Train Wheel

Reducing Friction is a Game-Changer for Trains as Well as Executive Recruiters – Who Knew?

Trains and High Speed Rail – The Way to Go

Trains have always been fascinating to me since I was a little kid. I used to commute from south of Seattle to downtown for work and I would take the Sounder Train in. The Sounder provided a comfy ride and saved me the headache of fighting horrific Seattle traffic. Really glad Seattle has this commuting option as it has lead to reducing friction for my commutes. In our ongoing “Be the Grease” series this article will show the parallel between executive recruiters and train lubricants. Who knew they had anything in common?
For several years now, High Speed Rail has been discussed as a transportation alternative. High speed rails is up and running and links together dozens of cities. Technology in this sector is booming and having a profound positive impact on helping fight gridlock traffic around the world.

According to a recent article in Evolution the railway industry is gaining momentum worldwide and looking to make a comeback. There are many reasons for this including, “…environmental challenges, availability of energy and the growing congestion in major cities.” Also, “the cost of investments in road infrastructure is also contributing to an increasing awareness of the capabilities that rail transport can offer to support a sustainable world.”

Reducing Friction is Crucial to Keep Trains in Tip Top Shape

Train Friction
Friction Reduction Is Critical for Trains

Interestingly, one issue that train manufacturers have to contend with is the wear and tear on their railway vehicles. As noted by Evolution, “The friction at the contact area between the wheel flanges of railway vehicles and the rails determine wheel and rail wear. Vehicle and track maintenance intervals are strongly determined by this wear process and dramatically influence the life-cycle cost of the total vehicle and the track.”

What is more, “Considerable energy savings can be achieved by reducing friction in these contact areas. This friction has to be considered, as it occurs on all wheel flange contacts in the train, on every journey and every day.” How is this friction reduced and the trains kept “running on time”? Why the use of a lubricant? Because, “The lubricant, sprayed on the wheel flanges of the first axle in the direction of travel, is transferred to the rail face, thus lubricating the following wheel flanges.” By reducing the friction the trains last longer and are more efficient.

Clearly, reducing friction is critical to keeping railway vehicles in excellent working order.

Reducing Friction is Also Critical for Executive Recruiters

Executive Recruiting
Relationship Management Software Should Reduce Recruiting Friction

In a similar way to trains and high speed rail, executive recruiters are tasked with ‘greasing the skids’ between their network of amazing candidates and their clients who have jobs to be done. Or another way of putting it: Executive Recruiters need to find as many tools as possible to ‘reduce the friction’ between candidates and potential employers. Sources of friction in recruiting can derail successful placements. Things like not being personable, approaching candidates at the wrong time or with a flawed strategy, or losing track of their career trajectory can be deal killers.

One way to help mitigate the friction and ‘grease’ the pathway? Have a solid Applicant Tracking System (ATS) or even better a Talent Relationship Management Solution (TRM) that is tailored to help recruiters stay connected to their clients and their customers.

Testimonials from Crelate Users

Over the years we have had dozens of great conversations with our users, many of whom are executive recruiters, and they have told us what tools they need. Incidentally, a significant percentage of our feature updates have resulted from listening to what recruiters need to do their jobs better. A sampling of their comments helps tell the story of what they value and what they need and, even more importantly, how Crelate helps solve their challenges:

Best thing about Crelate is if I put data in, I can get the data out. Our people are maniacal about updating information and managing that because it’s invaluable to have that information. It’s a great CRM, but is a great rolodex tool.

I do some programmatic recruiting for a client that I’ve worked with for a decade. But my first conversation with these guys was 5 years ago. I’ve managed that relationship in Crelate and kept track of them; so when we talk, I can ask a team member about their wife or kid’s soccer games. You build a familiarity and a trust when you remember these things and track them.

It’s a great product to help you take the relationship to a deeper level. At the end of the day that’s what recruiting is: do the candidates trust you and do the clients trust you and do you take ownership for the success of the fit?

Talent Relationship Management Software a Game-Changer

Additionally, one of our executive recruiters told us they have 55,000 people in their database and 8 people in the firm building direct relationships with these talented people. In order to effectively manage this many folks it’s absolutely critical that your software solution is up to the challenge. This recruiter noted:

A lot of people think it’s lunches and cocktails and golf – this is a hard business. You have to be personable, intuitive, have to be able to sell, dissuade, discern why someone is right or wrong. Your job can’t be to close a transaction, you have to be a great matchmaker.

This last statement is so critical – Your job can’t be to close a transaction. You have to be a great matchmaker.” In order to be the best ‘matchmaker’ you can be having an awesome Talent Relationship Management Tool. Given that it is humanly impossible to remember the personal details and work history of 55,000 people, having a tool like Crelate is game-changing.

Executive Recruiters Need Tools for Effective Matchmaking

Executive recruiters can more easily manage their matchmaking by having features like:

  • Adding personal notes to candidate records (that are saved and searchable)
  • Using “Mentions” to build your network of contacts
  • Using “Tags” so you can quickly identify best candidates for open opportunities
  • Having a “Timeline” feature where the candidates’ career journey can be archived

Our executive recruiter Susan is working on finding a great fit for an open Chief Technology Officer (CTO) position and has identified “Dalena Pham” as a potential match. It’s easy to see how Crelate can make the process go smoothly.

Susan Needs a Way to Reduce Friction to Maximize Matchmaking

For Susan Crelate can quickly get her up-to-speed regarding: (1) What Dalena is passionate about, (2) Who Dalena has previously worked with (and can possibly provide solid references), (3) What specifically Dalena’s skills are (by using Tags), and (4) Access to Dalena’s career journey so she can see if a potential match is plausible.

When Susan determines that Dalena is a great fit she can reach out in a phone call or video chat. Susan will then bring a lot of personalization to the interaction. For instance, she could ask her about her work at the Humane Society. She can also ask if she still talks to Aaron, Wilson, Erik and/or Jason. Also, Dalena will send over a current resume and any new skills can be added to her record and tagged. This is just one example of the power of an amazing Talent Relationship Management system for executive recruiting.

Just as the lubricants are important to make the trains run correctly and efficiently – a smooth running executive search firm must have a software solution that edifies their matchmaking magic.

If this sounds like it could help your business goals please contact Crelate's Sales Department and request a demo today!

