Five Ways to Engage Your Millennial Employees

Any workforce today has a mix of Baby Boomers, Gen X, and Millennials. While Baby Boomers continue to form the largest section of the employee population, by 2020 they are going to be overtaken by the Millennials. Already the Millennials account for the second largest proportion of the workforce, ahead of Gen X.
The rise of Millennials in any organization has a strong impact on the organization, especially its culture. For instance, managements across organizations have implemented a certain style of employee engagement strategy for years. However, now that needs to change. Millennials have been raised in an environment which is markedly different from that of their predecessors. It is prudent, therefore, for organizations to take a close look at their strategy to engage millennials.

We have listed down five key areas that organizations should consider while revamping their employee engagement policies for the millennials.

• Flexibility: Millennials enjoy flexibility in the way they work. For example, according to a recent study conducted by Millennial Branding, 89% of Millennials prefer to choose when and where they work rather than being placed in a 9-to-5 position.However, this fondness for flexibility is not just limited to logistical elements like work timing. Millennials also like having the autonomy to do their work in their own way, which might very often deviate from the tried and tested methods of the past.

• Clear Career Path:The new generation is very career focused. However, they also want work life balance.Being cognizant of where their career is heading helps them in planning their life ahead. This in turn, helps them to constantly maintain that balance between their profession, and their interests outside of work. Hence, if an organization wants to engage and retain any millennial talent, it is imperative that s/he is taken through a well chalked out career plan. This eases his/her anxiety pertaining to his/her career, thus enabling greater focus on delivering their best for the organization.

• Role: Stemming from the clarity of their career paths, another critical area to engage millennials is to offer them roles which challenge them. A typical 9 to 5 job is not something that excites the new generation. Studies show that professional growth & development is one of the strongest motivators for millennials. They need to be offered roles which allow that to them. Their role should judiciously utilize their capabilities, and challenge them to push themselves further to innovate. In fact, according to a recent study by Deloitte, nearly 70% of Millennials prefer working for organizations that actively reward employees for innovative ideas.

• Continuous Feedback:The millennials are a generation of here and now. They are used to getting things immediately (almost!). The ever so reducing delivery time offered by e-commerce companies (same day delivery!) is a testament to this drive for instant gratification. When it comes to the professional front, it is no different. Millennials expect instant feedback. The gap between annual, bi-annual appraisals is too huge to keep them engaged. It is important that their managers share their feedback with the millennials regularly. Importantly, this feedback shouldn’t be limited to the positives and negatives of what they are doing, but also include specific inputs on what are the areas/skills that they need to improve to get ahead in their career.

• Socialization: There was a time when employees wanted to keep their professional & personal lives separate. However, for the millennials these two worlds are closer than ever before. Be it adding colleagues on ‘personal’ social media sites like Facebook & Instagram (as opposed to a more professional networking site like LinkedIn), or spending post work evenings bonding with colleagues at a pub, the millennials are more open to bridge that gulf between what’s personal & professional. Socializing comes more naturally to them, than their predecessors. This is also reflected in the fact that millennials enjoy working in teams, juxtapose their predecessors who preferred contributing individually. Any engagement strategy for millennials ought to look at this motivation for them as well.
In conclusion, millennials are the immediate future for organizations and it is critical that they engage them well. One of the first steps in this initiative is to understand the specifics of what drives the millennials in their organization. An employee engagement survey would benefit greatly in achieving this. Based on the findings of the survey, organizations can then lay down a strategy to engage their millennials, which would help organizations grow in the long run.

InpireOne’s employee engagement survey, in partnership with IBM Smarter Workforce, empowers organizations to drive business performance through in-depth insights on the pulse of the organization.

Is the Sales Team enabled for Dynamic Business World?

It is an annual sales conference and sales leaders, at various levels, from length and breadth of the country have arrived. The atmosphere is staid and all the participants look serious. Sergio, the business head plans to do 360-degree assessment of past year and chart out a robust future direction to meet the business environment challenges. He has met the HR and Sales head few weeks back to map engagement levels and sales performance of the sales leaders and their team. So, what is the verdict?

