Seven Strategies for Increased Employee Engagement

Guest blog post

Employee engagement has been a hot topic amongst corporations, large and small, for almost two decades now. Most organizations recognize the importance of an engaged team; it helps you lower your risk of turnover, boost customer satisfaction, realize higher productivity, improve the bottom line and increase your company’s overall chance of success.   Yet less than 33% of employees are engaged in their jobs in any given year.

Companies have been focused on this metric for years, but the engagement numbers haven’t changed much since 2000. In one of Gallop’s recent reports, The State of the American Manager, they determined that managers account for as much as 70% of variance in employee engagement scores. Thus, bringing truth to the phrase “people don’t leave jobs, they leave managers.” So, is there anything you can do to make your employees feel involved in and enthusiastic about their work and workplace? Happily, YES!

Leaders should view every interaction with an employee as one with the potential to influence engagement and inspire effort. How leaders interact with and manage their employees can substantially affect engagement levels in the workplace, which in turn influences the company’s bottom line. Here are few strategies organizations can use to help build engagement with their employees:

 

  1. Have and Communicate a Clear Vision

Engagement starts with the leadership communicating a clear vision for the organization. People naturally want to belong to something greater than themselves. Your vision should inspire passion and commitment from your employees (and other stakeholders) and should serve as the rally cry for your organization. If you team knows, understands and believes in the direction you are moving they are much more likely to engage.

 

  1. Explain the Why

People need to understand why they are being asked to do things. The best managers and leaders are transparent with their teams (to the extent they can be). Let your team know why they are doing things (or not doing them) and how their work fits into the bigger picture. The more they understand, the more likely they will be to want to help.

 

 

  1. Set Processes, Procedure and Expectations

From the first day of employment, make sure you have clearly laid out processes, procedures and expectations for each employee. People crave certainty and they find it stressful when they are unsure of what is expected of them from day to day. If you are clear from the beginning, neither you nor the employee should encounter surprises.

 

  1. Get to Know Each Individual Employee

The strongest leaders take the time to personally connect with their teams. They get to know them at a personal level, outside of just their work, and remember that they are human with real thoughts, feelings, responsibilities, families and challenges. These leaders are interested in their team’s hobbies and families and allow each employee to bring their “whole self” to work. Showing you care creates trust and loyalty. Knowing that they are respected as individuals at work can have a significant impact on how employees view not only their jobs, but their overall lives.

 

  1. Understand Individual Motivators

We each have different motivators that drive our desires and our decisions. As a leader, it is your duty to identify the motivators for your team. Each person is likely driven by a different factor, so by understanding them you will be better equipped to tap into the right ways to engage your team.

 

  1. Create an Incentive Structure

Now that you know what motivates the individuals on your team, you can create incentives that speak to those motivators. Great organizations have at least six different incentives available for their teams. Here are a few examples of motivators and incentives to support them:

  • Security – benefits, job stability
  • Financial – fair salary, bonus opportunities, one-time incentives
  • Learning – on-going training and development opportunities
  • Leadership – opportunity for advancement into management roles
  • Expert Status/Recognition – new hire mentor, trainer
  • Altruistic – community service projects
  • Relationships/Connections – committees (i.e. safety, employee engagement), team building events

 

  1. Encourage Regular Feedback

People want to feel valued and know their input matters. Give your team a safe forum to let you know what is happening within your organization. Be open to ideas and suggestions from your team. Often the best ideas and solutions come from the people living through the pain points or those who are closest to the customer. Remember, you don’t need to act on everything. However, you should address and acknowledge each suggestion and explain why you are tabling it for now.

 

The best leaders ensure that all their employee engagement efforts are aligned. They find ways to communicate the impact of the engagement efforts to the entire team throughout the year and they share best practices across the organization. Strong leaders use every opportunity, every touchpoint and every communication vehicle to reinforce the organization’s commitment to employee satisfaction and engagement.  Employee engagement becomes a piece of the organization’s strategy.  Your team is your organization’s most important asset, make caring for them a priority.  If done right, these seven strategies will help you inspire trust with your team.

