Executive Leadership
The development of vision, values, strategy and
communication will be emphasized during this ten week seminar.
Each conference will include
- Case Studies
- Presentations Targeted discussions in a facilitation format
- Dynamic Group Discussions
- Interaction with other executives
Course Outline
- The challenge of leadership)
- Transforming the organization
- Goal planning into sustained successes
- Leadership and you
- Formal leadership
- Collaborating for results
- Building teams
- Understanding what motivates people
- Understanding behavior
- Developing peak performers
- Leadership communications
Opportunities of this caliber are rare.
Many topics and issues will be discussed including:
- Establishing a vision
- Effectively communicating that vision
- Persuading others to be committed to realizing the vision
- Clarifying values
- Exhibiting behaviors consistent with these values
- Determining strategies
- Focusing on long-term direction
- Challenging the status quo
- Doing the right things
- Aligning resources to support the vision
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Management Development
Since any company is a collection of individuals, the emphasis is on management of people -- not
things. The focus is on developing the manager who is skillful at recognizing the employee's needs and aligning them
with company objectives.
28 Skills / Areas stressed include:
- The Changing Managerial
- Motivation: The Problem & the Solution
- Organizational Development
- The Manager as a Leader
- Authority & Power
- Managerial Types
- Criteria for Personal Goal Setting
- Different Types of Goals
- The Value of Goal Setting
- Confidence Inhibitors
- Overcoming Fear
- Work Environment & Motivation
- Using Motivation at Work
- A Basic Understanding of T/A
- T/A & Management
- Decision Making
- Participative Decisions
- Management Communications
- Communication Guidelines
- Active Listening
- Time Management
- Developing Subordinates through Goal Setting
- Dealing with Negative Behavior
- Creating a Problem-Solving Environment
- Managing through Goal Setting
- Criteria for Selling Organizational Goals
- Department Goals
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Sales Development
It has been said that no one ever pulled a rabbit out of a hat without having put the rabbit there in the first
place. An effective sales presentation is a lot like pulling a rabbit out of a hat. Any magician who
has successfully performed this feat relies on timing, practice, preparation, and reading the audience -- his
customer.
Although reputable salespeople do not engage in sleight of hand, they are prepared and can read the customer.
Knowing one's product line and being able to read a brochure upside down do not equate to a top-notch salesperson.
Timing, reading the customer, and preparation are the essentials.
The 32 Skills - Areas emphasized include
- Understanding the Buying and Selling Processes
- Where and How to get Referrals
- Persuasive Presentations
The student learns when to stop the sales process, when to proceed with caution and when to move to the successful
close. Following are samples of sales skills covered in the program:
- Gaining Favorable Attention
- Discovering wants and needs
- Getting commitments
- Persuasive Presentations
- Closing Techniques
- Overcoming Stalls & Objections
My Sales Development Seminar has a much different focus than other training sessions. The major objective is to
become skillful at developing business - not merely learning the 6 basic sales steps.
Capstone Selling
Situation - Problem - Implication - Need
You will learn to master the Capstone selling process (situation, problem,
implication, need-payoff) as used by IBM and Xerox, among other
Fortune 500 companies. Fortune 500 companies averaged a 17%
increase in revenue with each Capstone
graduate.
WHY Capstone? I have taught sales training throughout my professional career. Capstone is simply
the most effective method of selling I have seen.
Additionally you will become an expert in utilizing the GAP process: a skill that, when combined with Capstone, quickly
separates you from your competition, and produces the sales results you are capable of generating.
We will practice extensively in the classroom with a variety of role plays, designed to make the selling skills
second nature to you, and build your confidence in making the sale.
You will learn to recognize and deal effectively with the 4 basic personality styles.
However, the seminar is not a lecture/training class. You will be actively involved in dynamic discussion. Why? This
format has been proven to produce the highest level of cognitive skill retention and habit formation.
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Leadership Development
Leaders are made -- not born.
Everyone in the organization (Board Room to Boiler
Room) is a leader or an influencer. Why not hone these abilities for the success of the company? This most effective
program can be implemented in varying forms to address all leadership needs at any level within the business. Also
ideal for churches, civic and social organizations.
