Monday, June 21, 2010
The Single Most Important Choice for Organizational Leaders
Tuesday, June 1, 2010
Are Training Departments Obsolete?
The days of the Training and Development Department as a necessary operational expenditure are long gone. Training Departments are continually finding themselves in a position where they must justify their existence. Feeble attempts at ROI have left many of us questioning the value of the work we do and more and more senior executives are doing the same. The question remains, “How were we making training decisions?” The most obvious way is reactively. A new system or a new procedure is introduced and we scramble to provide training in a ridiculously short period of time to often-resistant participants. Proactively we offer a basic core group of training courses on management and customer service because everyone needs that, right? Occasionally we even conduct a needs assessment; an often faulty instrument which assesses everything but the important things with all but the right people. But how do we determine what we need to assess? How do we know what is important?
“What is important?” A senior executive in an organization would answer, “The bottom line”. Why haven’t we as educators fully explored the impact of training on the bottom line particularly management training? My colleagues have responded to that question by claiming that these so-called “soft skills” cannot be quantified. If we believe this then we must then accept the fact that management training has failed to impact business results. In fact our metrics indicate that we never intended to impact business results. We’ve measured our success by use of three metrics:
1. Course evaluation- response to the course from the participants typically based on how much they like the instructor.
2. Basic validation of training content-verbal or written feedback affirming the competency was learned.
3. Application of what is learned-assessment of whether newly acquired skills are being applied in the workplace.
These metrics do not address the impact of training to the bottom line of our companies. We must approach management education with the intention to improve business results. The goal of the training intervention should be measurable changes in organizational performance.
A few years ago began to explore how training in my own organization could improve business results. What is costing my organization loss of revenue? Are these costs universal? And most importantly, can training not only address these areas but also impact them significantly? As an OD and training professional for the past 20 years the answer to that last question either would validate or besmirch an entire career. Did I dare venture down this path? I felt that training is critical to the success of an organization, perhapsI just had to approach training in a new way using the same metrics that senior executives use.
I started by asking myself, what is costing my organization revenue? The first was obvious, employee turnover. Could training impact turnover? I had to think first about why employees really leave. Most of the time I found employees don’t leave the organization, they leave their direct management. The question then becomes, “How well does our management team hire, train, support, reward and ultimately retain staff?” How can I assess, provide the training intervention, and then measure? I knew that there are two direct sources for assessment that didn’t even require I develop a needs assessment. One source is the employee exit interview and the other is our company employee satisfaction survey. In many organizations the exit interview is so confidential I’m not sure anyone sees it. If we aren’t going to use the exit interview as an opportunity to learn and change, why do it? I wanted to know why employees were leaving and most importantly I wanted to know the percentage of turnover for a particular manager. With this information I could target my training directly. The employee survey could provide me with similar information. I could also make predictions from the survey about future turnover. I could measure turnover pre and post training.
What other area was my company at risk for losing revenue? The most obvious way we lose revenue is customer dissatisfaction. Of course, we offer customer service classes but are these classes addressing why customers leave? I knew I had to see the data from our customer complaints. I knew this data would not only tell me why customers were leaving but which personnel member they last interacted with that caused the complaint. The data would reveal to me process issues as well as employee performance issues. Training can address those issues. We can target specific process areas or performance issues and specifically design training address the need. We could measure the number and type of complaint pre and post the training intervention.
One other area we could be losing money is risk. What have we suffered loses due to litigation? This data would help determine the priority of training design and delivery effort. Once again, I could measure risk pre and post training intervention.
I began to realize we have been doing everything backwards! We develop training and then try to justify it. Why not use the organizational metrics we already have in place as our need assessment and deliver training for the organization’s bottom line as opposed to cookie cutter, feel good training? I realize that what is important to my organization is universal. The same approach can be used in every organization by looking at where revenue is lost and those areas are universal employee turnover, customer dissatisfaction, and risk. Then design training that addresses the specific reason for that revenue loss.
Designing training to the bottom line, however, can only be successful in an organization in which accountability is systemic. In other words, post training intervention, a positive change in the metric must be realized and established compliance measures be enforced. The entire training effort must be an integrated part of the company’s performance management system. This requires buy-in from the senior management team.
The following is the criteria in determining a training program:
· All training must positively impact the company bottom line
· Use of organizational metrics (turnover reports, customer satisfaction surveys, risk factors) all direct the training effort
· Evaluation of the training intervention must be based on organizational metrics as opposed to training department metrics
· Accountability must be organizationally systemic
· Compliance measures must be integrated into current performance management
· Senior management must buy-in to the process
We must look at ROI, not as a foe but as a guide to direct our priorities and focus what really
matters in an organization. Whatever your organization has selected to measure is important to your organization.
Study these measures and determine how a training or educational intervention might impact the bottom line of
your own organization. There must be a continual process of analysis of data from organizational metrics,
determining the appropriate training intervention, conducting the training or educational intervention, measuring
the effectiveness of the intervention, redesigning the intervention if appropriate and then beginning the cycle again.
As training professionals know what is important, how it is measured, and most importantly how you can leverage your training to address the organizational priorities. Linking the training effort to the bottom line is not just one way to approach training, it’s the only way.
