EFFECTIVE SALES MANAGEMENT
|
|
- Frank Wells
- 8 years ago
- Views:
Transcription
1 EFFECTIVE SALES MANAGEMENT
2 OUR APPROACH Sales management is the attainment of sales goals in an effective and efficient manner through planning, staffing, training, leading and controlling a business s sales resources. Revenue, sales, and sources of funds fuel the business and the management of that process is a key function. In order to make a real difference, Effective Sales Management needs to go beyond merely covering skills and management theory. It needs to present a compelling and interactive approach which gives the sales management function context and the audience confidence in applying best practice approach in everyday work situations as and when challenges arise. DEFINING MOMENTS Practically this means designing each module of the workshop to have a clear defining moment. This is more than just a session objective it is an activity/ scenario or simulation that creates an aha moment and focuses participant attention not only on the learning point but also on what is currently happening (or not happening) in this area in real life situations and what are the wider consequences of this on the Sales Process, the individual and the business as a whole. In this way we can maximise the business benefits and the acceptance of the core message by the audience. Each activity is designed to have real impact on the participants performance back at work. They each focus on real examples that will be able to be applied for immediate results once the training has been completed. This clearly demonstrates the consequences of non-action and also leaves lasting impact on participants, making the training course just the beginning of their journey as Effective Sales Managers. TIPPING POINT FOCUS We achieve this through the use of our unique Tipping Point Focus Approach (TPFA) LEARNING PROCESS Within sales, certain actions and behaviours have a disproportionate affect on the result of the customer contact. Particularly where time is at a premium, the focus needs to be on these tipping point actions. In customer experience programs, a lot of focus has been spent on Moments of Truth key moments in the customer journey where the service and experience is informally evaluated. In sales too, these moments exist TPFA focuses on which of these moments have the greatest impact on helping the customer to say yes. Effective Sales Management is part of a three-stage learning process designed to give Sales Managers the ability to perform to a high level as an effective operational manager, delivering business results through the whole sales team. 2
3 PART 1 2 day workshop (This could be 2 x 1 days courses separated by 1 2 weeks). Key areas of focus: Setting expectations (roles and responsibilities) The Sales Process Driving staff performance (looking at the GROW PRO coaching model) Running effective staff meetings Team motivation Managing the metrics Driving team performance Time management (understanding and managing priorities) Responding to poor performance Staff feedback PART 2 An at work action learning project. This provides the opportunity for participants to actively put the above skills into practice back at work around a structured activity. PART 3 A further 1-day course that also reviews the project and helps the manager solve initial problems in their job. A great opportunity to gain feedback on how they have managed the key areas of focus since participating in the training, and how their management style has improved. The project provides the basis around this feedback. AIMS Effective Sales Management will provide managers with the chance to achieve the following positive outcomes: The provision of a strong focus on the development of self and others The ability to manage through changing conditions The ability to spot and use opportunities to drive new sales 3
4 PRE-COURSE WORK A 360 degree Management Styles and Effectiveness Questionnaire. A quick and honest assessment on where they are currently in terms of management style which provides the basis for understanding managerial strengths and areas of development. The questionnaire is a great way to discuss and compare different styles cross the business. This supports the importance of being able to identify different management styles and also how to adapt your own accordingly. 360 Management Styles and effective questionnaire DAY 1 The Effective Sales Manager DAY 2 The Effective Sales Manager 4 At work project Project review and follow up day
5 DAY 1 CONTENT OVERVIEW Module 1 Getting Started The Roles and Responsibilities of a Sales Manager An interactive activity where participants construct a 3D model of the 4 types of typical sales manager based on skill sets, attitudes and behaviours. This will be made more dynamic by looking at key industry leader s portfolios and applying these to the model as well, so that other attributes and behaviours can be brought to bear as we create an ideal style. This will then be compared to the initial 360 Appraisal that was conducted prior to the training in order to identify where gaps and deficits exist. Module 2 Coaching Staff Understanding the Role of Coaching using GROW and PRO to drive individuals performance This will focus on the GROW and PRO coaching models. Individuals will then be tasked with focusing on a member of their team who would benefit from coaching either due to performance issues or who has the capacity to be a star performer within the business. Using the coaching models individuals will prepare and present a coaching plan that can and will be used with these individuals back in the workplace. Module 3 The Sales Process The Sales Process and how this links to the Customer Buying Process By aligning the steps of the sales process to how customers buy, this module will help sales managers identify the steps necessary to support sales teams in engaging with customers at the correct level and how to use in depth questioning to uncover customer needs. Managing and improving existing processes A team based activity that looks at the value of a defined process and how appropriate coaching can improve the process by re-enforcing appropriate behaviours, passing ownership to the sales team and reflecting on positive and negative behaviours. 5 The teams will conduct a production line exercise where they must work together following a defined process. Within the game coaches will be tasked with improving the process by focusing attention on consistency, efficiency and communication. Impacting on the Sales Process How as Sales Managers we can Impact on each of the process steps As an activity we will create a large scale map of your Sales Process from start to finish and will task sales managers with considering where along this process can they impact on the results and what are the appropriate actions they should be taking. Individuals will then be tasked with a series of potential problem scenarios that could exist at each of the stages and will take turns to coach each other through these issues, taking on the role of Sales Manager and Sales Consultant.
