing levels of enthusiasm, competence and success in and among employees.
Executive and management sessions are used primarily for routine management debriefings and strategic planning. Individual coaching sessions are used to address staff-specific areas of weakness, refine sales channel and account management strategies, and receive staff feedback.
Process improvement is anchored by clearly defined methods of execution, the introduction of new best practices and protocols, client-specific resources and reference materials, and refinements to your existing systems. Their integration into the day-to-day activities of your team is an integral part of each coaching session. Furthermore, each coaching session consistently builds upon the skills and practices introduced in prior sessions. Session objectives and certification criteria ensure staff comprehension and ability to execute in the field.
The Sobering Reality of the Sales and Business Development Professional
“As Managing Principal for the New Mexico operation of a national financial planning company, I engaged Joe Merlino's services to assist with training for financial advisors. Joe met with me several times over a number of weeks with a goal of fully understanding our products and processes. I found Joe to be an expert in training methods as well as the competencies I needed him to work with, which included personal marketing and values based selling. In spite of this expertise, he made significant effort to successfully understand the specifics of our company's approach. Although the program he designed was initially intended for newly hired trainees, we found the program to be significantly beneficial to senior members of our operation.”