Stacie Riffert is a certified FocalPoint business coach and is the owner of Empowered Leadership, LLC. Stacie’s 20 years of business experience, as a General Manager and Sales Director with PepsiCo, and the proven FocalPoint tools combine to powerfully empower business owners to maximize their productivity and profitability. For more information visit https://stacieriffert.focalpointcoaching.com or contact her directly at sriffert@focalpointcoaching.com

 

 

The Person All Manufacturing Salespeople Should Know

October is an exciting time for manufacturers. Last Friday, October 5, 2018, was Manufacturing Day, a national holiday where manufacturers around the country use MFG Day as an opportunity to inspire and recruit the next generation of manufacturers. What I love about Manufacturing Day, which people celebrate throughout the month of October, is that American manufacturers are showcasing what modern manufacturing looks like to students, professionals, media, and the general public.

In honor of Manufacturing Day and Manufacturing Month, throughout the month of October, I will be highlighting influential people in the manufacturing industry on the Felber PR & Marketing blog. The first feature is on Caleb Townsend, Co-founder of Factur. Townsend is an individual and resource that every manufacturer should know. If you sell a product or service to manufacturers, keep reading.

Caleb’s Manufacturing Background 

Townsend’s exposure to manufacturing started in childhood. His father was an engineer for Navistar, a manufacturer of commercial trucks and buses.

“Manufacturing shop talk was frequently part of the dinner table discussion. I loved hearing my dad’s stories about the projects he was working on and I thought it was so cool that he helped build these huge vehicles”, says Townsend.

Upon graduating from Purdue University, Townsend worked in account management and sales in a variety of industries including finance, business consulting, and a VoIP provider. In February of 2011, Townsend joined Wentico and Co., a general construction company that serves the greater Indianapolis area, focusing on commercial/residential construction and flooring, as Vice President of Sales. After working at Wentico and Co. for over a year, Townsend was ready for a new challenge. He joined Qualtronics, a specialist in Electrical Wire Harness Assembly & Wire Harness Design, in June of 2012.

“Working at Qualtronics was exciting because they create niche products that other companies will not touch. Any company requiring mobile products that are diesel powered and produced in volumes less than 500 a year, Qualtronics can help. If you see a unique piece of equipment and say to yourself, ‘I don’t see that that often’, Qualtronics probably produced the wire harness on it”, says Townsend.

Qualtronics gave Townsend exposure to a variety of different industries including waste management, construction, agriculture, marine equipment, emergency response, and more. Every customer and project was an opportunity for Townsend to learn a new industry or process. It was there that he realized manufacturing was more than a career to him– it was a passion.

NEO Event: Manufacturers, Recruit & Retain Better Talent with Company Culture as Your Secret Weapon Click here to learn more & to register!

Creating a BNI Model for Manufacturers

Townsend was introduced to Gabe Draper, his now business partner, through Rob Dally, president of Qualtronics. Draper had a vision for a BNI-style business referrals group, exclusively for manufacturers.  Since Townsend ran a BNI group when he worked in the construction industry, partnering together was a ‘no-brainer’.

“At first, we wanted to start this group for our own sales efforts.  In November of 2012, we had our kick-off meeting with 17 attendees present. After 2 months of meetings, we realized how valuable our group was and decided we wanted to launch in on a larger scale”, says Townsend.

Factur, formerly known as Manufacturing Referral Network, became an entity in January of 2013 and the business has grown substantially throughout the 6 years.

Factur’s Mission and Services

Factur’s mission is simple–they help manufacturers find new customers through two models:

1) Manufacturing Networking groups – Currently, Factur has referral-based networking groups in 8 major cities. What makes Factur’s networking groups unique is that each group is exclusive, meaning that they align you with other non-competing manufacturing suppliers. The groups give members a process to work together to get in the door at manufacturing companies you want as customers.

2) Prospecting Service – Factur handles the part of the sales process that is often neglected when sales managers get bogged down with managing accounts: prospecting.  Factur helps companies identifying leads, finding decision makers, and set appointments. Factur looks and feels like an in-house salesperson at your company but step out of the process once the appointment is set, leaving your salespeople to close the account and manage it.