6 Module 4 Situational Leadership Applying Situational Leadership to your Role A look at the four styles of leadership and how these relate to the needs of team members at different levels. Covering Supporting, Guiding, Releasing and Directing behaviours and the signs that indicate which is the appropriate style to adopt. Practically we will then conduct a series of activities that put participants in different stages of development and create coaching buddy groups to coach each other using the appropriate leadership style to support the individual in their task. (This will use individual s hobbies and areas of personal expertise as the subjects for the activities) Module 5 Running Effective Sales Meetings Running Effective Sales Meetings The principles and theory behind running effective meetings. A practical session where participants are given a series of tips and articles on the components of an effective meeting and tasked with comparing these with their own experiences. They will then work in two competing teams to construct a comprehensive mind map that encompasses best practice. Conducting a Sales Meeting Role-play Here individuals will each get a chance to tackle a series of performance issues during a sales meeting and plan activities for the day ahead putting into practise the skills from the previous activity. Module 6 Motivating Staff Motivating Staff A look at the key motivating and de-motivating factors that exist within a business and the steps that can be taken to increase motivation through the awareness of results and key successes. Here we will cover Motivation Hygiene Theory (Herzberg), that considers factors that lead to job satisfaction and factors which prevent dissatisfaction; and will follow this with a look at the 6 deadly demotivators and the action steps that can be taken in the business to limit these factors by considering what they are, why we often slip into them and what it feels like to be the victim of them. The six factors to be covered are: Work /Life balance Unclear and unrealistic Expectations Unproductive Meetings Module 7 Brining it all together Time to change Hypocrisy Over Control Withholding Information 6 A mini assessment on where we are at the moment as managers and where immediate improvement areas exist based on what has been covered so far.
7 DAY 2 CONTENT Module 1 Managing the Metrics The Numbers Game A look at the suspect to clean order process and the actions needed by salespeople to move customers along the process, focusing on activity levels and conversion rates during each stage of the process. This will then be benchmarked across other business sites or similar businesses and compared with the agreed targets to gain an agreement of the required range. We will then look at the prospecting actions that need to be taken to fill the sales hopper and so meet the numbers targets. Understanding Statistics and Key Ratios Using a fictitious business, participants will be tasked with looking at how stats and key ratios can act as important flags and help them to measure performance and identify in advance where issues may exist. This will consider the following; Input and output KPI s Enquiry Capture Customer Appointments Demonstrations / Presentations Follow-ups, etc Individuals will be tasked with looking at the data available and relating this to road signs that warn drivers of impending dangers or situations ahead on the road. From this they will construct an imaginary route that charts all of the data and information needed to successfully navigate as an effective Sales Manager. Module 2 Driving Performance in the Sales Department The Performance Management Cycle Using TATA to Drive Performance 7 Using the TATA model, we will task the audience with looking at the Performance Management Cycle and the role that each of the TATA elements plays in driving and sustaining performance within the sales department. Targets Appraisals Tools Action Using Emotional Intelligence and Assertiveness to manage behaviours in the Sales Department Here we will conduct an assessment of the emotional wavelength and assertiveness style of the participants and demonstrate from this how assertive, emotionally aligned behaviours can be used to tackle typical confrontations and sales department issues. This will be achieved via a series of mini role-plays.
