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A-Z
of Training For Success
This
list of modules gives you an overview of our key areas of
specialism. Each section may be run as an individual programme
or one of a number of topics chosen to be linked together
as a bespoke programme to meet your specific training objectives.
For further information contact us on 01992 633882
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F
Facilitation
Skills
Designed for Managers and Supervisors who want/need
to develop more effective leadership skills to obtain
the most and best out of individuals in challenging
situations. This programme looks at how to stimulate
group discussions, interactions and the confidence
to effectively handle those who are dominating or
steering the group's development.
Field
Based Selling
This programme clears away the myths of selling and
shows delegates how a structured approach to each
call can bring success more often. It covers each
stage of the selling process in a logical sequence
moving through each technique at a pace to suit the
audience. The programme does not just talk about the
generalities of selling; the programme director is
skilled in helping each delegate devise words and
phrases to suit their business, develop new clients,
build long term relationship, make more calls and
be more motivated and effective.
*
Field Sales Management *
This
programme will help the Managers of Field Sales teams
to: understand the difference between Management and
Leadership, the importance of balancing Team, Task
and Individual, develop more effective communication
skills, understand and appreciate their own and others
Management Styles. Delegates will also learn how to
plan, structure and deliver a coaching session, recognise
and utilise different ways of Managing Individuals,
plan how to develop their team, know how to monitor
and develop performance and motivation, feel confident
in approaching performance problems and manage their
time more effectively.
*
Field Service Management *
Quality
customer service is a vital way in which to differentiate
our business, to add value and to protect our margins
and our customer base. This practical and stimulating
programme is designed specifically to help service
managers identify those areas where they can enhance
customer service, develop their teams and build customer
loyalty. Topics include Teamwork, Customer Focus,
Recruiting, Managing Performance and Managing Ourselves.
Finance
A wide variety of Finance topics can be covered including:
the meaning of profit, the meaning of cash, Stock
and debtor management, Costs and their impact on product
and company profitability. Tendering - different scenarios
which may be negotiated within a contract and the
financial impacts of those decisions including volume
rebates, credit agreements, margin etc, Customer profitability
and Financial performance measures. All Finance programmes
are recommended to be tailored to your business utilising
company terminology, performance measures and reports
to aid immediate understanding and relevance for those
not in a finance role. Finance training can be run
at basic, intermediate and advanced (board) level.
Finance
- How to Discuss Finance with Confidence
Increase your confidence and knowledge in speaking
and negotiating with Finance Directors through this
course designed to understand:
- The financial language used by customers and to
clarify the financial terms and accounting conventions
used in and by Financial Directors and other key decision
makers in everyday business.
- Illustrate and explain the key performance measures
used within the business and how behaviour impacts
on these measures (ROI, ROCE, Gross Margin)
- Understand the financial methods used in longer-term
purchasing decisions including DCF, NPV and lifecycle
costing.
Finance
For Sales People
Every business is governed by its ability to use people
and money to make profits. Salespeople and managers
can benefit from a sound knowledge of business finance
in two ways:
a.
They can show customers how a product or service
can improve their profitability.
b. And they can negotiate to improve their own performance
in terms of profit as well as volume.
This
module covers what a salesperson needs to know or
learn in an entertaining way, designed to appeal to
those of us who regard finance as a forbidding subject.
*
Finance For Non-Financial Managers *
A
one or two day workshop designed to introduce Managers
to the Fundamentals of Finance. Key topics include:
understanding and appraising financial statements,
key performance indicators and ratios, effective forecasting
and business analysis. For maximum benefit it is highly
recommended that this course is tailored to your business
utilising key financial processes, statements and
terminology.
*
'From Good to Great' Customer Service *
Through understanding your and others behavioural
style, communication and assertiveness skills, this
programme focuses on how to improve the service you
give and make your customers' experience move from
'good to great'.
*
'From Good to Great' Team Support *
A two-day (or 2 x one-day) workshop designed for team co-ordinators, administrators or receptionists to understand their role more fully and master the key skills of time management, customer communication skills for the internal and external customers, building rapport and trust, effective note taking, professional telephone techniques, assertiveness in dealing with difficult people and situations, basic negotiation skills, coping with pressure and organisational skills.
Fundamentals of Management
A two-day programme designed to provide delegates with proven techniques and strategies on how to maximise both their own personal performance as a manager and their team's performance. With a clear focus on 'achieving through people', this course looks at the complex issues involved and the fundamental skills necessary to be truly successful within a people management arena.