Source: Reducing Friction is a Game-Changer for Trains as Well as Executive Recruiters – Who Knew? – Crelate

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Friendship Together Bonding Unity Youth Culture Concept

The Rise of the Multi-Interface HR Application

The Rise of the Multi-Interface HR Application

The move to allowing users to interact where they already are, be that chat, calendars or email is especially relevant to HR applications.

Like project management (Trello, Basecamp) and customer service tools (Intercom, Zendesk), HR tech has been part of the next wave of a hyper focus on user experience to create the next generation of applications.

HR applications have two distinct constituents: primary users like hiring and personnel teams, and the rest of the company’s employees who are generally irregular users. Perhaps when they’re booking leave or participating in an interview for a new team member.

This creates both friction and a training challenge for the second group to get the most out of applications. No matter how intuitive a UI is, a user still must switch mental context and understand the language and mechanics.

Mobile apps were the new revolution in enabling users to interact with applications and services. However, creating another dedicated interface for applications didn’t really solve this context switching problem. User’s just don’t download or use apps for services they user sporadically.

This is why we’re starting to see the next generation of UX innovation happen outside of dedicated applications.

Slack is the most high profile crucible for this kind of innovation in the enterprise world. Slack is an app that employees will install on the phone so they can use it wherever they are. They’re already in Slack both on desktop and mobile so there is minimal context switching. And it supports the kinds of ‘chat and click’ interactions that allow relatively complex features to be access with a guided user experience.

Applications like Lever are expanding the collaboration hiring functionality into Slack. Team members who are already in Slack can easily interact, comment and support the hiring process without switching to another application. GoCo provide absence reporting and management from within Slack.

Calendars are now revealing themselves as the next interface to enterprise applications, especially in HR. So much of HR workflow is schedule based that users can’t avoid taking decisions without referring to their own or their colleagues’ schedules. Use of calendar APIs rather than read-only ICS feeds turn calendars into real-time integration points rather than delayed reporting tools.

Anton Roe, CTO of MHR who have been delivering HR software for over 20 years, said: “We’re seeing a dramatic shift in focus away from HR departments and directly on the employees themselves. The consumerisation of enterprise software and the efficiencies gained from empowering employees to perform personal HR operations requires a new approach to building software.”

With recruitment platforms connected to employees calendars, prospective members of interview panels no longer have to maintain availability in an application. They just keep their calendar up to date and this is automatically reflected to the hiring manager or the candidate when an interview time is selected.

Booking holiday becomes as simple as an employee creating an event in their calendar. That’s where they’re making the decision about when they want to take holiday. Creating the required holiday can trigger the authorization flows so the manager can approve wherever they are, be that email or via a Slack interaction.

Performance management meetings can be automatically tracked, changes responded to and follow ups triggered. All by the HR application automatically monitoring users calendars, not relying on users to keep the application updated.

Roe goes on to say “HR systems today need to have the employee front and centre and must require minimal training. Leveraging chat systems and native interfaces like calendars provide people with natural user experiences that just work wherever they are.”

Chat and calendars represent the next vanguard of application interactions. They are native to computing be that mobile, desktop, car, smart home or otherwise and are already core to users’ workflows. The most successful applications of the next few years will leverage their pervasiveness and commonality to take computing where people are.

About the Author:

Adam Bird, CEO and Founder at Cronofy

Adam Bird is Founder and CEO of Cronofy, the unified calendar API. He’s a highly technical and experienced technology entrepreneur with a passion for continuous improvement that pervades every aspect of his life.

Adam can be shortly described as a technical founder and problem solver with track record of success. Expert post rationaliser.

Entrepreneur and developer with previous success as co-founder of Esendex.

Husband, father & wannabe rock guitarist as time allows. A lover of cycling and craft beer but he never really got on with having a beard for that hipster hat-trick.

Twitter | LinkedIn | Medium | GitHub


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New Speakers at HR Tech World London Have Been Announced

HR Tech World London 2017

LONDON, February 24, 2017 — In addition to recently announced Baroness Karren Brady, Leading UK Female Business Leader, 14 exciting new speakers up on our speakers page.

Chris Parke, CEO of Talking Talent, is joining the WOMEN IN TECH PANEL at the Main Stage.

Chris is CEO and co-founder of Talking Talent, a global coaching and consulting practice. Talking Talent partner with some of the world’s leading organisations to help them accelerate their performance by attracting, retaining and progressing talented women to all levels. It is a real systemic approach to building inclusive cultures.

As the world becomes ever more digitally driven and every industry is being reimagined, the dearth of women in technology is becoming increasingly problematic. In this panel discussion, we will discuss the root causes behind of the lack of women in technology, how this is harming innovation and our collective future and what leading organizations are doing about it.

Other breakout speakers:

Di Macdonald – VP Global Learning & Communications @ Expedia – LEARNING

Di is super passionate about understanding how people want to learn and ensuring solutions fit that. She has worked to build apps to reach global audiences, focusing on creating cool, relevant content.  At Expedia, she has come up with solutions to reach sales people on the go in places from New York to Koh Samui. 

Sue Mace – Head of Talent Development @ Shop Direct – LEARNING

Leading the Talent Development function for Shop Direct, Sue and her team create unique development experiences helping every person in the business be the best they can be and supporting the Shop Direct transformation.  Previous to her role at Shop Direct, Sue held Talent and Leadership Development roles at the University of Liverpool and RSA.

Mark Barlow – CEO & Founder @ AppLearn – ADOPTION

Mark has been working in the HR software field since 2001 (when he founded Qikker Solutions Ltd, which became a performance and talent management solution provider). He is the founder and CEO of AppLearn.

Dr. Conor Taylor –  Physiologist @ GB Cycling Team – ADOPTION

Dr. Conor Taylor is a physiologist for the Great Britain Cycling Team. He drives optimum performance for the Great Britain Cycling Team.

Caroline Porteous – Transformation Leader @ Adobe – DIGITAL HR

Caroline and her team aim to transform the world through digital and exceptional customer experiences, by simplifying and accelerating the way business is done through paperless processes and a mobile first strategy. Caroline’s 15 year experience has focused on IaaS with the digital security of data and SaaS solutions which deliver transformational ROIs.

Piet Hein van Dam – VP Europe @ Seedlink Technologies – DIVERSITY & INCLUSION

Piet Hein is a data-entrepreneur combining science and business. He is VP Europe for the AI-startup Seedlink. He was CEO of ‘big data’ startups Wakoopa and Zapaday and is now responsible for rolling out Seedlinks predictive recruitment technology in Europe.