8 Module 3 Managing Workload and Priorities Improving the contribution within the Sales Department Looking at how individuals manage time and the impact their Time Styles (Direct, Spirited, Considerate and Systematic) has on performance within the sales department. This will use the urgency and importance matrix to focus attention on quadrant 2 activities that often get overlooked (not urgent but important) and will task the audience with identifying key quadrant 2 areas for both themselves and their sales teams. From this teams will work together to agree steps that can be taken to actualise the Q2 areas back at work Module 4 Dealing with Poor Performance Making a difference in the field Using the ACUTE Model to tackle poor performance Attitudes Climate Understanding Training Empowerment This will use a variety of scenarios and will encourage participants to focus on specific positive actions to tackle the areas of poor performance (ACU) and put in place the necessary steps to improvement (TE) Module 5 Assessing Where We Are and the Key Business Priorities Kill or Cure Looking at the department as a hospital this will use a large scale hospital graphic divided into typical departments. Participants will then be tasked with looking at some of the issues and situations they face in the sales department and positioning them in the appropriate area within the hospital. i.e. where are we bringing on new talent (ante-natal), what s in intensive care (issues), what is work in progress (recovery ward) etc... 8 From this in each instance we will consider the appropriate treatment that needs to be prescribed in order to move the issue into the Outpatients Ward or back to full recovery. Module 6 Goal Setting Setting SMART Goals This will introduce staff to the SMART Goal setting model and how this can be used to drive performance during the Sales Process and how to coach staff in the attainment of these goals on the job. Module 7 Putting it into Practice Time to Change A mini assessment on where we are at the moment as managers and where immediate improvement areas exist based on what has been covered so far.
9 BACK TO WORK PROJECT Following completion of the two days, participants would leave the second day with a personal Back-to-Work project that would need to be completed prior to a 3rd and final assessment and follow up day. This project would be submitted prior to the third day so that Senior Managers would have the opportunity to assess and comment based on the performance of the Sales Manager during the intervening period. Areas to cover would include the following; Improving stock turnover (where applicable) Improving the way we deal with customers Managing sales referrals FOLLOW UP DAY Module 1 - Assessing the Projects In this first module, individuals would be given the opportunity to present to the rest of the group their Back-to-Work Projects and then receive feedback from their Peers, the Senior Managers and the Trainer. Module 2 - Staff Appraisal Role Plays In this module we would conduct a series of role plays that reflect scenarios and issues covered on days 1 and 2 of the programme. In each session there would be detailed peer-to-peer feedback to see how the learning and agreed action points were being applied in practical terms, during each of the scenarios. Individuals would then be given a personal feedback report that summarises the key feedback findings from the session. Module 3 - Developing Yourself In this final module we would task participants with completing a personal self assessment survey to help highlight key areas where they may be falling down or where improvements are needed. 9 We would then look at the steps that can be taken to address these areas, seek advice and guidance and re-assess their skills in the future. This session would conclude with a hints and tips summary. Copyright The Learning Experience International Pty Limited mail@tlexp.com -
Performance Management Consultancy
Performance Management Consultancy Facilitating performance improvements through an effective performance management process What are the challenges? While every organisation has performance management
More informationEffective Workforce Development Starts with a Talent Audit
Effective Workforce Development Starts with a Talent Audit By Stacey Harris, VP Research September, 2012 Introduction In a recent survey of CEO s, one in four felt they were unable to pursue a market opportunity
More informationThe People Skills of Management a three day programme for managers and leaders
The People Skills of Management a three day programme for managers and leaders What is this seminar about? This three-day programme provides you with a unique opportunity to accelerate the development
More informationWHAT MAKES GREAT TEACHING AND LEARNING? A DISCUSSION PAPER ABOUT INTERNATIONAL RESEARCH APPLIED TO VOCATIONAL CONTEXTS
WHAT MAKES GREAT TEACHING AND LEARNING? A DISCUSSION PAPER ABOUT INTERNATIONAL RESEARCH APPLIED TO VOCATIONAL CONTEXTS Background Good teaching is the core driver of high quality learning. Linked with
More informationTalent Management Glossary
Talent Management Glossary Employer Toolkit February 2013 0 About Asset Skills Asset Skills is one of 21 Sector Skills Councils (SSCs) that have been established to tackle skills needs and support improvements
More informationManagement, Leadership and People Development Skills
Management, Leadership and People Development Skills Who are these courses for? Appropriate if: You Have Been Undertaking A Supervisory Role You Have Recently Been Promoted Or Appointed To A First Line
More informationPerformance management the key to ensuring effective staff
Performance management the key to ensuring effective staff How do you get the best out of your staff? What factors are key in people achieving what they need to achieve -- being effective in their role?