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G
Gaining More Business
Meetings
The objective of this one-day programme is to give people
greater confidence, more self-belief and a greater ability
to achieve more appointments. It will entail the 3 key elements
of communication and how critical it is to differentiate
your sellers from all other sellers in the market place,
getting through 'Gate Keepers' and techniques that will
improve their success in reaching more 'Decision Makers.
They will then examine a process that increases the success
ratio of calls to appointments significantly and craft opening
gambits to suit individual personalities. Delegates will
be given an opportunity to practise their new wording on
a telephone coaching system and hear when played back how
it sounds to be in the Buyer's world. They will also discuss
objections typically faced from their clients and practise
2 techniques to again increase their success ratio. In order
to manage their time and logistics effectively, we will
ensure that questions are positioned to understand the true
potential of the client before an appointment is offered.
Having gained this information, we will discuss the very
best way to close an appointment.
Great
Job, Great Life - Planning & Time Management
- Are you still in the office when everyone else has gone
home, or in before anyone arrives?
- Does 24 hours feel like, I work, I sleep, I work?
- Is managing your time and workload becoming increasingly
stressful?
- My 'Me' time is virtually non-existent
If you have answered 'Yes' to one or more of these questions
then attending this programme will turn those answers into
'No' and your work-life balance will resume - It's a promise!
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H
How To Wow The Customer Over The Phone
Response and action required by the customer is continually
on the increase in this competitive world we live in. Technology
has added to this with the use of email and the telephone.
But customers want people, not technology and the demand
for exceptional service is an everyday requirement. Learn
how to enhance your skills to provide exceptional service
over the phone that wows your customers and keeps them coming
back for more!
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I
Internal
Customer
How often do we stop and think about our colleagues, what
their job entails, how we interact with them and what we
could do to make their lives easier? People within our company
are our 'internal' customers and it is essential that we
communicate and cooperate with them more efficiently if
we are to serve our 'external' customers effectively and
provide a first class service to them. This course focuses
on effective communication and how we can adapt our approach
to suit different customer types, influencing tactics to
build rapport, commitment and trust, dealing with difficult
people, handling resistance and complaints, diffusing difficult
situations and gaining commitment.
*
Interpersonal Skills For Business Success *
Effective 'people' skills are crucial in all successful
businesses. This workshop for managers will coach participants
to become more effective in their interactions with people
at all levels - their boss, their colleagues, team members
and others. The emphasis will be on one-to-one relationships,
but teamwork and ability to influence groups will also be
included.
Interviewing & Staff Selection
Staff selection is one of the most important functions
of a manager. This module provides an up-to-date framework
for selecting good people and avoiding costly recruitment
errors. The process begins with a well conceived candidate
profile, highlighting the attributes crucial to success.
We must then master interviewing techniques and communication
skills to determine which candidates possess those qualities.
Good interviewers must be free of prejudice. They must employ
a wide range of questioning skills and, above all, become
masters of the latest techniques of evaluating candidate's
responses. This can be a standalone course or part of a
wider management programme.
*
Introduction To Marketing *
Introduction to Marketing provides a powerful framework
for all commercial decisions. Key input and agreement on
Segmentation, Differentiation and Positioning crucial. How
these decisions are then implemented through Product, Promotion,
Place and Price put marketing into action.
Introduction
To Management
An intensive programme designed to cover the core skills
of management including; achieving results through people,
leadership, building successful teams, communication skills,
coaching, change and personal organisation.
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K
*
Key Account Management *
The
world of buying and selling is evolving rapidly and many
suppliers may have been slow to recognise what is happening
with their customers. The trend is to select fewer preferred
suppliers and to build open, collaborative, strategic alliances
with them. This trend can mean growth and prosperity for
those suppliers who can respond appropriately. Investing
resources in strategic alliances with carefully chosen Key
Accounts is a practical route to achieving corporate objectives
in terms of growth and profitability. This programme looks
at what is considered a key account in your business and
how to develop more long term, strategic and profitable
relationships with those clients.
Key
Account Penetration
The decision processes of our major customers tend to be
complex, and our plans to achieve effective coverage need
to be highly professional. This module highlights the need
to plan penetration in terms of depth, breadth and speed
and introduce a Three Tier Approach to top managers, functional
managers and purchasing. Clearly we will need to contact
decision influencers as well as decision makers and this
involves interacting with decision partners, advocate partners
and information partners and building stronger and thus
more successful relationships with them.