Ineke Pet – Head of HR and Organizational Development @ Martha Flora – DIVERSITY & INCLUSION

Head of Organizational Development at Martha Flora in terms of vision and strategic issues including business processes, organizational structure, leadership and investment in people in terms of professionalism and autonomy; with the aim to improve care for elderly with dementia.

Pamela Hutchinson – Head of Diversity & Inclusion EMEA @ Bloomberg LP – DIVERSITY & INCLUSION

Pamela is Head of Diversity and Inclusion for Europe, Middle East and Africa at Bloomberg. In this role she leads the company’s global diversity and inclusion initiative in the region, serving as a partner and thought leader on strategy and vision. 

Product demo speakers:

Tom Payne – Head of International Client Success @ Adobe

Tom oversees the Client Success organisation in EMEA and APAC for Adobe’s Enterprise Document Cloud customers. His team are responsible for ensuring Adobe’s customers reach return on investment from the products they procure through the life of the relationship. 

Paul Consterdine – Director EMEA @ Thomson Online Benefits

Paul joined Thomsons in April 2010, and his core expertise is in helping global organisations such as Facebook, IBM and Microsoft drive performance through automated benefits management. Paul works to align technology with business goals, delivering tangible value to employees.

Nick Hutchinson – Solutions Consultant @ Lumesse

Nick has been a Solutions Consultant at Lumesse since 2016. He has worked for many years in the recruitment industry delivering the best possible results for his clients and candidate and it’s his job to ensure that Lumesse is on the cutting edge of recruiting technology innovation. 

Fabio Cardilli – European Product Leader @ Talentia Software

Fabio is a graduate in Computer Science with 20 years of experience in the IT Sector. Having worked with many multinational HR software providors, he’s today a passionate product leader bringing vision and creativity to Talentia.

Mark Williams – Research Director @ MHR

Mark is a ‘futurist’ and technology critic, with provocative views of technology and its application in the workplace. He leads the research team at MHR. 

About HR Tech World:

In 5 years, HR Tech World has exponentially grown from 400 to 6000 attendees. In 2017, the appetite for the Greatest HR Shows on Earth will scale to +10,000 attendees from over 120 countries!

Technology continues to change our understanding of the world around us and in ways we had never imagined. Within 10 years, over half of the office occupations in the world will be displaced by technology. How do we manage this? How do we capitalize on this? And where is tech leading the Future of Work?

With Brexit, Cognitive HR, a possible global leadership crisis, and disruptions occurring in unpredictable ways, we’ll be in London to help you navigate the changes and the possibilities interwoven with HR and tech.

Evolving Trends in Talent Management Transformation

Evolving Trends in Talent Management Transformation

There are differences in how Talent is defined across industries and organizations. Some companies prefer to adopt their own determinations rather than accepting general definitions. Let’s focus on a general definition for both Talent and Talent Management:

”Talent consists of those individuals who can make a difference to organizational performance either through their immediate contribution or, in the longer-term, by demonstrating the highest level of potential.”

Basic and simple meaning of Talent could be:

  • Ability, aptitude, bent, capacity, endowment, faculty, flair, forte, genius etc.
  • Unusual ability to do something well that can be normally developed by training.
  • Person or people (‘Talent Pool’) with exceptional capabilities.

Whereas: ”Talent Management is a set of business practices that refer to attracting highly skilled individuals, integrating new talents, and developing and retaining existing talents to meet current and future business objectives.“

Actually it manages the planning, possession, development, retention and growth of Talent Pool who are of particular value to an organization, because of their leadership capabilities, prospective for the future, or even because they are satisfying business critical roles and which could actually lead to organizational sustainability, efficiency and excellence in order to achieve business goals.

The term of Talent Management was first casted by McKinsey & Company following a study and gradually it became a very useful term as it describes an organization’s commitment to hire, manage and retain talented employees. It embraces all of the work processes and practices related to retaining and developing an exclusive workforce.

The process of attracting and retaining effective employees results in increasing competition among the companies because of its strategic importance and also known as “The War for Talent.” Talent Management which is sometimes also called as Human Capital Management is now an essential management practice; before it was exclusively attached to recruitment process while now covers a wider area. Talent Management implies that companies are strategic and conscious in how they source, attract, select, train, develop, retain, promote, and move employees through the organization.

On the other side definition of talented employees can involve all kinds of components, from their educational qualifications and skills, previous experience, strengths and additional training they have undertaken, to their abilities, potential and motives, qualities and personalities. Most companies practice Talent Management in a way which includes recruitment of individuals, career planning, training and development, performance management and various compensation and reward options for the top performers. It generally depends on the business strategy, commitment to employees and other factors. What are the core components of Talent Management?

figure1-1

Talent Engagement and transformation are top priorities for the leaders nowadays and the major challenge is the ability to attract and retain top talent while making sure the existing talents are fully engaged to deliver extraordinary results. For this reason Talent Engagement is considered to be a crucial factor.

End-to-end Talent Management encompasses five main pillars: Recruitment and Onboarding, Performance Management, Compensation Planning and Rewards, Career and Succession Planning, and last but not least, Learning and Development. Previously there were four pillars to be considered under Talent Management but gradually Career and Succession Planning has been added to make them five.

Leaders must have absolute clarity in purpose and focus to avoid business disruption as change without strategy is just a substitution of business development. Therefore, leadership is considered to be one of the most important component of the Talent Management.

Onboarding and Recruiting

An exclusive definition of Onboarding from Bersin by Deloitte states:

“The process of hiring, orienting and immersing employees into their new role and into the organization’s culture.”

Onboarding increases productivity, improves employee engagement, provides consistent and relevant information about the organization to all the new employees and gives understanding of employee expectations and hence helps building relationships.

Recruiting aims to successfully attract and hire key talent for current and future organizational needs through competency based advertising and interviewing efforts. Hiring talented individuals is crucial to the organization’s success. But in order to hire the most talented people, one must first search and recruit them and it could be a challenging task. It is so true that an imperfectly designed recruitment process can miss capable job candidates especially those who work for the competitors.

Performance Management

If we follow the definition it states Performance Management as ongoing, constant process of communicating and simplifying job responsibilities, priorities, performance expectations and development planning that optimizes an individual’s performance and aligns with organizational strategic goals. Performance Management is a crucial segment of maintaining the best talents. It enables companies to identify top performers and high potentials as well as assists to understand the pitfall of under-performance. It helps companies to make better strategic decisions on increasing excellence, retention efforts and to encourage talents.