More informationJOB DESCRIPTION. Performance Improvement Officer (within Customer Services Team) Enquiries, Compliments and Complaints Co-ordinator
JOB DESCRIPTION ROLE: Performance Improvement Officer (within Customer Services Team) LEVEL: Level 6 SALARY BAND: up to 25682 RESPONSIBLE TO: RESPONSIBLE FOR: DEPARTMENT: Customer Services Manager Enquiries,
More informationa sales development day
THE ART OF WAR a sales development day The Art of War is a classic Chinese treatise on military strategy that was written by Sun Tzu in the 6th century BC. These insights have been succesfully used to
More informationROLE PROFILE. Performance Consultant (Fixed Term) Assistant Director for Human Resources
ROLE PROFILE Job Title Reports to Service area No. of staff responsible for Budget responsibility ( ) Performance Consultant (Fixed Term) Assistant Director for Human Resources HR 0 None Purpose of Job
More informationPersonal Development Plan Personal Development
Personal Development Plan Personal Development WHAT IT IS This Guide explains how to create a personal development plan for your learning needs. WHY USE IT Creating a Personal Development Plan is a recognised
More informationCreating Client Value. A practical, proven and tailored approach to consultative, value-based selling. Sales Coaching. Sales Manager Programme
Creating Client Value A practical, proven and tailored approach to consultative, value-based selling Sales Coaching Sales Manager Programme Negotiating Client Value Commercial Acumen Strategic Account
More informationAssessing your management system and the approach that you take
Management system management by matrix Assessing your management system and the approach that you take raising standards worldwide About the author John Osborne is Product Manager for BSI Training. The
More informationManagement Competencies - 360 Assessment
Management Competencies - 360 Assessment Up-skill managers to prevent and reduce workplace stress Line managers play a vital role in the identification and management of workplace stress. Managers will
More informationLSBU Leadership Development Strategy
LSBU Leadership Development Strategy Leadership has never been more important at LSBU, stakeholder expectations are rising, we urgently need to improve our rating in league tables, resources are tighter
More informationBRICE ROBERTS BUSINESS CONSULTING SERVICES
BRICE ROBERTS BUSINESS CONSULTING SERVICES BROCHURE: TRAINING AND DEVELOPMENT PROGRAMMES RE-AWAKENING SPIRIT - TRANSFORMING RESULTS For Further Information: Contact: Brice Roberts Business Consulting Services
More informationThe Performance Management Overview PERFORMANCE MANAGEMENT 1.1 SUPPORT PORTFOLIO
The Performance Management Overview PERFORMANCE MANAGEMENT 1.1 SUPPORT PORTFOLIO This document is part of the of the Performance Management Support Portfolio a series of guides to the key elements of Performance
More informationExecutive Leadership MBA Course Descriptions
Executive Leadership MBA Course Descriptions MBA 608: Interpersonal Leadership and Managing Organizational Behavior (3 credits) This course provides rising stars learning opportunities to take the next
More informationLeadership and Management Training
Bury College Business Solutions Leadership and Management Training The employers choice. For all your company training needs. Bury College Business Solutions - Customer Excellence Award Winner 2011 Develop
More informationTraining Products Portfolio
Training Products Portfolio Supporting learning, development and change Training and Consultancy Chapel House are a UK based, accredited, professional training and consultancy organisation with programmes,
More informationSales Coaching. Growing your business by growing your people. Sales Coaching. Sales Manager Programme. Negotiating Client Value.
