It’s Friday – So It Must Be Time to Drive Off the New Kids
In offices and classrooms around the country, a Friday ritual is taking place. Hundreds of well intended managers, trainers and mentors are huddling with their new agents and advisors. With the passion and zeal of a Marine Drill Instructor, they are conducting what is affectionately known by all who have been through it as the, “Why didn’t you make your targets. This isn’t rocket science. Just do what I tell you.” dance. I remember it well.
This is a rite of passage for many and a deal breaker for some.
Can you envision this “training?” For some there are knuckle knocks, chest bumps and high-fives. For the rest, maybe something “more corrective in nature” is administered. Even the most casual observer, would agree; one group is having a much better day then the other.
What often happens next always amazes me. The “good kids,” the ones who hit their targets, are treated like rock stars — great job, keep on keeping on, I wish we had more like you, . . . blah, blah, blab. On the other hand, the “bad kids,” are treated like roadies — work harder, prospect more, make more calls, review your script, you have I so much better than I did when I started — fail, fail, fail.
Soon the new kids figure out that “being recruited” is a lot different than “being trained.” The reality hits. “This is hard work. Traditional features and benefits transaction sales take thick skin. This is not what I expected.”
DOUBT starts to creep in and over time fewer and fewer of the “bad kids” come back on Monday. There has to be a better way.
I recommend a values based behavioral approach. Assuming each new kid is capable and motivated, consider this:
- Training improves skills and knowledge — not capacity or poor design.
- Training will not fix bad tools and equipment, dysfunctional work processes, lack of feedback, or badly designed motivational systems.
- Training will not fix ridiculous goals, bad metrics, arcane reporting systems, or bloated bureaucracies.
- Values matter — it’s always good when the values of the individual align with those of the organization.
- Temperament matters — everyone has a unique relationship with money and knowing something about how a person thinks and feels about money is important.
- Knowledge matters — technical knowledge for sure, but understanding how people process information (communication and learning style) is critical.
- Strategy matters — a values based grand plan that accommodates and makes provisions for individual temperament and knowledge.
- Action matters — selecting and using the tactical tools, techniques, and technologies required to accomplish the mutually agreed-upon strategy brings everything together.
Calling our “good kids” “bad kids” and allowing them to quite over a weekend is not good for anyone.
What’s your story?
Money Made Personal — Semper Fi, Ted
© 2013, Apexx Behavioral Solutions Group