Compensation Planning and Rewards

A way to remunerate individuals for important achievements, contributions to the goals of an organization and improving skills and competencies in their jobs is called as Compensation. There is a popular old saying – compensation isn’t the reason employees stay, but it can be the reason they leave. If companies want to keep their best employees onboard, they need an elegant approach to use Compensation as a strategic tool, while staying in line with company’s payroll standards, policies and guidelines.

Career and Succession Planning

Succession Management is a process of recognizing and developing employees with the possibility to fill key or critical organizational positions. Succession Management actually means having the right people in the right jobs at the right time. In other words, it is an organized process aimed to identify and grow individuals for future openings.

Career and Succession Planning actually empowers organizations as they plan for the future. The proper way of Career and Succession Planning increases opportunities by allowing organizations to identify and develop the top talent. In addition to preparing new talents to move into key positions, it can effortlessly identify and rectify gaps in Succession Planning as well. It enhances employees engagement by generating proper career paths for them, along with supporting individual development plans.

Learning and Development

Learning Management Systems have been used for a long time to administrate training courses and programs. Experts say that corporate learning is now coming out beyond firm course delivery to a more natural and integrated experience. The companies are embracing new ways of an employee development and reviewing new learning technologies. Massive Open Online Courses (MOOC), Self-Paced Online Courses, Distributed Open Collaborative Courses are evolving as the future of new learning options and becoming a very popular way of learning. Companies are also focusing on integration of these options into their learning management portfolios.

All these processes are actually providing big opportunities and advantages to the organizations and guide them to the success. Some of the advantages of effective Talent Management are:

  • Improves organization’s effectiveness and productivity.
  • Helps in achieving business goals with high quality performance.
  • Improves organization’s culture and work environment.
  • Increases employees satisfaction.
  • Retains the best talents and decreases turnover.

Talent Management is an important aspect of broader Human Capital Management (HCM) initiatives and Human Resources departments play a significant role there.

While many current HR processes still moving around traditional practices of recruiting, onboarding, training and development, the Talent Management should generate real value by focusing on a company’s most valuable resource: the potential of its Talent Pool. This dedication provides a distinctive competitive advantage over talents and organization’s business model.

After embracing new talent management applications, most organizations realize the need of integration. Apart from process integration technology investments are often made to streamline processes and improve data accuracy. But the full potential of integration cannot be realized when companies have multiple systems of record with disconnected data streams and conflicting processes.

A study shows that HR has a long way to go when it comes to integration. The majority of organizations surveyed report poor to moderate integration of their Talent Management applications.

It is very important to know the future business trends, and new vision for the Human Resource Strategy to handle Talent Management solutions.

How Trends Are Changing?

The HR functions are at a conjugation point and it has been believe that in the coming years there will be a significant transformation. As the current functions are not connected or flexible to business requirements and have no consolidated vision of talent capabilities there is a need of evolution. There are, of course, some key trends that will effect this transformation. Talent Management is one of them for sure. Across the developed and emerging markets there will be a shortage of skilled and appropriate talent. Businesses cannot deliver their best as they are lacking the right talent. Hence the future HR functions would create significant value for the business, given current and future trends.

Skills gaps are increasing and HR would continuously make sure that their organizations have the right talent. HR would need to quickly tap skills when they’re needed. HR has to transform and adapt towards a global world, supporting new talent sourcing strategies to match talent, and acquiring new management methods, such as encouraging mobile workforces across geographical barriers.

HR should adopt risk management strategies covering everything from protecting confidential information and data, to risks associated with hiring or turnover. Technology, including social, gamification, cloud, mobile, big data and apps, is transforming how people take away their daily work and how HR supports them in that attempt.

Instead of depending on solutions dictated from the top level; organizations should be encouraged with skilled workers who harness social media to create solutions in conjunction with each other, thereby radically disrupting organizational structures, and hierarchy and job titles. As the world becomes increasingly unpredictable, organizations that can adapt to changing business conditions will outperform the market. And HR departments have to reshape themselves so that the HR functions become the critical driver of agility.

HR needs to provide the new thinking and deep insight to attract, organize, motivate and develop the right people for the business. It requires to build the high-performing HR functions to support business goals.

As companies hire talent from around the globe and enter new markets with increasing speed, managing corporate and cultural change will become a critical competence. Already many researches showed, executives expect their company’s HR functions to develop tools and methodologies that support line managers in communicating to employees.

Talent Management tools won’t resolve recruitment, employee retention and other issues by themselves. Companies need to develop a clear plan to navigate Talent Management pitfalls. Social media, cloud, mobile and analytics are changing Talent Management software and the way companies use it.

According to Josh Bersin, with so many vendors in the market and the ERP providers offering talent management software, it’s common for companies to buy software first, and only then figure out how to use it. Today more than 40% of the companies buying HR software are focused on “making it easy to use” and integrating heterogeneous systems, not “solving particular talent problems.”

Companies still want integrated HR systems, but what they don’t want is a complex, integrated ERP software that makes everyone’s life more complicated. In fact, they want life to be simple. More than 40% of the companies according to Human Capital Trends Study are embarking on projects to “simplify the work environment.” 47% of those who are buying new HR software systems cited “ease of use” and “integrated user experience” as one of their top two buying criteria.

figure2

So, as per Bersin by Deloitte, in HR, start to think about employees as “people” – and this is why more and more companies tend to rename their HR organizations as “People Operations” or “People Management.” Sure we have to do HR administration, but ultimately our job is to make sure “people” are engaged, trained, in the right jobs, aligned, and supported.

If we start to think about employees as “people” or consumers, then we’ll think about “Talent Management” in a new way. It’s not just a way to integrate HR processes, it’s a series of strategies, programs, investments, and promises that make everyone’s life, work, and career better.

This is where work is going – we now work in a world of independent free agents, each of them is like a voluntary “consumer” who may choose to stay or leave. The concepts and principles of Talent Management are not going away. But as an area of focus, we in HR have to think more broadly. “Talent Management” is now “People Management” and it has to take on a much broader perspective and holistic approach.

figure3

So, the Talent Management needs to transform to People Management. With more engaging people, simplifying the environment, making the work easier. People management focuses on empowering and improving performance everywhere with continuous learning and continuous feedback processes. The focus is definitely on creating highly engaged workforce and productive work environment. While talent scarcity is still a problem, engagement, empowerment, and environment are now the real challenges that companies are facing. So, this transformation is necessary to overcome all sort of challenges in this area. As the Talent Management industry is changing with social, mobile, analytics and cloud-based technologies, we also need to make sure that the Digital Transformation strategy matches to these changes.