Sales Growing your business by growing your people Sales Sales Manager Programme Negotiating Client Value Commercial Acumen Strategic Account Management Creating Client Value Consultative Selling Skills
More informationCopyright 2013 Hendry Performance Development Ltd - All Rights Reserved. Performance Management & Development
Performance Management & Development Moving Into Management New or inexperienced managers and supervisors or those who have not been trained in the role Benefits & Outcomes By the end of the programme,
More informationBudgeting, Planning and Management Reporting Budgeting, Forecasting and Business Planning Building Confidence and Self Esteem Building Effective
MANAGEMENT COURSES Active Listening Skills Administration & Office Management Administrative Management Advanced Accounting Advanced Accounting & Finance Advanced Construction Management, Contracting &
More informationOverview MBA Programme Courses 2015-2016
Overview MBA Programme Courses 2015-2016 copyright 2016 Stichting Hotelschool The Hague, The Netherlands All rights reserved. No part of this publication may be reproduced, stored in a retrieval system,
More informationINVESTORS IN PEOPLE REVIEW REPORT
INVESTORS IN PEOPLE REVIEW REPORT Lower Farm Primary School Page: 1 of 13 CONTENTS Key Information 3 Assessor Decision 3 Milestone Dates 3 Introduction 4 Assessment Objectives 4 Feedback Against the Assessment
More informationExecutive Leadership MBA Course Descriptions
Executive Leadership MBA Course Descriptions MBA 608: Interpersonal Leadership and Managing Organizational Behavior (3 credits) This course provides rising stars learning opportunities to take the next
More informationSales Coaching. Growing your business by growing your people. Sales Coaching. Sales Manager Programme. Negotiating Client Value.
Sales Coaching Growing your business by growing your people Sales Coaching Sales Manager Programme Negotiating Client Value Commercial Acumen Strategic Account Management Creating Client Value Consultative
More informationPersonality & Behavior: Identify the Qualities that Drive Performance
Personality & Behavior: Identify the Qualities that Drive Performance Table of Contents Introduction 3 Occupational Personality Questionnaire (OPQ) 6 Motivation Questionnaire (MQ) 8 Dependability & Safety
More informationDESCRIBING OUR COMPETENCIES. new thinking at work
DESCRIBING OUR COMPETENCIES new thinking at work OUR COMPETENCIES - AT A GLANCE 2 PERSONAL EFFECTIVENESS Influencing Communicating Self-development Decision-making PROVIDING EXCELLENT CUSTOMER SERVICE
More informationBusiness-to-Business Sales Essentials Fact Sheet & Curriculum
Business-to-Business Sales Essentials Fact Sheet & Curriculum B2B Sales Essentials (B2BSE ) is a complete Learning Family Solution designed to transform existing and new sales forces into highly-productive,
More informationMBA Legal Management. A bespoke MBA for lawyers. www.northumbrialawschool.co.uk
MBA Legal Management A bespoke MBA for lawyers www.northumbrialawschool.co.uk MBA Legal Management equipping you and your firm to gain competitive advantage in the new legal services marketplace The legal
More informationYour appraisal 360. product guide. Competency Frameworks
Your appraisal 360 product guide Competency Frameworks ver 1.0 2 of 11 Third Eye Resolutions Ltd Contents What Appraisal360 feedback does for you... 4 Ways of buying Appraisal360... 5 System only packages...
More informationTraining trainee solicitors Guidelines on performance review and appraisals
Training trainee solicitors Guidelines on performance review and appraisals Education and Training Unit Version 1 29/07/05 Page 1 of 7 www.sra.org.uk For alternative formats email, info.services@sra.org.uk
More informationHow To Be A Successful Leader
Leadership Development Program (Level I and Level II) PR O GR A M OV ER V IE W Our Leadership Development Programs (LDP Level I and Level II) are designed to address the development needs of managers and
More informationLeicestershire Partnership Trust. Leadership Development Framework
Leicestershire Partnership Trust Leadership Development Framework 1 Leadership Development Framework Introduction The NHS in England is facing a period of substantial change in light of the recent Government
More informationDiploma In Coaching For High Performance & Business Improvement
THE HOUSTON EXCHANGE POWERFUL, PROFITABLE CONVERSATIONS Diploma In Coaching For High Performance & Business Improvement A professional coaching qualification for Leaders, Managers and HR professionals
More informationThe Human Side of Client Relations Management
The Human Side of Client Relations Management How to build, deepen, extend and sustain strong client relationships This highly experiential programme focuses on what it takes to establish powerful business
More informationGuide on Developing a HRM Plan
Guide on Developing a HRM Plan Civil Service Branch June 1996 Table of Contents Introduction What is a HRM Plan? Critical Success Factors for Developing the HRM Plan A Shift in Mindset The HRM Plan in
More informationBusiness Strategies Made Humanly Possible
Business Strategies Made Humanly Possible Business Strategies Made Humanly Possible So you are charged with leading your organisation to new heights and creating a compelling strategy to ensure success.
