How to reinvent HR for a changing world

By: Jen Colletta

Josh Bersin shared his insights on management shifts, career development and employee experience.

To keep up with automation, many organizations are striving to arm their workforce with digital skills. Not so fast, says HR industry analyst Josh Bersin—to truly becoming digital entities, organizations need to work toward becoming service companies.

That’s the message Bersin shared this week at IAMPHENOM, the annual conference of Phenom, which provides platforms to manage the talent experience. About 1,000 HR practitioners and leaders gathered for the event in Philadelphia, which was themed around the four audiences Phenom’s experience products are tailored to: candidates, recruiters, employees and managers.

All four segments are affected by automation, Bersin noted.

“We used to think about that in terms of employees needing digital skills; but becoming a digital company means means actually acting in a digital way, and that means becoming a service organization,” he said. “We’ve all become service workers—we’re all in the people business because, if everybody in the company doesn’t feel engaged, trained and aligned today, the company isn’t going to operate the way it used to.”

The Role of Managers

Ensuring employees are up to that challenge requires competent managers—but the role managers play is also transforming, Bersin said.

“We don’t work in hierarchical companies anymore,” he said, noting that his recent research found that 35% of companies said their workers operate in a network—up from 6% just five years ago. “You can call it agile, you can call it a network, you can call it teams—but we have to come to grips with it.”

Organizations are moving away from the concept of managers providing direct oversight over employees; modern “service companies” instead operate with the expectation that managers manage projects—and people manage themselves. Workers know their responsibilities, are eager to learn and innovate, and look to their managers for help and clarity—but not permission to make decisions, Bersin said.

That’s been an ongoing evolution in the last several decades, as leadership models moved from industrial to hierarchical to collaborative to teams and, now, to the trusted enterprise—rife with teamwork, data, high productivity and in-the-flow work.

Driving Development, Experience

The shifting role of managers goes hand in hand with evolving employee expectations, including around career development.

Jobs are changing, roles are changing and the concept of “climbing the corporate ladder” is becoming extinct—as employees aim to move around, rather than straight upward, which employers can take advantage of, Bersin said.

“Careers are now about finding people important development opportunities in the context of what the company wants to do,” he said.

A prime example is IBM, Bersin said, which recently conducted a companywide skills analysis and found 10,000 people who had the skills needed for positions it was looking to fill; similarly, a large bank that was struggling to hire AI engineers ultimately looked internally at employees with math degrees—including those working in marketing—who were offered reskilling opportunities to move into the new roles.

Leaders must also be cognizant of changing expectations for employee experience.

Many organizations are ramping up benefits in an effort to draw in and keep top talent; Dropbox, for instance, Bersin said, built a reputation for its innovative perks, including free breakfast, lunch and dinner by one of San Francisco’s most renowned chefs. But, after conducting focus groups with employees—and explaining that the company was spending 30% of wages on benefits—leaders found the benefits may not have been as impactful as they thought, he said. Workers were most eager for bonuses, more highly trained managers and better tools to make the work experience more productive.

“[Innovative benefits] are good tools to attract people, and they’re not bad things to have, but the real expectation is about the human experience at work,” Bersin said.

See also: Kindness: The missing ingredient in a great employee experience

He encouraged HR leaders to keep in mind Maslow’s hierarchy: At the base level, meet employees’ physical and safety needs, but strive to meet the highest expectation: self-actualization—focused on personal growth, fueled by an alignment with the company’s mission and purpose.

In a recent study Bersin conducted with LinkedIn, employees were asked what most inspired them about their job—the highest percentage (26%) focused on the nature of the work itself.

“The right job,” Bersin said, “is twice as important as culture—and more than four times more important than money.”

Source: HR Executive

 

Why you should stop seeing your goal as a destination

We’re well into a new year and a new decade, and many (if not most) of us have probably set ourselves lofty new goals. Setting and achieving personal and professional goals can be rewarding, but it can also feel confusing and frustrating.

You see, many of us set a goal without a clear idea of what we need to do to reach it. We might even have some steps in mind, but we don’t know which ones will get us to where we want to be. Even for those of us who do succeed in reaching our goals, we typically find it difficult to pinpoint the actions that got us there. This lack of clarity means that people don’t always continue the behaviors that contributed to their success. 

Two behavioral scientists at the Stanford Graduate School of Business recently conducted studies of over 1,600 people who set various types of goals to determine why some people not only achieve their goals but can also successfully sustain their learned behaviors, while others stop their efforts and regress. Regardless of the activities involved—from dieting to exercising to attending online courses—we found that those who viewed reaching their goal as a journey, rather than a destination, continued the “good” behaviors that aided their success after reaching their goal.

Knowing that the “destination” metaphor we so often use for goal setting is one of the things that hold us back, how can looking at goals as a continuing journey help us better achieve success and maintain it over time?

