Crest Dynamics Newsletter July 2018

Crest Dynamics Management Consultancy PLT S

A HRDF Registered Training Provider LLP0003452LGN

Official Newsletter of Crest Dynamics Mid-May 2015 July 2018

Leadership

LEAD Leadership

Part 3/6

Leadership Empowerment A study conducted by the Center for Creative
And Development Leadership found that empathy is positively related to
job performance.
LEAD Skill No. 3: Empathy
The study found that leaders who show more
I believe that empathy is the most important skill to empathy to their team are viewed as better leaders.
build, whether you’re a leader or not.
How To Build This Skill
If there was more empathy in leadership, the
employee engagement problem would go away. • Listen more than you speak. There’s a famous
saying that goes “We have two ears and one
At the end of the day, employee engagement comes mouth so that we can listen twice as much as we
down to treating your team with respect. In order to speak.”
treat your team with respect, you have to understand
them. • Put yourself in their shoes. Try to think about what
people on your team might be going through.
Building empathy will help you understand your team. Take time to do this to build that skill.

Sales Process: Connecting Sales Process to Buyers Journey

Part 1/3

Step 1: Reframe stage definitions and goals

Draw a table with your buyer’s journey across the
top, then skip down three rows and add your sales
process. In the second row, note what the buyer is
trying to accomplish in each sales stage. In the
third row, jot what you are trying to accomplish in
each sales stage. Now you have a high-level map
of your sales process and your audience’s journey.
Do they align? If so, great; if not, read on.

For many sales teams, reframing stage definitions • Can you help buyers identify, include, and
and goals can quickly remedy misalignment. As convince others in your target company that
an example, it’s common for a sales process to they share this need?
include a “qualify” stage where sellers assess
whether or not buyers are likely to purchase within Answers to these questions will help you better
a reasonable timeframe. In this case, “qualify” establish the content and engagement strategy
represents a sales perspective. Meanwhile, the critical to delivering what your buyers demand. Our
parallel objective from the buyer’s point of view is recommendation: look for a sales enablement
“committing to change.” platform that accommodates not only the content
capabilities you expect, but also the customer
Reframing stages and goals helps sellers reconcile engagement and analytics that will support your
buyer preferences with their own intuition and sales process from start to finish.
leads to more impactful conversations. With this in
mind, we recommend keeping the following Step 2: Identify Value Points
questions in your back pocket:
Once your process steps are aligned, pinpoint how
• Can your buyers articulate the need they you can provide value to buyers in each stage.
are trying to solve? Think beyond product capabilities and instead
focus on solution evaluation and ensuring multiple
• Can you help buyers refine the scope of perspectives within your buyer’s organization are
their problem? addressed. The key is to pivot the question from
“What do I need to get from the buyer?” to “How can
• Is your buyer’s problem something that I help the buyer get what they need?” Better sales
your company can help solve and is solving performance begins with this simple shift.
that problem part of your sales process?

• Is your buyer committed to making a
change? Can you help evaluate the pros
and cons of making that change?

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Service Magazines, Topic Wide Audios, etc.
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soon as possible.

Health Wise: Human Resource:

HR Professional Tips

Understand Your People

First and foremost, to begin with, understand your
people, know that an HR’s role begins with
empathy. Get familiar with your employees – their
personal lives, milestones and work anniversaries,
roles, strength, weaknesses, comfort and
discomfort, etc. Value the diversity and learn to
develop a balance in it. This is an investment you
need to make from day one as it will help you in the
long run when it comes to creating the right culture,
increasing employee engagement and productivity,
and achieving the overall goals.

Recognize Your Role:

HR now is recognized as a strategic partner, the
focus is more on employee engagement, talent
management, fostering innovation, breaking
stereotypes and developing a collaborative culture.
Understanding the strategic definition of your role
and then connecting these to the business plan will
assist you in planning a strategy that is completely
results driven.

In-House Training Awesome Support –

Going Beyond Training

Our In-House Training Package Include the Following at FOC

❖ Pre-Assessment

❖ Awesome in-House Training

❖ Solution Oriented Program

❖ Post Web Revision

Contact us to design and customize your In-house programs as ❖ Follow-up / Coaching Session

per needs. All our programs are conducted using accelerated ❖ Telephone / e-Mail Support

learning techniques and psychological approach. ❖ Report

FOC for Min Two Days Training Within Peninsula Malaysia

Behavioural & Performance Focused Training: Crest Dynamics
Approach
A Sought-After Training Provider

Crest Dynamics
CrestSDeryvnicaemsics

Services

Accelerated Psychological
Learning Approach

Techniques

Connect2LEAD Office Office Kaizen
Kaizen
Commit, Energize, Connect Quick, Simple, Cost Reduction

Sales PDCA
Warrior
Problem Solving Techniques
Coaching &
Counselling Eight Dimensions
@Workplace Supervisory Skills