More informationKey Steps to a Management Skills Audit
Key Steps to a Management Skills Audit COPYRIGHT NOTICE PPA Consulting Pty Ltd (ACN 079 090 547) 2005-2013 You may only use this document for your own personal use or the internal use of your employer.
More informationIMI Certificate in Front Line Management
th Anniversary 1953-2013 IMI Certificate in Front Line Management About the Programme In today s business the frontline delivers the bottom line. You can have the greatest strategy and products, however,
More informationTalent Management Courses
Talent Management Courses Business Succession Planning Developing and Maintaining a Succession Plan Change is a hallmark of today s business world. In particular, our workforce is constantly changing people
More informationWhat Really Matters in B2B Selling Leveraging customer trust as a competitive advantage
What Really Matters in B2B Selling Leveraging customer trust as a competitive advantage What is the deciding factor in sales opportunities where the customer perceives the alternative solutions and pricing
More informationCEM+ Snapshot. Introduction
Defining Your Customer Experience JOURNEY Many organisations seek to differentiate through customer experience, yet few have a systematic process for doing so. Different executives have different ideas
More informationSeminar E3 Developing an Effective Leadership Culture to Support Business Change
Seminar E3 Developing an Effective Leadership Culture to Support Business Change Inji Duducu Group People Director Benenden @injiduducu The Benenden Story - transformation Background The Challenge April
More informationSelling Benefits. Closing the Sale. Managing Objections
SALES SKILLS Winning Appointments Questions and Active Listening High Yield Questioning Selling Benefits Closing the Sale Managing Objections The Sales Skills Series is a range of titles focused on the
More informationSimulator Training Emergency Vehicles Exclusion Criteria (T1)
Exclusion (T1) Exclusion (T1) A) This programme is limited to skills training only. The driving activities are practiced until they are carried out perfectly. B) The programme is clearly aimed at sporting
More informationQuality Assurance of Medical Appraisers
Quality Assurance of Medical Appraisers Recruitment, training, support and review of medical appraisers in England www.revalidationsupport.nhs.uk Contents 1. Introduction 3 2. Purpose and overview 4 3.
More informationLeadership Competency Framework
Leadership Competency Framework Leadership Competency Framework 1 The Leadership Competency Framework is an initiative of the People and Culture Thematic Map under the Capability building supports individual
More informationPerformance Management and Service Improvement Framework
Performance Management and Service Improvement Framework Author Marcus Evans, Operational Director - Performance and Customer Insight Date: September 2014 Contents Page 1. Introduction 3 2. Strategic ning
More informationBuilding HR Capabilities. Through the Employee Survey Process
Building Capabilities Through the Employee Survey Process Survey results are only data unless you have the capabilities to analyze, interpret, understand and act on them. Your organization may conduct
More informationCompetency Based Recruitment and Selection
Competency Based Recruitment and Selection A Handbook for Managers 2010 March 2010 v2 1 March 2010 v2 2 Table of Contents Introduction...4 1. What are competencies?...4 2. Why use competencies for recruitment
More informationSales Management Competencies
Sales Management Competencies John Sergeant Associates, Tel: (02) 9972 9900, Fax: (02) 9972 9800, Email: john@jsasolutions.com Website: www.jsasolutions.com.au js@ John Sergeant Associates Contents Page
More informationSmart Metering Implementation Programme. Phase 1A Benefits Realisation Workstream. Workshop 1: 17 February
Smart Metering Implementation Programme Phase 1A Benefits Realisation Workstream Workshop 1: 17 February Agenda Item 1 INTRODUCTIONS 2 Focusing question Energy industry and consumers are heart of delivering
More informationSt Petersburg College. Office of Professional Development. Business Skills. Finance and Accounting. Administrative Support.
