Inspired by Children. Committed to Families. Defined by...
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DFS Recruiting Session | February 7, 2019 Inspired by Children. Committed to Families. Defined by Love.
Transcript of Inspired by Children. Committed to Families. Defined by...
DFS Recruiting Session | February 7, 2019
Inspired by Children. Committed to Families. Defined by Love.
January October2019
Our Challenge
Who We Are
VMware is the 4th largest software company globally• $10B in annual revenue
Our team is responsible for over $100M/annually
Sales process is a core competency of our team
I. Creating a Sales Monster
II. The Family Journey & Recruiting Process
III. Recruiting Funnel
IV. Keeping Prospects Warm
V. Family Retention
VI. Gratitude
Agenda
Creating a SalesMonsterJim FalveySr. Director – State, Local, and [email protected]
Creating a SalesRecruiting MonsterJim FalveySr. Director – State, Local, and [email protected]
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What, How, and Why
• What do you do?• How do you do it?• Why do you do it?
– “Why” is why you exist!– Why should be lofty!– Why should be ambitious!– Why should be what’s possible!
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WhatHowWhy
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NAME...THAT…WHY!
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• No searching allowed
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Name that Why…
• To inspire and nurture the human spirit – one person, one cup, and one neighborhood at a time
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Name that Why…
• To refresh the world in mind, body, and spirit. To inspire moments of optimism and happiness through our brand and actions.
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Name that Why…
• We save people money so they can live better.
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Name that Why…
• To give people the power to share and make the world more open and connected
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With VMware solutions, organizations are improving business agility by modernizing data centers and integrating public
clouds, driving innovation with modern apps, creating exceptional experiences by empowering the digital workspace,
and safeguarding customer trust by transforming security.
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My “Why”?
To improve every citizen and students life byproviding on demand access to any application,on any device, at any time.
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WhatHowWhy
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What is your “Why”?
• VMware has a “why”? – But I have my own “why”
• Clark County DFS has a “why”?– What is your “why”? – Think about your “why” before any interaction you have
with a potential family.
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Favorite Falvey’isms
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Favorite Falvey’isms
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Career Lessons Learned:Creating a Sales Monster
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Discipline
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Discipline
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Hard Work
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Hard Work
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Good vs. Great
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Good vs. Great
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Enthusiasm
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Enthusiasm
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Never Miss an Opportunity to be GREAT!
• K– Knowledge
• C– Confidence
• E– Enthusiasm
• S– Success
Knowledge + Confidence + Enthusiasm = Success
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Authenticity
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Never Underestimate the Power of Being Normal
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Creativity & Imagination: Dream BIG!
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Creativity & Imagination: Dream BIG!
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Dream Big. Anchor High. People that ask for more…get more.
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Belief: The Power of Positive Thinking
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Belief: The Power of Positive Thinking
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”Say” vs. “Do”
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”Say” vs. “Do”
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Job Satisfaction
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Job Satisfaction
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Failure
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Failure
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Adversity: Overcoming Objections
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Adversity: Overcoming Objections
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Change
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Change
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The Top 121. Discipline: The score will take care of itself2. Hard Work: The harder I work…the luckier I get. 3. Good vs. Great: High performer or mediocre performer?4. Enthusiasm: Nothing great was ever achieved without enthusiasm (KCES)5. Authenticity: Never underestimate the power of being normal6. Creativity & Imagination: A goal without a plan is a wish7. Belief: Whether you think you can or you cant…your right8. Will to Win: It is the will to PREPARE to win that is important9. Job Satisfaction: Have fun…we are not saving lives10. Failure: The worst thing you can do is nothing11. Adversity: Everybody has a plan until they get punched in the face 12. Change: The most expensive thing you own is a closed mind.
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Final Thoughts
• Dream Big• Be Disciplined: A goal without a plan is a wish.• Have Fun• Next Few Minutes:
– What are you going to change?– Are there 2 or 3 things you can take away from today?– What is going to make up your “Recruiting Monster”?– Open up page 2 in your workbook and jot down your thoughts and ideas
from this session
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Part 2: The Family Journey & Recruiting Process
The VMware Sales Cycle
Stage 1 -Prospect
Stage 2 -Qualify
Stage 3 -Validate
Stage 4 -Design
Stage 5 -Prove
Stage 6 -Negotiate
Who is VMware? Why
do I care?