Lean Enterprise: objective positively

Cost Reduction by just walking through the work area and looking at it.
We have to see each area’s role and function in the
A commonly used definition of Lean is the total overall picture.”
elimination of waste (time, resources, energy, etc).
But what is the purpose of this? Does the purpose We frequently miss these points when we talk about
matter? If we look at the origins of this principle in waste elimination. Putting them in a different context
Taiichi Ohno’s the Toyota Production System, the from cost reduction, they might read:
goal for Toyota in 1978 was indeed cost reduction:
1. Eliminating waste only makes sense when it is
“Cost reduction must be the goal of consumer in service of your purpose.
products manufactures trying to survive in today’s
marketplace… A total management system is 2. Understand how the system fits together and
needed that develops human ability to its fullest how each role supports the overall picture and
capacity to best enhance creativity and analyze it for waste at all levels in service of
fruitfulness, to utilize facilities and machines well, your purpose.
and to eliminate all waste. The Toyota production
system, with its two pillars advocating the absolute What problems do we run into when these points are
elimination of waste, was born in Japan out of not kept in mind? Do we spend time, resources, and
necessity.” energy on efforts that don’t support our goals or
purpose? Do we eliminate waste from our individual
But it was also about much more than this. perspective that is necessary or valuable for the
Eliminating waste makes it easier to see and find system? How can we understand how the whole
problems, which is the first step to solving them. It system fits together? ~ Katrina Appell
removes frustrations, which improves worker and
customer satisfaction. Contact Us for In-house Training Proposal

The purpose or goal of Lean efforts could be cost Fill in Your Soft Skill Gap by emailing to:
reduction, shortened lead time, improve customer crestdkl@gmail or [email protected]
satisfaction, removing frustrations, improve quality,
etc. The specific goal doesn’t matter, but having
consensus for the goal does, which enables
improvement efforts to be aligned towards meeting
the goal. The goal mattering to the people doing
the work is important to get consensus towards the
goal.

Ohno says, “When thinking about the absolute
elimination of waste, keep the following two points
in mind:

1. Improving efficiency makes sense only when
it is tied to cost reduction. To achieve this, we
have to start producing only the things we
need using minimum manpower.

2. Look at the efficiency of each operator and of
each line. Then look at the operators as a
group, and then at the efficiency of the entire
plant (all the lines). Efficiency must be
improved at each step and, at the same time,
for the plant as a whole. “

Ohno goes deeper on the second point:

“Understanding is my favorite word. I believe it
has a specific meaning – to approach an

Inspiring Story: Overcoming Bad Habits Training Programs HRDFSBL

A wealthy businessman was worried 1. Running late for meetings *Programs can be conducted in Eng. or BM
about his son’s bad habits. He 2. Ignoring the dress code
sought counsel from a wise, old 3. Being inattentive to guests Leadership & Supervision
man. The old man met the man’s 4. Making personal calls or texting Proactive Supervisory Skills
son and took him out for a stroll. 5. Arguing with co-workers Highly Effective Supervisory Skills
They walked into the woods, and the 6. Doing minimum amount of work Leadership Master Practitioner
old man showed the boy a small 7. Not planning your day Think Like a Leader, Lead Like a
sapling and asked him to pull it out. 8. Procrastination Thinker
The boy did so with ease, and they 9. Always a pessimist Shift Your Leadership
walked on. Lean Leadership
Executive Management
The old man then asked the boy to
pull out a small plant. The boy did Continuous Improvement
that too, with a little effort. As they Kaizen Made Ezy
walked, the old man asked the boy Kaizen Thinking Mechanism
to pull out the bush, which he did. Understanding Lean Manufacturing
The next was a small tree, which the Office Lean
child had to struggle a lot to pull out. Single Minute Exchange Die (SMED)
Finally, the old man showed him a Poka Yoke
bigger tree and asked the child to Training Within Industry
pull it out. Productivity Improvement Techniques
5S Step by Step Approach
The child failed to pull it out even Auditing for 5S Compliance
Jidoka
after trying several times, in different Statistical Process Control

ways. The old man looks at the boy, Management
smiles and says, “So is the case Creative Thinking & Problem Solving
with habits, good or bad”. Performance Improvement Strategy
Time Management & Personal
Moral: Bad habits are hard to get rid Effectiveness
of once they have settled in our Communicating at Work
system. It is best to get rid of them Performance Appraisal
early on. Administrative Skills
Building Superior-Subordinates
Crest Dynamics Relationship
Conflict Management
ask the experts >>> Coaching & Counseling Skills
Train the Trainer: A NLP Approach
Behavioral & Performance Interviewing
Skills
Managing Absenteeism
Inspiration for Work
Motivational Programs, and more

Sales & Customer Care
Selling Psychology
Sales Warrior
WOW Your Customer Care
Telephone Courtesy and Techniques

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