Key
Account Selection
The traditional method of selecting key accounts was 'Pareto's
Law', which told us that 80% of our business would be derived
from 20% of our customer base. The problem was that it proved
to be a self-fulfilling prophecy. As accounts expanded,
so did the resources we gave them. As they declined, our
efforts diminished accordingly. Companies who realise that
the Pareto Curve lacks dynamism are employing methods based
on 'The Boston Matrix'. This enables them to evaluate existing
accounts by potential as well as historic results and new
opportunities by chances of success as well as potential
volume and profit. This module forms part of a Key Account
or Strategic Account programme.
Key
Account Strategies
Having formed general strategies and developed their sales
technique, salespeople must be able to design effective
strategies for each account or sales opportunity. This requires
an understanding of Aims, Objectives, Strategy and Tactics
and this module shows how to differentiate between and use
these four stages of the strategic process. This module
forms part of the Key Account or Strategic Account process.
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L
Leadership
in Management
There are many definitions of management; this module analyses
two of them. 'Getting results through the efforts of others'
and 'Achieving results through the efficient and economic
utilisation of people and resources.' The human relations
school emphasises the motivation of others, which means
giving them freedom of action. The scientific school emphasises
getting results, which may require tight direction, supervision
and measurement. This module looks at the difference between
leading and managing and how to develop and utilise both
of these important skills. This is usually part of a wider
management programme and can be run to delegates of all
levels of management experience.
Leadership
& Managing The Business (1)
An intensive one day module for Managers covering leadership,
management by objectives, giving direction, drive for results
and understanding employee behaviour. These are supported
by relevant role plays and case studies.
Leadership
& Managing The Business (2) - The Team
Building on module 1, this intensive one day programme covers
how to develop an effective team, managing performance,
coaching and business and commercial knowledge (business
models, competition and finance).
Leadership
& Managing The Business (3) - Organisation & Motivation
Part 3, another intensive one day module covers developing
and motivating employees, self organisation, time management,
problem solving and creative thinking.
Letter
Writing
Every letter or proposal that you write costs your organisation
money; it also costs your reader time and effort. To save
your organisation's money and your readers temper, make
your writing clear and concise. The written word continues
to make an impression upon the reader long after face to
face contact at a meeting. Your letters and proposals remain
a permanent advertisement for you and your company. As writing
skills develop, it will take less time to produce excellent
results - not more. This programme can be workshop based
to develop a successful proposals, reports or letter structure.
Lifting
Sales Performance for Your Team
Sometimes there isn't a 'one tool fixes the job' approach
to improving performance across a team. Different people
need different approaches and support. This workshop looks
at the difference between coaching and mentoring, utilising
linguistic techniques for supporting changes in behaviour
and attitudes, the importance of having a flexible approach
to a wide range of opportunities for improving performance
and assessing the reasons for under performance.
Listening
Skills
If salespeople wish to be seen as problem solvers by their
customers they must be able to demonstrate that they are
good listeners. Listening is an active, not a passive process.
To be good listeners, we must master distractions, boredom,
prejudices and our egos. It is not enough to try to concentrate.
This module shows how to concentrate and be more effective
by analysing both the content and the feeling of spoken
and unspoken communication. This module can be incorporated
into Customer Service, Sales and Management programmes and
is usually linked to a Questioning Skills module.
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M
Management By Objectives (MBO)
There is no single right objective for a company. For
example, to emphasise only profit may endanger the survival
of the business. To manage a business is to balance
a variety of needs and goals. This requires judgement,
which cannot be replaced by formulae. This programme
works to develop a structured approach to all management
tasks encouraging creativity, efficiency and balance.
*
Managing Change *
New
strategies, management initiatives and various external
factors can force us to need to change the way we
work. This can lead to confusion and indignation in
staff as change is often frowned upon or feared. This
module shows how change can be embraced as a positive
force which can lead your company into new, challenging
and profitable territories and describes how by utilising
managerial clarity and support, change can be used
as a positive and powerful tool to reshape your company.
Managing
Difficult & Demanding Customers
A beneficial course for those who experience difficult
situations and customers, both over the phone and
face-to-face on a regular basis. The trainer covers
the skills required to understand what causes customers
to be demanding, how to diffuse the situation, how
to not take criticism personally, manage the situation
effectively linking to understanding different types
of customers through Behavioural Analysis and build
the confidence to deal with unacceptable behaviour.
Managing
Performance
Managing team and individual performance is an often
neglected management skill. A solid framework for
developing employees is key to ensuring individual
and team motivation, communication, retention and
results. This module incorporates communication skills,
structure of reviews and appraisals, counselling,
coaching and managing poor performance.
* Managing Pressure at Work *
Increasingly, pressure
has become a feature of modern business. Some people
thrive under pressure, others respond much less well.