About the Author:

Soumyasanto Sen

Soumyasanto Sen — Blogger, Speaker and Evangelist in HRTech who try to think Out of the Box! Engaging with Companies, Startups & Entrepreneurs in driving Transformation.

Professionally Consultant, Manager, Advisor, Investor in HR Tech. Focusing on Strategies, Analytics, Cloud, UX, Security, Integration and Entrepreneurship in Digital HR Transformation.


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NCC Home Learning | The HR Tech Weekly®

Simple Steps to Subside Stress

Performed by NCC Home Learning.

What Is Stress?

Stress is something we have all heard of and may have also experienced at home or at work. We assume that stress is a bad thing but it can also be an important factor in driving us forward.

What is stress?

Without stress, humankind would not have survived. Cavemen and women needed stress to alert them to possible danger.

Stress is a physical response. When the body is under attack it switches to fight or flight mode. This causes a mixture of hormones and chemicals to be released, preparing the body for physical action. This causes several reactions, including blood being diverted to muscles and shutting down unnecessary bodily functions, such as digestion.

In other words, we gain a rush of energy, preparing us to either fight the danger or run from it. The heart pounds, breathing quickens and we focus our immediate attention on the situation.

In the modern world, we may no longer be pursued by predators like our cave-dwelling ancestors but there are still plenty of times when a stressful situation needs dealing with, such as a pedestrian stepping out in front of your car.

The challenge with stress is when our body goes into stress at inappropriate times. When blood surges to our muscles preparing for fight or flight, brain function is minimised, leading to the inability to ‘think straight’.

This hinders us at work and at home. If we stay in this stressed state for long periods, it will eventually be detrimental to our health. And this is when stress turns bad.

What causes stress?

Triggers differ from one person to another, although there are commonalities. Many people name money – usually lack of – as the main source of stress in their lives, followed by worries over health and relationships.

For many people, stress is linked closely with work, with the feeling of being overloaded and overburdened as being the main source of their stress.

How many people suffer from stress?

It is difficult to get a complete and accurate picture of how many people in the UK suffer from long-term, negative stress.

This is because there is still a stigma attached to stress. At one time, it was commonplace that anyone seen to be suffering from stress was perceived as weak. Slowly, attitudes are changing but many employees are still not ‘admitting’ to their employers when they take time off due to stress, telling them that it was a physical illness instead.

Surveys and research findings however, all point to long term stress as having a significant impact. 1 in 4 people admit to feeling stressed, with a quarter of those surveyed admitting that they had been feeling this way for a year or more.

What effects does stress have on your health?

Long-term, negative stress can impact on your health in many ways;

  • Headaches
  • Upset stomach
  • Raised blood pressure, sometimes to dangerous levels
  • Chest pains
  • Trouble sleeping
  • Depression

What is the impact of stress on personal and work life?

Stress doesn’t only affect someone physically and emotionally – it affects personal relationships too.

Many people who are stressed present a negative attitude. They can be irritable which places relationships under stress. Many people take time off work, unable to face another day of stress at work.

How does stress affect business?

For employers, stress is a hidden issue and one that they are concerned to deal with. This includes ensuring that employees have opportunities to discuss issues that may be causing them concern or stress at work.

Stress is the cause of millions of lost working days every year which has a detrimental effect on a business. Many employers are keen to take steps to reduce the impact of stress on their staff and thus their business.

What are the techniques to relieve stress?

There are many techniques that you can use to release stress at work and at home. As stress is a very personal issue, the methods and techniques that work for one person, may not work for another.

However, experts agree that the first step is identify what stress is that person, and to identify the cause or triggers to a stress reaction.

The ‘Managing Stress Programme’ from NCC Home Learning is for those students who wish to understand the principles of stress management and how to include these at work, or any situation that causes stress.

Like all our courses, this can be studied from home or at work, giving you the freedom to complete your studies in your own time and at your own pace.

[INFOGRAPHIC] Simple Steps to Subside Stress | by NCC Home Learning

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Customer Success | The HR Tech Weekly®

Journey Science in Telecom: Take Customer Experience to the Next Level

Journey Science in Telecom: Take Customer Experience to the Next Level

Journey Science, being derived from connected data from different customer activities, has become pivotal for the telecommunications industry, providing the means to drastically improve the customer experience and retention. It has the ability to link together scattered pieces of data, and enhance a telco business’s objectives. Siloed approaches are becoming obsolete – take call centers as an example – there is only so much that you can do with data from only one system.

By using insights from customer journey analytics, telco businesses can better measure the user experience, and make informed decision for refining it. The data not only allow them to take proactive approach towards customer satisfaction, but enable the prediction of future failures as well. With customer journey analytics, you can evaluate the touchpoints to journeys, and revamp your strategies to better cater to customers’ needs.

In the telecom industry, it is difficult for a business to effectively manage the massive volume of data with the existing systems and technology. There are several aspects where telecom companies need to make improvements, such as reduce costs, improve customer experience, increase conversion rates, and many more. To do so, they need to derive meaning from the collected data by finding connections among them. This linked data is also known as journeys. Journeys provide you with relevant data that enable you to make well-grounded business decisions by looking at customer transactions as a whole, and determining where direct improvements are needed.

Customer Journey Analytics is Transforming Telecommunications

Many leading telco businesses are embracing the Journey Science concept, and deem it to be the best way to make greater impact on the target audience. One good way to better understand digital journeys is through a multi-channel, end-2-end, view. Journey Sciences, at its best, provides enhanced data accessibility and increased analytics agility, and helps in weaving together disparate pieces of data. This makes it possible for telco businesses to link together structured and unstructured data back to their strategic objectives, and quickly modify them to ensure they cope with the evolving customer demands. However, in order to get insight into customer experience through journey analytics, it is critical to focus not only on the individual moments but the customers’ end-to-end experiences as well.

Customer Experience Boost

The main benefit of customer journey analytics for telco companies is that it enables them to better recognize customer needs, and assess their satisfaction level. While most people think Journey Science is all about marketing, it mainly focuses on the services domain. For example, a customer seeking technical support for their device has multiple paths to resolution. Journey Science enables businesses to evaluate each step of the journey experience, and figure out the critical points that could negatively impact customer experience. With this kind of information, businesses can develop strategies to overcome hurdles customers face on all such touchpoints, resulting in improved customer experience.

