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Strategies to develop your top talent

Archive for the ‘Competencies’ Category

I was speaking at the ChinaSourcing Summit in Hangzhou, China, last week and got the chance to share some research and ideas with other industry leaders about how to upgrade the quality of management conversations with employees in a service and data-intensive industry.

ChinaSourcing Summit Hangzhou

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Failing Forward

“‘Failing forward’ is the ability to get back up after you’ve been knocked down, learn from your mistake, and move forward in a better direction.” John Maxwell

When you develop talent, you need to be ready for failure.  It is just crazy to expect people will learn something well the first time.  Of course, you shouldn’t put people in a position to fail especially if the stakes are high, either for them personally or for the organization.  But failure is a necessary part of learning and leadership formation.

Talented individuals also need the right mindset.  Sometimes if they have not met much adversity the first experiences of failure can be hard to face.  That’s when “failing forward” needs to be learned.

This is not the same as the Peter Principle, which basically says people get promoted to the highest level that their incompetency can handle.  It assumes a static case or stalled development while promotions continue.   Failing forward is not about career promotion and covering up incompetency.  It’s an attitude of learning to recover, to demonstrate both resiliency and course correction.  There is no real “failing forward” without positive change involved.

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How do you make the unruly world of sales more manageable?  One way is to align your salesforce on a generally agreed-on sales process and then train them on it and coach them to success.

Key to such an approach are the sales managers: getting them to support this approach and then giving them the tools and training and support to make it successful. (more…)

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