This workshop will look at the potential causes of
pressure at work and help develop practical ideas
of how to avoid unnecessary pressure and survive healthily!
Maximising
Sales Opportunities at Exhibitions
An Exhibition is a wonderful opportunity for a company
to present its products or service, not only to existing
clients, but to new clients, new contacts, and new
markets. This module covers the types of potential
customers you may communicate with and how best to
modify your individual style to be successful. It
also incorporates questioning and listening skills,
presentation of products, closing, follow up and a
brief overview of the sales structure.
Media
Awareness - Selling Against the Competition
In the current economic climate of increasing globalisation
and the growth of the World Wide Web, competition
for advertising revenue has become intense. The range
and depth of media available to clients and advertisers
means that those who are competing for advertising
revenues have to become ever more professional and
increasingly skilled at selling against a range of
competitive media. This programme can cover negotiation,
dealing with objections, selling on value and product
rather than price.
Media
Sales
Programmes include:
- Major Account Selling Skills
- Sales Management Induction
- Presenting The Portfolio
- Negotiating the Portfolio
*
Meeting Management *
A
meeting provides a unique opportunity to generate
new ideas and create team spirit. It should also be
a vehicle for gaining a group's commitment to improving
performance, developing potential managers and using
the experience of successful people to inspire and
train others. This programme looks at the role of
the chair, time management, keeping the meeting on
track, encouraging input from everyone, reaching agreement
and follow up. It considers how to do this in an appropriate,
motivational and professional way.
Mental
Toughness - Peak Performance Under Pressure
The world of Sales is full of challenges, constant
change, deadlines and targets, setbacks and often
extreme pressure. What enables some people to work
effectively under such conditions, while others struggle
to perform so well, is mental toughness. Research
shows that adopting a performance mindset can often
make the difference between achieving success or not.
This workshop outlines a simple and practical model
of mental toughness based on proven performance psychology
techniques, and will help delegates to develop their
own mental toughness plan to enable them to achieve
high performance under pressure.
*
Modern Sales Management *
If
management means getting results through the efforts
of others, then managing a sales force must be one
of the most demanding tasks in any organisation. Salespeople
get lonely. They are relatively unsupervised and expected
to work on their own initiative. They learn mainly
by trial and error. And, unless they are relying on
repeat business, they fail more often than they succeed.
This is not a pessimistic view; we believe it is a
realistic one. And solving the unique problems of
sales management is the keystone of this challenging
programme. Topics covered include; leadership, team
building, motivation, coaching, communication, meetings,
counselling and performance management.
*
Motiv8 *
A one day motivation programme for everyone looking
at Team vs. Individual motivation, the Motivation
formula, the Power of Purpose and Values, Motivation
Styles (Identifying yours and recognising others),
Pain and Pleasure the Motivation Drivers and how to
get leverage on these, Motivation Strategies (Mental
Programmes), Motivation v Drive, as well as Recognising
the Barriers to Motivation and how to overcome them.
The group then considers how to Create Motivation
through a variety of approaches and the Power of State
and how to utilise positive resourceful states through
creating compelling Thoughts and Goals introducing
a powerful goal achievement process and timelines
whilst considering physical, mental and emotional
Energy and Motivation and how to Anchor Motivated
States.
* Motivating
the Sales Team *
All the important functions of management are presented
within a central theme. Management is a science and
an art. It requires careful analysis, planning and
control - the scientific element. It also calls for
skilful human relations - the art of motivating, leading
and inspiring. The managers who can combine these
two elements successfully will raise their teams to
their full potential. This programme looks at how
to make and keep your team motivated, enthusiastic
and willing to make that extra call after a tough
day.
* Motivation
& Peak Performance *
Understanding how to maximise your own motivation
and performance levels is key to undertaking your
role whether it be sales, management or other, especially
in tough markets. This workshop develops an understanding
of key motivation and performance principles through
practical easy to use strategies and experiential
activities.
Multi-level
Selling
Reaping the true rewards available from our customers
can be curtailed by missing opportunities to promote
our company across the full range of decision-makers
and influencers amongst our target audience. It is
important to be able to identify the key decision-makers
at our target accounts and maintain regular contact
with them in a sales partnership context. This programme
considers the type of sales you are involved in and
how best to approach and communicate successfully
to a wider audience within your client base.
* Click the title of the modules marked with * to
see further details
******
If
you would like to discuss any of these modules in
more detail or would like to be sent further information,
please contact us on 01992
633882 or
email
us
with details of your enquiry.
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