Improving Customer Journeys through Transparency

Connecting the Dots

For improving customer experience, it is essential to connect all the data down to the individual customer level to fully understand the required changes. For telco businesses to completely understand customer journeys, they must gather data from many different channels, and track the individual journey the customer experiences. Typically, more than 50 percent of customers make multi-channel journeys; meaning, in order to understand their behavior, establishing connection among all the data is extremely important. Because of the deep roots of technology in today’s common lifestyle, many journeys start from digital channels, but eventually go into a human channel for completion.

Utilizing Aggregate and Raw Data

Apart from giving a complete picture of customer journeys, the analytics let you tap into different levels of aggregation, allowing you to view raw data as well. With journey mapping, telco businesses can benefit from both in-depth data points and aggregated data sets. Since a single customer journey can compile hundreds of thousands of data points, having aggregated views makes it much easier to pinpoint and prioritize the problematic areas. On the other hand, some journeys may yield unclear results, for example, unusual behavior of a customer on a webpage. In such a case, having access into the raw data renders the ability to focus on one key area and get invaluable insights.

Making Changes through Data Availability 

Effective utilization of data from customer journey analytics allows telco to revamp their strategy as well as make smaller improvements on a continuous basis. Getting immediate feedback regarding a certain change is critical for understanding its impact. You can determine whether the intended results will be realized, or should you scale-up or sustain the change. However, a manual, project-based approach that only provides an overview of the required data will not be enough to transform journeys successfully. Instead, you should opt for an agile, iterative, analytic approach that uses continuous data availability.

It won’t be wrong to say that all those ad-hoc, manual, project-based approaches using snapshots of data have severe limitations.

Better data accessibility to more than 18 telco raw data sources as a prerequisite 

How the Customer Journey differs in both Fixed and Mobile Telco

Mobile (mobile data usage, subscriptions, charges, and mobile data access)

Several small customer journeys can be linked together to make improvements to a mobile telco operation. One great way is through customer engagement, i.e. moving down to individualized journeys of each customer instead of mass-segmentation. Journey Science opens doors for mobile telco companies to take personalization up a notch, and provide customized recommendations based on the journeys of each customer. You should also utilize real-time context to enhance customer engagement for better results.

Mobile customer experience comprises of several touchpoints where a subscriber interacts with a service provide agent – it can be during retail, billing, customer support, visible marketing campaigns, and others. Consider three customers below that have 3 different journeys to perform the same action.

Fixed line providers (phone, internet, entertainment)

Fixed line providers have an additional interaction channel with field technicians being deployed to customers’ homes for service. These field service appointments are a major part of customer experience and often have significant variability for different customers. Consider the following journey which involves multiple appointments, agent phone calls, and delays:

Improve key journeys for fixed Telco’s

Journey Science is Moving towards Predictive Analytics

The Journey Science concept is increasingly becoming popular across the telco industry, as it greatly benefits by assessing journeys of individual customers and allow them to develop customized strategies. Moreover, it allows telco businesses to anticipate the potential pitfalls leading to negative customer experience and prevent it altogether. By tapping into the data from customer journey, telco can streamline their operations and provide a better, more satisfying experience to their customers.

Derived value from Customer Journey data by Journey Science & Journey Analytics

In today’s world, customer satisfaction is the keystone for success in every industry, including telco. Businesses should turn to the Journey Science movement, and optimize their processes by carefully analyzing customer journeys and making improvements accordingly. Effective utilization of customer journey analytics leads to better redesigning efforts, ultimately reducing costs, enhancing customer experience, and stretching bottom-line.

About the Authors:

Want to talk more about Journey Sciences? Connect with Rogier van Nieuwenhuizen, Executive Vice President, EMEA region at ClickFox, on LinkedIn and join Journey Science movement on Twitter by following @journey_science and the Journey Science’s LinkedIn Group today.

If you would like to read more from Ronald van Loon on the possibilities of Big Data and Journey Science please click ‘Follow’ and connect on LinkedIn and Twitter.


Source: Journey Science in Telecom: Take Customer Experience to the Next Level | Ronald van Loon | Pulse | LinkedIn

Talent Acquisition Process as a Whole Needs to Change Radically

Talent Acquisition Process as a Whole Needs to Change Radically

Written by Çağatay GüneyPeoplise.

Talent Acquisition Process as a Whole Needs to Change Radically

We Went Digital

Let’s admit it. We are all hooked. Some of us are downright addicts.

No one seems to be able to pick up a good restaurant without asking advice from an app, laptops are always on our laps, vacations are never without work, long forgotten friends are a click away and we whatsapp our customers. According to Ericson’s Consumer Lab report, a typical white collar worker spends %20 of his time on business apps. Add to that the time spent on social networking sites and shopping, you will get a full day of app happiness. As if that is not enough, 43% of the working population downloads a new app every week. It does not get better at home, either. On average, the time spent on digital will reach a staggering 5,3 hours per day excluding work activities.

Generation Z Is Upon Us

That is just us; the current workforce. Now think about the next generation. The Generation Z. The Millenials. People call them Gen Tech, Gen Net, Gen Wii; Digital Natives. They were born into the digital world. In fact, they are the first generation whose births were announced on the internet. They never knew a time before the computers, www or apps. And now, they are on their way to the job market. Within 2-4 years a huge demographic shift will change the talent landscape forever. In US alone there are 67 million Generation Z members, born after 1998, making them almost as large as the baby boomers who have retired or retiring.

GenZs play, socialize, learn, engage, compete, succeed, fail, laugh, share in the digital universe. There is no divide, there are no boundaries between self and the digital. Life is digital and mobile, all the time. By the time Dad pours porridge for breakfast before the school bus arrives, his teen daughter would have looked at her mobile phone 5 times already. Teens today spend 27 hours a week online.

Not only that, they view the world differently too. Many of the old-world assumptions and methods don’t sway or impress their young and boundless minds. Better educated generations demand better things from the society and companies. Nearly three quarters of those surveyed (74%) agreed that businesses have a responsibility to create a better world.