“I think what has led to Factur’s success is that we cater to a demographic which was previously neglected. We are a resource for manufacturing suppliers and help them grow their businesses. We added prospecting to our business model because we realized that the salespeople in our groups were missing opportunities. They were so busy account managing that they were neglecting prospecting and bringing in new accounts. We are continually looking for opportunities to support our members and fill in the gaps in their sales processes”, says Townsend.

Unlike traditional sales managers who typically can only make 12 prospecting sales calls a day, Factur can make 30 prospecting calls for your manufacturing firm a day. The Factur team’s extensive background in manufacturing allows them to quickly get up to speed on your products and processes. They do the work to prospect and qualify leads for your business, so your salespeople are not wasting time talking to companies that are not ready to buy.

Don’t believe you need a person or partner at your manufacturing firm solely responsible for prospecting? Check out this excerpt from a prospect email the Factur team got in regards to their work with client Qualtronics.

And lastly, as busy as most companies are, particularly in this area, and with the difficulty in the labor market, how is it your company has additional capacity to pursue additional business?  I have not had an inquiry by a company in your market in quite some time, so it raises the question, what is different with Qualtronics?’

Connect with Caleb Towsend and Factur

Factur is working to expand its reach and there will be 4 new city groups launching by 2019. Connect with Caleb on LinkedIn or visit https://bethefactur.com/ to learn more about joining the Factur Networking Group in your city.

caleb-townsend-factur

A Mfg Day Reflection: Why Case Studies Need to be Part of Your Sales Strategy

mfg-day-2018-case-studies

Tomorrow, October 5, 2018, is  Manufacturing Day. This month, across the country, people will join in celebrating modern manufacturing. Students, educators, media, and business people into their facilities to educate them on manufacturing careers and change the public’s perception of the manufacturing sector.

At Felber PR & Marketing, we love the excitement that comes with Manufacturing Day and work with our clients to develop great content that portrays manufacturing progress. Content is an excellent tool to highlight your company’s expertise, educate your prospects and customers, and add value. In order to stay competitive, manufacturers need to have a strong digital marketing and content strategy. Case studies provide your company an opportunity to showcases specific projects or work with your customers. Case studies also add third-party credibility and could be the difference between your prospects choosing you over your competition during the decision process of the buyer’s journey.

NEO Ohio Event: Manufacturers, Recruit & Retain Better Talent with Company Culture as Your Secret Weapon Click here to learn more & to register!Why Case Studies Are Effective

Since the invention of the white picket fence, neighbors have stood on both sides and asked each other for advice. Who’s the best landscaper, which store has the best produce, or even which doctor do you prefer? Humans trust opinions before sales pitches and case studies provide your prospects with the assurance that other credible companies have purchased your products. What’s the biggest white picket fence (e.g. platform) in the world? Social media such as Facebook, LinkedIn, Twitter and Instagram  – all social for that matter, are the platforms for the world’s conversations. Ever seen ISO______. In search of (insert your product here).

 

Third-Person Credibility

How often are we asked for referrals? Almost every prospect we meet asks if they can talk to our customers. Case studies are written proof that other companies, real people, have trusted (and not been burned) by your work. We’re often amazed by the great stories our clients tell us about the solutions they provide. Unfortunately, these great salespeople, owners, and technicians have never committed these stories to writing. I mean NEVER have they posted a blog, NEVER told their story an industry reporter or printed a one-page document about their achievements. Stumped on how to ask your manufacturing customers for case studies? Read our blog: How to Convince Your Stubborn Manufacturing Clients to Participate in Case Studies

 

Case studies can be featured on your website (like our success stories), sent in follow up emails to engaged prospects, or used in a coordinated media relations program. We speak to a lot of editors on behalf of our clients. Editors and reporters love case studies. It is the single biggest request we get from these media professions. Why? Media inherently want to stay neutral in the content they present to readers. Readers trust the content in magazines to be journalistically vetted. Remember the neighbor giving his opinion? This is just as powerful. Could your company improve their position in the marketplace by posting, emailing and tweeting an article in one of these trusted publications?

 

So how do our writers learn about and actually help these stories come to life? We love factory tours. We renamed them ‘content tours’ as they provide the material needed for case studies. I can already hear you. “But we’re engineers, not writers!” No worries, we are! Learn about this service here.

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