I often think that senior HR practitioners don\u2019t think about sales as often as they should.\u00a0 Too much of the time, HR thinks that their performance in the delivery of services is enough.\u00a0 Even if those services are the delivery of strategic reporting (such as detailed workforce analytics helping to chart the future direction of talent needs), we think this should give us a seat at the table.\u00a0 What we don\u2019t realize is that every other part of the organization is both delivering and selling at the same time.<\/p>\n
Internal sales should be a very significant portion of our jobs.\u00a0 We should be constantly selling the value of what we provide, before we provide it, during the provision, and after.\u00a0 We do this by selling our value proposition each time we deliver a product or service, and tailoring that value proposition around the current need.<\/p>\n
For example, rather than simply delivering the above mentioned workforce analytics and saying \u201cwe need to increase the levels of talent in our R&D department.\u201d Why not say \u201cWe need to increase the levels of talent in our R&D department and I have 2 people in HR with the exact skillsets needed to partner with the business units and lead and develop a comprehensive talent plan.\u201d\u00a0 We need to continuously push with upper management telling them that we are the right partner, and then executing and showing them that.<\/p>\n
We should also see ourselves in sales each and every time we want to engage the organization in a new project.\u00a0 Rather than waiting until the project is well under way and pursuing a change management strategy with the business units and managers that will be effected, why are we not pre-selling those same managers on the benefits of the project?\u00a0 Getting their buy-in this early will not only ease your pain during the roll-out, but it might also help you get the project approved and possibly get you more budget.\u00a0 When business leaders are involved early and are willing to help sell with you to upper management, your hand is that much stronger.<\/p>\n
There are many people who are afraid of \u201csales.\u201d\u00a0 For too long it\u2019s been associated with the used car or insurance salesperson.\u00a0 However, sales is a necessary part of business life.\u00a0 We may not be earning a commission, but in fact the stakes are much higher.\u00a0 At risk is your HR department\u2019s standing in the organization, ability to execute projects and gain the respect of senior leadership.<\/p>\n","protected":false},"excerpt":{"rendered":"
I often think that senior HR practitioners don\u2019t think about sales as often as they should.\u00a0 Too much of the time, HR thinks that their performance in the delivery of services is enough.\u00a0 Even if those services are the delivery…<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_coblocks_attr":"","_coblocks_dimensions":"","_coblocks_responsive_height":"","_coblocks_accordion_ie_support":"","footnotes":""},"categories":[37,47,8,11],"tags":[],"class_list":["post-869","post","type-post","status-publish","format-standard","hentry","category-change-management","category-governance","category-strategies","category-service-delivery"],"_links":{"self":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/posts\/869","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=869"}],"version-history":[{"count":0,"href":"https:\/\/systematichr.com\/index.php?rest_route=\/wp\/v2\/posts\/869\/revisions"}],"wp:attachment":[{"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=869"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=869"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/systematichr.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=869"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}