The sales team is engaged but their performance enablement scores are low

The sales team is engaged but their performance enablement scores are low as per the recent Organization Employee Engagement Surveys. Performance Engagement Index (PEI) showed low levels of customer service and product quality. The sales team’s capability to close a business opportunity right in the moment was poor due to low involvement and varied collaboration efforts. Further even Sr. sales Leadership team’s PEI was found abysmal. A correlation was established between the sales team and their sales leader’s low PEI.

Empower sales leaders to empower sales team

As the top level results were shared, Sergio knew that if the senior sales leadership challenges could be understood and addressed then the entire sales team could be aligned and business be led on to the growth trajectory.

Sergio wanted to find out if the organization structure was empowering the sales leaders.

The EES results showed low PEI for Sr. Leadership team because they were not empowered sufficiently to lead their teams. They were operating at a managerial role rather than assuming a more leadership role. Instead of focusing on the bigger picture and accordingly taking decisions, they were occupied with executing activities. What could have been the reason(s)? Was there a training gap? Or was it the old organizational structure which no longer supported the dynamic business environment?

As per IBM’s research on Leadership and engagement in tomorrow’s organization the old leadership behaviors, once rewarded are no longer relevant. To improve the organization’s bottom – line business results, specific new leadership behaviors are required. One needs to learn from the high performing leaders and understand how to be effective in the dynamic business environment.

What skills and behaviors will the sales leaders need to meet the Business results in the dynamic environment?

In today’s modern Business world, having a culture that is customer-centric ( SCCC Link) is essential. To ensure the right service skills in the business, the business needs to be structured in a way that enables great service experiences, and the right systems and processes support it.

To Sergio it was clear that Sales Leadership was not able to leverage an engaged Salesforce due to their inability to share the right signals (TMI 5 box Model) – alignment between aspiration to be customer-focused and ability to deliver it. The ‘Big Picture’ of the organization was not percolated well amongst the sales teams, if at all done.

The service culture can only flourish if leaders display the right service behaviors – and so signal the genuine intent. It is estimated that about 40% of the success of an organization is due to the capabilities of its leaders.

Becoming inspiring Sales Leaders to inspire Performance

Sales leaders needed to move away from operational role to a leadership role. Sergio knew this would involve setting up processes and structures which will finally drive the various PEI factors, and in turn drive business results. An organization’s success depends upon motivated sales team who achieve their goals driven by inspiring sales leadership at all levels.

Creating inspiring Sales leaders

Sergio with the help of his HR leader reviewed the sales leaders and put in place programs  to develop the necessary skills and behaviors. To evaluate the sales leaders three metrics of – team engagement / motivation, customer satisfaction and financial business performance –  were put in place. Finally, through sales leader’s own walk–the-talk attitude, the entire sales team was transformed. This lead to monumental and encouraging business results.

Next year during the Annual Sales conference, the year was declared the best business growth year of the decade with the highest sales employee engagement rate ever.

Create your organization’s success story through inspiring sales leadership

All businesses depend upon their leaders. This is especially true for the sales team, who rely upon their sales leader to be the harbinger for finding the vision, valuing their contribution and providing them the right support. To perform in the modern business world means to strengthen your sales team through inspiring sales leadership. Sergio created a success story for his organization through sales leadership. Are you ready to create yours?

Leadership Assessments: New Practices

Scientific and predictive validity seem to be the mantra for organizations today as they look at building rigor and objectivity in their hiring process. Instead of merely hiring the ‘right person for the right job’, organizations have become more appreciative of charting out a career graph for new hire hires even as they are being considered for the job.

We appreciate the importance of choosing candidates who possess the capacity and orientation to take on strong leadership roles tomorrow. Investing to select future leaders at the level of hiring itself presents multiple benefits to the organization concerned.

1. The decision of hiring individuals is based on well-researched assessment tools, which show a strong correlation between scores on the assessment and performance in leadership roles. Hence, the organization is trusted to make a sound hiring decision.

2. The assessment can throw up some very insightful data with respect to the candidate’s strengths and opportunities keeping in mind a specific role. By providing a career graph to the individual along with a development plan at the time of joining, the organization provides confidence to the candidate that the right efforts are being invested in making him or her successful.

