Home   About PMI   News   Consulting   Measurement   Training   Contact Us  
   Performance Management International English | 日本語  


Train for Talent

We have heard it all.  Whether it is called 'weakness', 'opportunities', or 'skill gaps' you can rest assured that no matter what measures are taken, the problem won't dissapear.  Focusing on weakness, no matter what it is called, is demeaning.  Good managers too, know it is wrong when they tell a team member that there have a 'skill gap.' The employee knows it as well.  It is also a major reason why the disengagement index, at 80%, has not fallen meaningfully over the last twenty years.

Generally speaking, the issue lies directly in the hiring, selection, and training process.  Many times, a misunderstanding of what consitutes a skill and a talent causes the problem.  In this case, a skill is the ability to perform a task, i.e. typing with Microsoft, or using a cell phone.  Anyone can be taught the basics of Word or iOS, but using a skill to minimally accepted levels is not a talent.  It is simply a skill, and a skill can be taught.

A talent is something someone is born with; an innate talent which might appear naturally, or appear when the person is exposed to it.  A talent is when someone can perform at or above average without training, and a little mentoring can transform them into experts with little to no effort.  So the mistake of hiring and selection is when the skills needed for the job are defined, but the talents are not.  Why?  Because it is easier!

It is easier to seek a simply measurable skill to weed out employees, such as '15 years’ ofexperience.'  'Proficiency in MS Office,'  or '12 years as a programmer.'  So what does PMI suggest?  Train for Talent.

Just as with New Year's resolutions, working on something which cannot be changed simply creates frustration.  PMI measures strengths, and then helps employees learn how to use their strengths to work smarter and with more engagement. PMI training is highly interactive, using a variety of mediums, providing participants with the opportunity to build on their natural strengths to develop an average employee into a superior performer.  This might mean a lateral or a move to a higher posotion depending on talents.  

All training programs are based on the  principles of inborn talent, which expresses itself as an emotion which can be measured.  These emotions are guides to what a person can do rather easily but with comfort.  The comfort of the employee may be strategy, the ability to see ten to fifteen steps ahead, or discipline, which is the ability to keep everything on time and in control.  Training or Talent is one of the simple programs any organizations can use to hire, train, develop, and transfer employees as appropriate to help them and the organization grow.  We offer four distinct and unique programs in the Train for Talent.

Leadership Training

Great leaders are easily recognizable. 

They do not barking at the Board, or blame their managers for the results of a bad quarter. Instead, great leaders spend most of the time celebrating the talent of the people in the company.

Leadership Training begins with a leadership trait survey to determine the strength of a leader’s qualities.  Of course, hiring a born leader is always better than training one, but our leadership training programs allow a leader to understand how their traits can be utilized to become a better leader.  Your leaders will learn how to use their talents to effectively coach, motivate, and mentor managers using the same emotionally-based psychological methods which the leaders will use.


Manager and Supervisor Training

It is easy to see a great manager.  

Instead of worrying about sales numbers and micromanaging their team, great managers are busy building the talents of each team member, knowing that better results are only a complement away.

Show your managers how to coach, motivate and mentor their team to be superior performance using emotionally-based psychological methods which are similar to a leader, but are instead of focusing on moving the organization, the manager training is showing them how to guide their tams to focus on their talents to finishing the job at hand.  Managers too, will learn that managing is not to be controlling but to use the power of talent to produce results.



Great Salesperson Training

Great salespeople only have one thing in common.  Very little.

Great salespeople never need to check their numbers as they are always exceeding any target you give them. They can't help but be successful.

Each great salesperson knows their talents, how to see each customer as an individual, and appeal to that customer’s needs on an emotional level, which will produce better results, time after time.   Encourage your sales team on how to use emotional cues to increase their sales performance.  Sales is not about having a powerful slide deck, following the three rules of setting up an appointment, or even how to close and how to get a referral.  Instead, selling with talent is how to use the talents of the salesperson to engage the buyer with talents that come easy, and will be more convincing to the client, as talent behaviors are not learned but are natural.  Talent-based salespeople often outsell their colleagues by more than 10-to-1, and do not have to hustle at the end of the month.  They are usually comfortable and above goal halfway through the month.



Customer Service Representative Training

Truly great customer service reps, and customer-facing employees are  usually confident, mainly because they don't worry.

Great customer service representtives are never worried about quotas or company-mandated daily or monthly performance metrics.  

Great Customer Service Representatives know that upselling and cross-selling opportunities are based on engagement, and a rehearsed 'line' which they are forced to ask each customer.  They also are not at all worried about the upsell or the cross-sell, they are just concentrate on engaging the customer to the brand and to the company.

On the phone or person, a great customer service representative can feel what the customers wants, and will ensure they get it.  They instinctively know how.  Our training will show customer service representatives how to use their talents to increase engagement.  Even those with talent need to be educated on how to control and use their talents.



For more information on PMI's training programs, contact:  training@j-pmc.com


© Copyright 2014 Japan Performance Management Consulting (J-PMC). All Rights Reserved