Tuesday, May 25, 2010
“But We’ve Always Done It This Way!”: How to assess and prepare an individual or an organization for change
So often when change is introduced it is met with varying degrees of resistance. As leaders we focus on developing the new process only to find the target audience is not supporting the change. Through this experience we learn the hard way that the best processes fail if the people don’t support it. How can we anticipate this failure and what can we do to limit its impact? The first step is to understand why people resist change. People resist change for three primary reasons:
2. Fear
3. Lack of leadership
- Desire
- Openness
- Insight
- Values
Desire is the extent to which a client wants to learn the new behavior. Determine if the client has a keen interest in trying out the new process and wants to do the work involved in changing and maintaining new behaviors.
Ask yourself, how receptive has the client been to the communications about the change? How well has the change answered the client’s need to know what’s in it for me? Make sure implementation of change has been preceded by specific information about what is changing and why the change is necessary. Include in your communication any benefits to those involved in the change. When several departments are targeted for change ask for volunteers first if possible. Those who desire the change will be committed to seeing that the process works. This can build confidence in the process for those who are more resistant.
Insight is the extent to which a client is capable of processing feedback about changes in their behavior. Work behaviors are often very personal and have been developed to meet the need of a particular individual. Asking that person to change their work behaviors can be threatening. Ask yourself, to what extent does this individual define his worth by the behaviors he has established? Also, to what extent can the individual view work behaviors objectively?
If the client strongly associates work behaviors as linked to self worth you will need to sell the benefits of the change to the client prior to attempting to implement the change.
Tuesday, May 18, 2010
Evolutionary or Revolutionary Change?
In today’s business environment the challenge continues to be the ability of an organization to change and change quickly. Quick change transformations are critical to meet a demanding client base and tough competition. Baby boomers grew up wanting it “their way” and they bring this expectation to all product and service providers. As a result, change management consultants have been active assisting their clients in managing change. The challenge, however, is not managing change, the challenge is identifying the changes necessary to ensure the organization doesn’t simply survive but thrives.
Monday, May 10, 2010
Leaders and Culture
What’s the defining difference between leaders who are at the helm of poor cultures and those at the helm of great cultures? It really comes down to the type of leader; leaders of poor cultures tend to simply transact business while leaders of great cultures transform organizations.
The questions asked by transactional leaders are most often tangible and concrete; “How much will it cost? How long will it take? What is the resulting benefit or profit?” The questions transactional leaders ask are not poor questions they are simply the wrong questions. It’s a question of altitude and timing. Once the transformational questions are answered then it is appropriate to hit the tarmac, not before.
Leaders at the helm of organizations with great cultures transform organizations. These leaders are willing to make revolutionary organizational changes through calculated risks to move their organization to the next level. They draw their inspiration outward and forward. They are focused on what is happening in the marketplace, what their clients want, and what their competition is up to. Innovation is nurtured in the culture through recognizing and rewarding employees who contribute forward thinking ideas. These leaders are also willing to scrap innovations that simply aren’t working. The “We’ve always done it this way” reason is not good enough for the transformational leader.
Wednesday, May 5, 2010
The Leadership Challenge
Welcome to the Leadership Challenge! So many managers and quite frankly executives hear terms like organizational culture, change management, climate and the like and wonder what does this mean to me and to my organization? Each week I will address issues facing managers through brief tutorials and examples. I welcome your comments, experiences and questions on these topics and others of interest. This week The Leadership Challenge is focused on the challenge of Corporate Culture.
The culture of an organization is critical in attracting, recruiting, engaging and retaining key talent. Culture is also crucial to meeting organizational goals and objectives. Whether intentional or unintentional the goals, priorities and actions of executive leadership ultimately form the basis of organizational culture. In other words, an organization may unintentionally evolve into an undesired culture or intentionally evolve a desired corporate culture.
A corporate culture is illustrated in the manner and to the extent in which the corporation engages in innovation, manages its talent including the activities of recruitment, engagement and development, celebrates its success including formal and informal recognition and rewards programs, continuously seeks improvement, manages knowledge, capitalizes on its learnings, and grows its resources both capital and human.
The following is a synopsis of features present in organizations that possess great organizational culture as well as those organizations that possess poor organizational cultures:
10 Features of Great Organizational Culture
1) Zealous attachment to the organization’s mission
2) A sense of pride, sincerity and cooperation (chasing the work not the dollar)
3) An attitude of constructive discontent (never stop looking for ways to improve)
4) Value based mind set and management style (decisions made consistent with the values of the organization)
5) Emphasis on creativity and innovation
6) Focus on building role models not just leaders (leaders get things done, role models get things done in an ethical framework)
7) Fair compensation and incentive program
8) A sense of high expectations and professional standards (strive for excellence)
9) Habit of celebrating successes
10) Adhering to the Golden Rule
10 Features of Poor Organizational Culture
1) Gross compensation inequities
2) A fear based management style
3) Lack of a clear path for advancement
4) Being treated poorly
5) Tolerance of poor performance
6) Broken promises
7) Putting personal interests ahead of what’s best for the company
8) Lack of recognition for superior work
9) Feeling under-appreciated
10)Lack of trust
These features represent four spheres of an organization; mission and values, processes and procedures, leadership, and people. The extent and manner to which an organization invests in these four areas ultimately form the organization’s culture. What is your organization’s culture? I welcome your comments!