3. Many times hiring technically sound individuals may prove costly at a later stage when the individual is being considered for promotion. Because candidates have been accepted purely on the basis of their technical or behavioral skills, they may not necessarily make the best people managers. Assessing candidates on their leadership capacities helps organizations in planning ahead of time.

CASE IN POINT

Our client, part of the USD 3 billion Indian conglomerate, is engaged in sales and servicing of luxury cars through state-of-the-art showrooms in Southern India. It is one of the world's leading premium brands and is amongst the most admired car brands across the world.

To achieve its vision to acquire and maintain global leadership position in the automobile space, the Company recognized the significance of having the right leaders spearheading the business. Through ongoing and structured deliberations with the Capability Building and Senior Leadership Team, and in partnership with InspireOne, the company came up with a rigorous Leadership Assessment exercise for the hiring of college graduates.

The hires were selected to go through an internally-led Leadership Acceleration Program (LAP) which focused on a fast-track job rotation program of 9-12 months. By the end of the program, these newly hired recruits were designated leadership positions with teams reporting into them. 

Hiring Process:

The Company’s selection panel visited tier 1 and tier 2 Indian business schools for a pre-placement interview. All students who choose to go through the selection procedure went through 5 stages and candidates were filtered as they moved through stages:

Analytical Test: This was a short paper and pen test, which contained 10 questions on Logical Reasoning. A time-bound test, approximately 1 minute was designated to solve each question. All students who cleared this test were moved to the next level.

Group Discussion: A case study of the companywas provided to a group of 6-7 candidates. The candidates were judged on how they were able to take decisions as the CEO of the organization around various situational challenges that cropped up in year 2006.

Personal Application: Candidates were asked to fill a personal application form which provided an insight into their personality. The questions pertained to the personal experiences that the candidate may have gone through. 

Personal Interview: The selection panel conducted a one-on-one interview with the candidate for roughly 20-30 minutes. The candidate was primarily judged on the 4 E's i.e. positive Energy, ability to Enthuse, Edge, Execution power and passion.

Evaluation of Leadership Capacity: This was the last and most critical filter to determine selection of a candidate. In line with the vision to select future leaders, the company partnered with InspireOne. The objective of this online questionnaire was to identify the natural leadership orientations, leadership styles and career anchors of the candidate. Based on the outcome of the questionnaire, the selection panel took a decision of 'hire' or 'no hire'.

Customization:

Keeping in mind the values and ethos that the organization aimed to promote as part of its culture, the team came up with following 13 behavioral requirements for a candidate to be selected.

1. Self motivation

2. Execution orientation

3. Analytical

4. Ability to work under pressure

5. Goal orientation

6. Passion to serve

7. Nurture Talent

8. Creativity

9. Accountability & Ownership

10. Collaboration

11. Decisiveness

12. Passionate

13. Seeks Quality

To meet the requirements of the organization, we mapped the leadership orientations to each behavioral requirement. A measurement scale was designed in order to evaluate the candidate on the 13 parameters. Each parameter could gain a maximum of 5 points for a candidate. Hence, a candidate could score a maximum of 65 on the overall scale. Defined by the purpose of the exercise and the background of the candidates, the range defined for hire was approximately 15 - 25.

In addition to the measurement outcomes, we analyzed the report and provided a brief summary for each candidate based on his or her strengths and areas of development. The scoring and analysis was conducted keeping in mind the specific role that the candidate was being considered for.

Assessing success:

Using the aforementioned assessment process, the organization has hired 56% of the candidates from the total applied. In order to assess the success the organization may be recommended to use the following measures:

Performance appraisal data at the end of the Leadership Acceleration Program is an effective way to determine accuracy of the results from the assessment exercise. 100% candidates must successfully complete the Leadership Acceleration Program and are deemed ready to take on leadership responsibilities.

Engagement surveys conducted within respective teams after 6 months of taking on leadership role should produce sufficient data.

Minimal attrition rate from amongst the candidates hired through the new assessment exercise to be documented on yearly basis.