1. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Setting Personal Development Objectives That Work A.I.M. For Development

2. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com The three criteria for effective development objectives and explain what is meant by each Differentiate between measurable and non-measurable objectives Demonstrate the use of questions to help a colleague clarify his/her own aspirations You will learn:

3. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Key ideas Development requires motivation Development must be in the organization’s interests Development needs measurement Development should precede promotion

4. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com A.I.M. Objectives must be: A spirational In our I nterests and M easurable

5. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com A.I.M. puts aspiration before the organization’s interests What arguments can you see in favor of this? What arguments can you see against this? Discuss…

6. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com A.I.M. states that development objectives must be measurable What arguments do you see in favor of this? What arguments do you see against this? Discuss…

7. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Analyze this scene: James and Paige Why does James not accept Paige’s statement about promotion at face value? How does James open up the discussion to test Paige’s intentions?

8. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com What changes do you need to make to yourself to achieve your aspirations? What are the strengths of this question? What problems do you see with it? What does being good at your job tell us about how you will perform if you are promoted? Analyze this scene: James and Paige

9. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Why do you think that James raised the issue of shorter hours? What are the advantages of this approach? What are the risks? Analyze this scene: James and Pamela

10. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com If James suspects that typing speed is the answer, why not just tell her to learn to type faster? Analyze this scene: James and Pamela

11. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com In your own discussions about personal development… What problems do you encounter? What has worked well for you? What different approaches would you now like to try?

12. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Think of someone who does not seem ambitious… What questions could you ask him/her? How could you engage his/her interest? How might you motivate him/her?

13. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Think of someone who seems ambitious…. What questions might you ask him/her?

14. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Think of a real development objective from a real discussion…. How would you measure it? How might you make it more measurable?

15. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Applying the lessons… In groups of three perform three interviews. Take turns being the interviewer, the interviewee and an observer.

16. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Preparing for the interview: What will my opening question be? What follow-up questions should I ask to promote thought? During the interview: Focus on what the individual wants to achieve or on problems with the present job. You can switch strategies if one is not working. Cover What the interviewee wants to achieve (aspirations) What changes the interviewee must make to himself/herself to achieve this A specific development objective that is in the organization’s interest and measurable. Feedback on: The kind of questions and their effectiveness How well the interview uncovered real motives, identified changes that needed to be made and developments that were in the organizations interests. How clearly the resulting development objectives could be measured.

17. ©Telephone Doctor, Inc, St. Louis, MO www.newmarketlearning.com Setting Personal Development Objectives That Work A.I.M. For Development