036 Increasing Engagement & Motivation: Keys to Bridging the Intergenerational Divide
Presenter: Abram Walton, Ph.D.
Date: Tuesday, March 10, 2020
Time: 1:00-4:30 pm
Level of Complexity: Intermediate
Course Description: Effective talent recruitment, selection, and management requires leaders to move beyond mere stereotypical understandings of generational differences, and to create a bridge between the differences in communication and decision-making styles, training and development needs, conflict-resolution styles, and overall job expectations. This course will introduce intergenerational selection and management techniques including succession planning, mentoring courses, and using behaviorally anchored rating scales and interview questions.
- Understand how authentic and effective intergenerational leadership can increase workplace engagement and create competitive advantage by fostering of a culture of inclusiveness and collaboration
- Understand sources of intergenerational conflict and identify successful conflict management strategies
- Understand how to increase engagement & motivation across generations by focusing on recruitment, talent management, and what people what from their work
Abram is an author, consultant, and researcher specializing in Strategic Innovation, Human Capital Management, and Leadership Development with a focus on developing business models that create sustainable competitive advantage. He takes a unique systems-thinking approach, which has cultivated multi-disciplinary collaborations, generating innovative organizational strategies and best practices.
Emotional intelligence plays a vital role at every stage of the sales process. It’s easy to get defensive when prospects challenge you on price or to quickly cave and offer discounts in response to pressure. Those are examples of the fight-or-flight response--something salespeople learn to avoid when they build their emotional intelligence. Sales trainer and expert Colleen Stanley cites studies that show how emotional intelligence (EI) is a strong indicator of sales success--and offers tips on how you can sharpen your skills and expand your emotional toolkit. Increasing your emotional intelligence is a sure way to overcome tough selling encounters. In Emotional Intelligence for Sales Success, you’ll learn how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts, which EI skills are most common among top sales producers, and much more. Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. From business development to closing the deal, emotional intelligence will drive your performance--and your success.