Talent Acquisition Must Change

Understanding, attracting, and engaging the next generation of talent will require genuine new approaches, new methods and tools, almost all digital. The HR field has made some headways into social media hiring but that is just the beginning. Talent acquisition process as a whole needs to change radically to accommodate the new generation and their digital habits. The days of the printed CVs, tedious application screens, long on-site personal interviews are numbered.

The companies who embrace the digital challenge early on are already reaping incredible advantages over their competition in talent attraction, branding, engagement, and retention. They are utilising games, social media widgets, chat bots, video interviews, online tests, and smart onboarding tools with great effect. It saves time, it is cheaper and provides a much better experience for the young talent for sure.

Start Now To Get Ahead

Finding the right digital tools, integration of processes and developing new work practices takes time. It takes trial and error and some getting used to. But given the cost pressures and the demographics, this is a challenge all HR leaders have to face sooner rather than later. The pioneers of the new generation are already in the job market today.

So why wait? Let’s start planning for the transformation and plunge into the world of digital HR. Now, not later.

About the Author:

Çağatay Güney, CEO and Co-Founder at Peoplise

Çağatay Güney is Co-Founder and CEO at Peoplise.

Çağatay is a Human Resources and Organization Development professional with more than 20 years of experience both as a manager in and as an external consultant to several Fortune 500 companies in USA, Canada and Turkey.

He is also the author of two fictional novels.


Source: Digital HR – Time To Get Started

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What Millennials Really Want In 2017 | The HR Tech Weekly®

What Millennials Really Want In 2017

What Millennials Really Want In 2017 | Woobe

Conventional wisdom holds that Millennials are entitled, easily distracted, impatient, self-absorbed, lazy, and unlikely to stay in any job for long. Furthermore, they want free food; they want unlimited vacation; they want to run the company two days after they arrive. But, on the positive side, they’re also looking for purpose, feedback, and personal life balance in their work. Companies of all kinds are obsessed with understanding them better. Let’s talk, for once, about the positive attitudes:

  • Millennials will sacrifice salary for a better work environment: 25- to 35-year-olds said they’d be willing to give up an average of $7,600 in pay for a better situation at the office, such as more career development and a healthier work/life balance.
  • Millennials want to work for the greater good: 73% of Millennials seek meaningful work at an organization with a mission they support. In fact, a remarkable 90% say they want to use their skills for good, suggesting that Millennials seek workplaces with a culture of altruism that enables them to give back. Millennials also care about workplace culture, with 77% noting it is just as or more important than salary and benefits.
  • Millennials want to be entrepreneurial: giving your employees the flexibility and freedom, where possible, to be their own boss with a focus exclusively on results, produces greater employee engagement, loyalty and ultimately better business results.
  • Millennials want to be coached: they crave and respond to a good, positive coach. Overall, Millennials want feedback 50% more often than other employees. Their number one source of development is their manager, but only 46% thinks that their manager delivered on their expectations for feedback.
  • Millennials want to design their own career paths: an essential component of Millennial employee engagement is letting them have a voice in how their careers are structured. The one-size-fits-all approach to building careers simply doesn’t work for Millennials’ ambitions. They desire amazing, personalized experiences and the chance to prove their abilities and quickly rise through the ranks. Unlike the traditional career paths, which tended to be more linear, Millennials are forging nonlinear and unique career paths that are aligned with a personal sense of purpose.

Leaders are increasingly turning their attention to the millennial generation, whose attitudes and preferences may profoundly reshape workplaces and society. Like those in every generation before them, millennials strive for a life well-lived. They want good jobs and they also want to be engaged in those jobs. In addition to finding engaging jobs, millennials want to have high levels of well-being. They also want a purposeful life and active community and social ties. Are millennials getting what they want out of work and life? Not so much. Gallup’s latest report, finds that millennials struggle to find good jobs that engage them. Millennials have the highest rates of unemployment and underemployment and only 29% of employed millennials are engaged at work.

Their overall well-being nearly matches that of Gen Xers and Baby Boomers, meaning millennials have not been able to forge better paths for themselves, and that’s because of the corporate environment that is not ready to deal with this generation. They need to teach them the social skills that they are missing because of the digital and hyperconnected world they live in. Relationships are built on little things and, since trust doesn’t build in one big event, they have to create mechanism where they allow for the little interactions to happen. To achieve this, you can’t rely on the current social tools or add a new one because, as a matter of fact, too much connectivity kills connectivity.

The key it’s to bring back real human contact but, for large organisations, the only available solution is organising big corporate events which unfortunately aren’t effective. That’s because when you put 100 people in the same room, and hope they will talk, they tend instead to stay with people who already know. A better solution would be organising 25 small events of 4 people each:  that’s how you create new links between people. Unfortunately, finding the right person at the right time for these events is a nightmare without the right tool.

Woobe solves this problem with an innovative approach: managing profiles (age, seniority, departments, etc.) instead of individuals and adopting push communication instead of pull communication. In few clicks, and in less than 5 minutes, you can create a campaign of hundred micro-events! Watch how simple it is in this video:


Source: What Millennials really want in 2017 – Woobe

How Managers Can Use Feedback to Become Great Leaders

How Managers Can Use Feedback to Become Great Leaders

Written by Steffen Maier, Co-Founder of Impraise.

Electric Light

360-degree feedback can bring up a whole host of areas for improvement and help establish goals to be worked towards. Developing based on feedback is important for anyone, regardless of their position, experience level or objectives: managers are no exception.

We explain how the feedback managers receive can establish specific leadership training plans to help improve skills, performance and daily practices. This can help both inexperienced or first-time managers and those just looking to take their leadership skills to the next level and improve how they lead their team.

Upward feedback & where to go with it

Gaining feedback on daily practices, performance and skill sets can be an incredibly useful process. 360-feedback encompasses upward feedback from your team members, helping you to gain perspective from those who work closely with you. Hearing the views of those who work with you every day and have an acute awareness of your leadership style is a great chance to take a step back and re-evaluate. But, of course, once the feedback has been given, the process doesn’t end there. Using feedback for leadership training means that managers are able to work on the specific things that would improve both their leadership qualities and general interactions with their team on both a daily and a long-term basis.

Keep your team!

It’s often said that people don’t quit their jobs, they quit their bosses. If there are multiple issues within a work environment but people generally like their manager, and are satisfied with how they’re being led, they’re less likely to leave their position. Ensuring that managers are not only listening to but acting on the feedback which they receive from their team makes it clear that the team’s views are valued, and means that managers will be able to use the feedback given to communicate with and work more effectively with their team. Managers will be on the road to improvement, and team members will feel both valued and more satisfied, be less likely to leave their position and begin to work more effectively with their managers.