What problem can you solve
for me?
Does your solution work?
Ok, so it works, but how does it fit into what we
do?
Prove it! What’s it cost?
VMware Sales Stages
Customer’s Buying Questions
Exercise: The Clark County Recruiting Cycle
What happens
first?
What happens
next?
What happens
next?
What happens
next?
What happens
next?
What happens
next?
Name for this stage
Name for this stage
Name for this stage
Name for this stage
Name for this stage
Name for this stage
Who does this?
Who does this?
Who does this?
Who does this?
Who does this?
Who does this?
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Think from a Prospective Family POV
What happens
first?
What happens
next?
What happens
next?
What happens
next?
What happens
next?
What happens
next?
Name for this stage
Name for this stage
Name for this stage
Name for this stage
Name for this stage
Name for this stage
Who does this?
What’s the goal of this
stage?
What must happen at this stage to achieve
goal?
Who does this?
Who does this?
Who does this?
Who does this?
Who does this?
Goal Goal Goal Goal Goal
Tasks Tasks Tasks Tasks Tasks
1 2 3 4 5 6
Continue the Family Journey
Part 3: The Recruiting Funnel/ Pipeline
Stage 1:
Stage 2:
Stage 3:
Stage 4:
Stage 5:
Stage 6:
Stage 7:
Stage 8:
Stage 9:
The Recruiting Funnel
Stage 1:
Stage 2:
Stage 3:
Stage 4:
Stage 5:
Stage 6:
Stage 7:
Stage 8:
Stage 9:
How many to we market to?
How many of those are
interested?
How many will interview?
How many will agree to foster?
How many will complete training?
How many will pass licensure and stay on?
The Recruiting Funnel
580 Families
X
Conversion rate %
=
The Recruiting Funnel
Stage 1:
Stage 2:
Stage 3:
Stage 4:
Stage 5:
Stage 6:
Stage 7:
Stage 8:
Stage 9:
# of Prospects
• Why – and at what proportion – do you lose people at each stage?• What are your ideas for overcoming these losses?
Discussion
Stage Scale of 1-5 (5 being biggest loss area), what does this stage rank as far losing potential families?
Why do people drop out at this stage?
What are your ideas for improving this area?
1.
2.
3.
4.
5.
6.
7.
8.
9.
Foster family pipeline need:
Conversion rate: x%
Foster family need: 1,000
Foster family pipeline need:
Number of recruiters: X
Pipeline of needed families/ recruiter: Y
Exercise: Pipeline Needs
Part 4: Keeping Families Interested
Family Recruiting Delays – Why?
“Stalls” in a VMware Sales Process
Executive Sponsorship
Business ValuePersonal Value
Risk – Perceived or RealTiming/Bandwidth
Possible Translation to DFS Setting
Commitment/Engagement Cause Potential Actions to Overcome
Personal Value Emphasize WIIFM!
Timing/Bandwidth Competing Priorities?Understand Availability Windows
Fear of Failure/Risk/Unknown Fostering References?
Business Value Monetary relevance?
Executive Sponsorship Agreement with Family Members?
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Name for this stage
Who does this?
What’s the goal of this stage?
What must happen at this stage to achieve goal?
Exercise: Keeping Families Interested
Part 5: Family Retention
Customer Retention Statistics
Success rate of selling to an existing customer
Success rate selling to a new customer
Cost difference to sell to a new customer vs existing
customer
65% 20% $5x 47%
Percent of customers have switched companies after a
single instance of poor customer service
Family Retention
Customer Care Community Resources Tools
Part 6: Gratitude
Part 6: Gratitude
GRATITUDE is a form of RECOGNITION that MOTIVATES.
Part 6: Gratitude
The Power of Recognition
• "Participants in one study were 25% happier, on average, after practicing a little gratitude over a 10-week period.”
• "A gratitude study found that a thank-you email doubled the number of people willing to help you in the future.”
• "People who are more grateful report better relationships with their peers and team members.”
• "People who express gratitude demonstrate greater emotional intelligence and decision-making."
The Power of a “Thank You”
The Power of Gratitude
3 DFS Families you are grateful for
3 people at Clark County you are grateful for
3 people from your personal life you are
grateful for
3 ways you can say thank you in a meaningful way
Gratitude: Making it Real
Key Takeaways
Thank You for Making a Difference to So Many People, Everyday!