Emphasis of these 29 Skills - Areas includes:
- Tapping Hidden
- Potential
- Self-Motivation
- Emotion and Logic
- Building Success Attitudes and Habits
- Effective Communication
- Problem-Solving
- Decision-Making.
Who are your leaders for tomorrow? Are they ready now? What will it take to prepare them?
Below are a few other topics reviewed in the "Leadership Development"
program. Ideal for building self-confidence, either with a group or 1-0n-1 coaching format.
- Why People Resist Change
- Roadblocks to Success
- Creative Power Through Visualization
- Management & Delegation for Leaders
- Effective Decision Making and Problem Solving
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Supervision Development
Most supervisors come from super workers. That is, on Friday they were a super worker and the following Monday they
take on the responsibilities of a supervisor.
Technically, the new supervisor is at the top of his field. However, he usually is strongly lacking in the people
and management skills, the resultant impact on productivity, employee motivation and even the organization more often
than not is harmful.
Hopefully this dilemma will resolve itself to a positive relationship between the supervisor and the workers. Often
it will - in due course, but, why wait, and why run the risk that resolution will not work?
The Skills / Areas covered in the 10 week program include:
- The Supervisor as a Manager
- The Supervisor as a Leader
- The Role & Function of a Supervisor
- What Makes a Supervisor Succeed
- Personal Goal Setting
- Organizational Goal Setting for Improved Productivity & Increased Profits
- Guidelines for Setting Goals
- Types of Goals
- The Interdependence of Goal Affirmations
- Confidence: The Critical Ingredient
- Fear: Its Uses & Abuses
- Authority & Power
- Type of Supervisors
- Managing & Controlling Your Use of Time
- Motivating Improved Performance
- Creating an Environment for Growth
- The Art of Listening
- The Fine Art of Sending & Giving Orders
- Dealing with Grievances
- Taking Corrective Action
- The Disciplinary Interview
- Techniques for Better Training
- Delegation
- The Principles of Decision Making
- Problem Solving
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Customer Service
- 96% of unhappy customers never complain about the rude or discourteous treatment they receive. They just find
another provider.
- 90% of customers will tell their story to 9 other people.
- Do your people concentrate on satisfying their "internal customers" also? Does everyone know who
their internal customer is?
- Is everyone in your company (boardroom to boiler room) focused on customer service?
- Do your people know what their individual roles are in the customer services process? Are they committed to
making a difference?
- The Quality of Service can determine success or failure of a business.
- The behavior of every person with whom the customer comes in contact can affect how the customer feels about
the whole company.
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Coaching
One-one-One Small Groups
You select skills/areas you need
- Communication
- Planning
- Management
- Sales
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- Executive Leadership
- Goal Attainment
- Confidence Building
- Time Management
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Imaginology - Team Building
The Imaginology objective is to orient your team to how a leader thinks. Making clones of you is not our mission,
but to graduate people who understand what takes place in the mind of a leader. The second objective is to
develop loyalty and team unity.
People who understand each other, tend to maintain a much higher standard of loyalty, both to one another and to
their common cause; in this situation, your company's establishment and growth objectives. More specifically, the
Imaginology Process objectives exist based upon each participant's understanding and and embracing:
- The realization that we have entered an "Age of Imagination" where creativity is appreciated, valued,
and essential.
- Ways to keep pace with the accelerating velocity of change as we approach the next century.
- Recognition of the urgent need to replace autocratic philosophies with a leadership strategy that fosters
creativity and builds loyalty.
- The capabilities to lead with total vision, earn loyalty, aim resources, and deliver results.
- Team building skills for functioning as facilitator, teacher, and coach.
- Mastering tools for interconnecting team and personal goals, "selling" at all levels, and utilizing
performance scorecards for team and personal leadership.
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Goal Attainment
Are your people developing subordinates through Mutual Goal Setting? This is an essential step in employee
development.
- Goals make leaders.
- Goals improve self-confidence.
- Goals improve productivity.
- Goals improve profit.
- Goals reduce mistakes and rework.
- Can you effectively teach your people to set and reach goals?
- Do you know the most effective goal setting method?
- Each of your people can learn to set and attain goals in a single 2 1/2 hour workshop - on your premises.
- Goal attainment teaches responsibility and accountability.