Engagement & team spirit

After the leadership training has taken place, it’s likely that team morale will increase, communication will improve and employee engagement will be on the rise. It’s not just managers that will improve from leadership training either. Research from the Journal of Business Strategies found that leaders who were able to impact the long-term cohesion of their teams could account for more than 25% of the team’s overall performance. Effective leaders will keep their team communicating well and keep engagement levels up by giving them useful and motivating feedback, and making the organization a positive and impactful place to work.

Using Impraise, it’s never been easier for managers to develop. Feedback comes in the form of both real-time updates and reviews where questions can be tailored to find out exactly what skills or traits can be improved. Once feedback is received, it’s collated into an automatic report identifying exactly which skills and practices require focus. Now it’s time for improvement: continuous feedback that carries on long after the review process gives team members the opportunity to continue the conversation and provide real-time feedback on their manager’s ongoing development.

Summary:

  • Using upward feedback for manager training means team members know their input is valued
  • Successful leaders interact with employees in a way that significantly increases employee engagement and performance
  • Employees communicate better as a team as a result of more effective management
  • Good leadership training based on team feedback will lowers turnover rates

About the Author:

Steffen Maier

Steffen Maier is co-founder of Impraise a web-based and mobile solution for actionable, timely feedback at work. Based in New York and Amsterdam, Impraise turns tedious annual performance reviews into an easy process by enabling users to give and receive valuable feedback in real-time and when it’s most helpful. The tool includes an extensive analytics platform to analyze key strengths and predict talent gaps and coaching needs.


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How HR Tech Companies Should Build Their Sales Funnels To Create More Customers

How HR Tech Companies Should Build Their Sales Funnels To Create More Customers

How HR Tech Companies Should Build Their Sales Funnels To Create More Customers

When it comes to growing your HR Tech company, there are a million things that will come up as ideas and plans and “must-dos” in order to get more customers.

But it really comes down to this…

Building a systematic process that you can rely on that will turn strangers into happy, loyal, paying customers.

This is not easy, but as long as you know your customers and your product, it doesn’t have to be complicated. And the more “noise” that gets added to the conversation, the further you are going to get from creating your path to success.

Your company might be able to gain some initial traction from your existing networks and connections, and leveraging some sporadic word-of-mouth, or maybe the novelty of being new to the market, but that will only get you so far.

That’s where your system comes into play.

3 Stages Of Focus To Get You Customers

The 3 main questions to focus on for the highest impact are simple:

  1. How are we getting the attention of our target audience?
  2. How are we turning that audience into permission-based leads? (meaning they have signed up and self-qualified as an ideal customer and given you permission to build a relationship with them)
  3. How are we educating and motivating people to be excited to buy from us?

After those 3 things are accomplished, then you can build on top of them to grow at scale. But until you have these steps down and working profitably, you’ll be suffering from the dreadful sickness of Random Acts of Marketing. This leads to wasted time and money.

Not to fear! There is a simple cure…

A cure that will send out your dollars and efforts to bring back more of their friends. This cure is a systematic approach to launch, test, and improve your customer acquisition.

1. Getting Attention & Awareness

In this “top of the funnel” stage, you want to put yourself where your customers are hanging out and consuming information so that they start to find you and pay attention to what you have to say.

Online, this commonly takes place by publishing articles on your blog and then sharing them on social media using hashtags that are common for your industry. Then going out and connecting with your ideal customers on their preferred social media channels and striking up conversations with them with the main focus being to open a relationship and provide them value upfront.

As a byproduct, when you integrate SEO (Search Engine Optimization) into those blog posts, they’ll also help you start ranking on Google when people are searching common terms related to your products and services.

And with social media being the plumbing of today’s word of mouth, your blog content will help to fuel the sharing of people talking about you.

Get active in the online communities where your target customers are hanging out. Join in on the conversations and start adding value by listening and helping address the problems that they are having.

This activity will lead to visibility which will lead to opportunity.

2. Generating Permission-Based Leads

Now that you have their attention and your ideal customers are on your website (reading your blog posts), it’s time to move them along their customer journey and convert them from a visitor into a Lead.

This doesn’t necessarily mean that they are going to buy your brilliant product today, but it means they are a qualified candidate for becoming a great customer and successfully using your product.

Did you know that only 3% of a market is active buyers at any given time?

That means you need to focus on building those relationships with the other 97% so that when they become part of the 3% active buyers, you are there and ready and have already earned their trust and demonstrate your credibility.

This is how marketing is meant to be and how to make the sales process seamless.

3. Converting Leads Into Sales

You have driven awareness of your brand in your target market.

You’ve earned their attention.

You’ve gotten their permission to continuously provide them value before they become an active buyer.

Here is where you butter your bread.

With your follow up.

Once you have someone on your email list, it’s time to educate and motivate them, patiently and systematically, to meet with you when they are ready.

Send them messages regularly (at least once a week) that will add value to their life. Maybe that’s a quick email with a link to an article they’d find interesting, maybe it’s a new utility that will make their lives more convenient practically.

By sending out these emails, you are building a relationship with them so they Know, Like, and Trust you. The keys to making sales easy.

You’re also being persistent in a friendly way, so that when the time comes for them to move to their active buying stage, you are there with an easy way for them to get started.

Do You Have A System For Creating Customers?

By now, you should see the value in implementing a system for creating customers. Another byproduct that we didn’t touch on, but is very valuable, is that when you have a system, you can TEST what’s working and what’s not.

The elements in your system may not always be home runs. Most likely, very few will be. And it’s important to know this is not a one and done attempt. The system is reliable. The elements are what you need to test and improve.

Most social media ads fail on their first run, but that collects data for you to make the next campaign work. Maybe the original kind of blog posts you’re writing aren’t getting the attention of your audience. The offer you are making on your website might not convert a visitor into a Lead because it’s not intriguing or valuable enough from their perspective. Your email offers might not be irrefutable enough to motivate active buyers.

But when you have a system in place, you can see where there is a drop off and make improvements.

The system is the track to get your car on the road. Once you start driving, it’s easy to course correct.

But you can’t steer a parked car.

So take the time to focus on your 3 simple questions and put a system in place so that you can start testing and improving your customer acquisition and growing your HR Tech company more reliably and more profitably.


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