Reflect before you launch forward

When we set a goal, we often focus so much on the “new” that we forget to draw on the power of past successes. That’s why it’s crucial to reflect on what you achieved last year before you embark on your new year’s goal. That goes for success in all aspects of your life—whether that’s your career, family life, personal growth, or health.

As you reflect on your past goals and successes, avoid viewing them as destinations. Instead, see them as a journey of many steps. Seeing success as complete or finite can often lead to its benefits to slip faster than they came. That’s why it’s so easy to put on those 20 pounds again or lower your output at the office after your boss awards you a raise.

On the other hand, our research showed that if you review your completed goals through the lens of a journey rather than a destination, you’re more likely to continue those behaviors that helped you achieve these goals. Ask yourself: Which actions had a positive impact on my success over the past year—and what did I learn from them? How to make skills that lead to the little victory more routinized? How about those little challenges I overcame along the way—why did they happen, what did I learn from them, and how to drill out those out moving forward? Identifying those actions that lead to the wins and losses, positive steps in a continuous journey makes it easier to follow through, sustain the positive behaviors and continue improving.

Record your progress along the way

Periodic reflection on your past success only encourages you to maintain that motivation going forward. It also forces you to be mindful of the journey you’ve been on, which equips you to tackle new challenges. Of course, you can apply what you’ve learned from achieving one goal to the next, but your new goals may be very different. Whatever your new goals are, you need to view the new challenge as a journey (rather than a destination) right from the start.

One way to do this is to keep a diary or log. Take notes daily or weekly to track your progress as you go along, but don’t limit yourself to the empirical data. If your goal is to lose weight, recording that you lost 1.5 pounds last week is important, but you also want to note what you did differently, what you learned, and how you felt. Remember, advancing toward a goal requires consistency, not taking one giant leap. Don’t forget to take note of anything that pushes you forward in a positive direction, no matter how small it seems.

Keeping a journal of everything that contributes to your current progress helps you see that progress is a continuous journey, not a single destination. But it also helps when it’s time to reflect on your accomplishment. When you have a track record of your progress, you can recall all the smaller achievements and challenges that went into achieving the larger goal. This encourages you to continue that journey toward even greater and longer-term success.

Why the journey is a better metaphor for success

We hear and read a lot about the importance of “the journey” these days, yet we don’t really live that philosophy. Our research shows that seeing goals as a journey rather than a destination increases our chances for initial and continued success, but shifting that metaphor isn’t something that comes naturally.

After all, we’re a destination-focused society. We see countless images of the ideal body type, the perfect “look,” and the possessions that achieving a successful career can bring. We’re taught to have a laser-like focus on the end result and the destination. In the end, this is why so many people fail to continue the goal-aligned behaviors they learned along the way, even if they managed to reach the goal.

But what you learn along the way to success is more important than the achievement itself. The real key to sustaining success is acknowledging and embracing those smaller steps, milestones, victories, and habits we develop on the journey. After all, a destination is just one step in a journey that never ends, and who wants to stop there?

Source: FastCompany

VP BPO Sales – Hi Tech Client Industry

Overview

The Sales Executive (hunter) will execute strategies for winning new Hi Tech client logos to add to the business unit portfolio.

Responsibilities

This role is also responsible for ensuring growth and profitability of the new logo accounts won, effectively handhold and manage client relationships at the appropriate level, and facilitate delivery in the account set up stage.

The Sales Executive (hunter) is also responsible for achieving the assigned annual revenue quota from new client’s by actively managing the won accounts and managing revenue targets assigned.

Additional responsibilities include:

  • Develop specific sales plans for each named account so they can maintain business and where possible increase the sales volume
  • Target New Tech / Internet based client industries to sell full set of services
  • Work to increase revenue by identifying additional products to complement what is currently sold to the existing customer base
  • Drive to generate growth through new account penetration and referral and direct efforts towards building sales
  • Translate clients’ strategic requirements into  solutions to improve their business results
  • Work with others to achieve better results and forge close working relationships and alliances in order to get things done internally for the client
  • Need to have experience of handling multiple accounts
  • Be required to work with the Prospective/New Client Team to achieve revenue growth and profitability targets
  • Position as a strategic partner, trusted advisor and value-creator to clients
  • Stay on top of information needed by prospective customers in an effort to serve as a resource
  • Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands
  • Seek to provide an appropriate solution by understanding what the customer is trying to accomplish
  • Change the sales approach or solution to accommodate the customer versus force fit the customer to an existing model
  • Understand the financial impact of developments on the industry and company
  • Orchestrate services into solutions that meet client’s business objectives, while delivering measurable results
  • Drive the creation and execution of new account plans
  • Work closely with Delivery teams to meet and exceed client expectations, and resolve relationship and/or operations issues in a timely manner for new clients
  • Collaborate with other CEs, Delivery Leaders and Leaders to grow the overall portfolio
  • Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary

Qualifications

  • Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
  • Experience in mining long term complex multimillion dollar accounts, services or solutions and adding new accounts
  • Ability to communicate confidently at the C-level to build meaningful internal and external relationships.
  • Broad functional knowledge within the sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
  • Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues
  • Demonstrated ability to work in a multicultural global environment

Location: San Francisco

If you might be interested or know someone who might be, please let me know

Sincerely,

Larry Janis, Managing Partner I Integrated Search Solutions Group

P-516-767-3030

ISSG I Twitter I LinkedIn

VP BPO Sales – New Media Client Logo Focus

Responsibilities

This role is also responsible for ensuring growth and profitability of the new logo accounts that they win, effectively handhold and manage client relationships at the appropriate level, and facilitate delivery in the account set up stage.

The Sales Executive (hunter) is also responsible for achieving the assigned annual revenue quota from new client’s they win by actively managing the won accounts and managing revenue targets assigned.

Additional responsibilities include:

  • Develop specific sales plans for each won account so they can maintain business and where possible increase the sales volume
  • Target Media based client industries to sell full set of services
  • Work to increase revenue by identifying additional products to complement what is currently sold to the existing customer base of won accounts
  • Drive to generate growth through new account penetration and referral and direct efforts towards building sales
  • Translate clients’ strategic requirements into enabled solutions to improve their business results
  • Work with others to achieve better results and forge close working relationships and alliances in order to get things done internally for the client
  • Need to have experience of handling multiple accounts
  • Be required to work with the Prospective/New Client Team to achieve revenue growth and profitability targets
  • Position as a strategic partner, trusted advisor and value-creator to clients
  • Stay on top of information needed by prospective customers in an effort to serve as a resource
  • Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands
  • Seek to provide an appropriate solution by understanding what the customer is trying to accomplish
  • Change the sales approach or solution to accommodate the customer versus force fit the customer to an existing model
  • Understand the financial impact of developments on the industry and company
  • Orchestrate services into solutions that meet client’s business objectives, while delivering measurable results
  • Drive the creation and execution of new account plans
  • Work closely with Delivery teams to meet and exceed client expectations, and resolve relationship and/or operations issues in a timely manner for new clients
  • Collaborate with other CEs, Delivery Leaders and Leaders to grow the overall portfolio
  • Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary

Qualifications

  • Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
  • Experience in mining long term complex multi-million dollar accounts, services or solutions and adding new accounts
  • Ability to communicate confidently at the C-level to build meaningful internal and external relationships.
  • Broad functional knowledge within the sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
  • Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues
  • Demonstrated ability to work in a multicultural global environment.

Key elements for the role:

  • Ability to multi-task
  • Cross Sell ability
  • Ability to work with multiple stakeholders
  • Persuasive skills
  • People management and leadership skills
  • Industry focus approach
  • Relationship management
  • Dedicated to achieving business results
  • Be a thought-leader

Locations: New York, Los Angeles or San Francisco

If you might be interested or know someone who might be, please let me know

Sincerely,

Larry Janis, Managing Partner I Integrated Search Solutions Group

P-516-767-3030

ISSG I Twitter I LinkedIn

VP Media and Entertainment BPS Sales

The Senior BPS Sales Executive is responsible for achieving profitable sales growth by managing/closing multiple sales campaigns using deep sales process and offering or product expertise within a complex market or emerging market/white space.

Responsibilities: Grow the Business:  Drives sales opportunities to closure – increasingly selling a mix of defined solutions/extensions and new offerings or products into white space; wide range of service group offerings and deal structures

Develop Key Relationships:  Develops strong relationships with key client buyers: the Divisional head/C-Suite level; client decision making spanning multiple layers of organization.

Services offered: Our client offers strategic Business Process as a Service (BPaaS) solutions that are tailored to help our customers across industries to run, change, and grow their businesses, while enhancing the end-user experience across channels.

Experience:

  • 10- 15 years’ experience in BPS business development in Media and Entertainment
  • Proven ability to develop new BPS business and meet quotas ($2-$5 million)
  • Excellent communication skills and high level of maturity
  • Superior relationship management and networking skills for both internal and external customer/s
  • Excellent client handling skills, with ability to present and articulate various points of view
  • Ability to forge relationships across and throughout the internal organization

Personal Characteristics:

  • The ideal candidate is able to operate successfully in a fast-paced, ever-changing environment.  Energy, drive and an entrepreneurial spirit are necessary characteristics for success.
  • Strong and capable leader, able to win the confidence and trust of his/her team, shape the culture, and exert influence both internally and externally
  • Ability to establish immediate credibility among his/her peers, a professional who is respected for his/her leadership, intelligence and expertise
  • Superb negotiator and communicator

Location:

West coast

If this could be of interest , please let me know

Larry Janis

Managing Partner I Integrated Search Solutions Group

P-516-767-3030 I C-516-445-2377

ISSG I Twitter I LinkedIn