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  May 11, 2015  
 

Strategic HR Weekly "Sales" Tip #24

The Complex Sale

As an HR professional, you will eventually need to "sell" HR. If you're an HR practitioner in a business, you'll have to sell the value of HR initiatives to the C-suite. If you're an HR consultant, you'll have to sell the value of HR initiatives to prospective client businesses. And it is a "complex sale", because it can impact every single part of a company's P&L, and there are numerous strategies that many be applicable to make that happen.

Sale professional Jeff Thull has written several excellent books about "the complex sale". He suggests creating a sales process aligned with the 4 purpose-steps of Qualify, Diagnose, Design, and Deliver. I recently completed a diagram (below) for creating a strategic HR plan in a business (using the SHRMS tool, but it can apply regardless of what tools you use). Around the outside of those steps, I overlaid Thull's 4 purpose-steps. Note that the number of circles in each phase does NOT necessarily correspond to how much time might be spent in it. In fact, the one-circle Qualify phase might be very lengthy, because it's so critical for laying the buy-in and foundation for the rest of the process.

In summary: Have a well thought out process; have a purpose to the process; and show the process to your client early on so they can better get their heads around where you'll be taking them.

Cheers!


Rob Blunt       View our profile on LinkedIn
President, 4-Profit-HR

phone: 866-868-5885