St Petersburg College Office of Professional Development Business Skills Finance and Accounting Finance and Accounting for Non financial Professionals Principles of Accounting and Finance Cash Flow Management
More informationSales. Sales Courses. Foundation
To succeed in selling today requires the very best skills, knowledge and expertise. It is not enough to understand selling it is now essential to understand the buying process and to build the right sort
More information5-Day Mini MBA for the Oil and Gas Industry
5-Day Mini MBA for the Oil and Gas Industry www.mce-ama.com/2411 Mid-level Managers Days 5 www.mce-ama.com 1 WHY attend this programme? The world of Oil and Gas is dynamic and changing fast. This programme
More informationPerformance Management Competencies. for Schedule II Levels 7-12
Performance Competencies for Schedule II Levels 7-12 Performance : What is it? Performance management is a systematic approach to setting performance standards, coaching employees to achieve standards,
More informationBest practices for planning and budgeting. A white paper prepared by Prophix
A white paper prepared by Prophix Executive summary The continual changes in the business climate constantly challenge companies to find more effective business practices. However, common budgeting limitations
More informationSales Skill Competency Model & Course Library
Sales Skill Competency Model & Course Library s Key and Competency Model There are 33 key sales skills in the MoneyBall Sales Competency Model. Each of these skills can be examined individually, or grouped
More informationKey Stage 4 Programme of Study mapping against GCSE ICT Short Course
mapping against GCSE ICT Short Course Our GCSE ICT Short Course specification covers the majority of the Programme of Study (with the intentional exception of section 4 Curriculum opportunities which is
More informationKeywords-Training and Development; Communication Skills, Customer Relationship Management.
A STUDY ON CUSTOMISED TRAINING & ITS IMPACT THE ON EMPLOYEES TOWARDS ENHANCED SKILLS IN AN ENGINEERING PRODUCTS MARKETING COMPANY S.Balachander* Dr. R.Jayam** *Research Scholar, Faculty of Management Studies,
More informationDRIVING BUSINESS RESULTS
Lead. Develop. Execute. DAY ONE LEAD DAY ONE - LEAD KEY LEARNING OUTCOMES 55 MINUTES Role of the High- Performing Sales Manager Understand the behaviors of high-performing sales managers most critical
More informationTransforming Field Team Productivity in the Retail Market
Transforming Field Team Productivity in the Retail Market We Work Where You Work The first step in transforming the productivity of any retail field team is to establish what success looks like, and ensure
More informationKenya Revenue Authority (KRA)
Kenya Revenue Authority (KRA) Chief Manager - HR Development and Performance Management Job details Reference Number: KRA/HR02/14 Job Title: Chief Manager - HR Development and Performance Management Supervisor:
More informationIOR Strategy 3 Year PlanThe Professional Body for Recruiters & HR
IOR Strategy Year PlanThe Professional Body for Recruiters & HR Professional Certificate in Social Recruiting (IOR Cert) Part Qualified in HR Online 1 Why IOR Professional Qualifications? The IOR is a
More information4.1 Performance Management
4.1 Improving business performance through individuals Why this is important Performance management processes are designed to help both the employer and employee in their working relationship. Using performance
More informationInterpersonal Skills. Leadership, Change Management and Team Building
Interpersonal Skills Leadership, Change Management and Team Building Capital s Learning and Development team design and deliver tailored skills and competency based programmes to meet your wide range of
More informationMining productivity has declined 28% in the last 10 years. MineLens enables you to reverse the trend and improve productivity.
Mining productivity has declined 28% in the last 10 years. MineLens enables you to reverse the trend and improve productivity. MineLens provides mining companies with the strategic business intelligence
More informationNGN Behavioural Competencies
NGN Behavioural Competencies July 2012 Change and Improvement Embraces, drives and advocates change and improvement, demonstrating a commitment to keep people engaged. Sets a culture that values diversity
More informationTHE DENTAL SALES & COMMUNICATION MASTER CLASS
THE DENTAL SALES & COMMUNICATION MASTER CLASS Call Email Visit 0141 390 4817 HELLO@MASTERCONNECTION.CO.UK WWW.MASTERCONNECTION.C0.UK THE DENTAL SALES & COMMUNICATION MASTER CLASS Would you like to know
More informationBSB51107 - Diploma of Management BSBCUS501A Manage quality customer service ASSESSMENT COVER SHEET
BSB51107 - Diploma of Management BSBCUS501A Manage quality customer service ASSESSMENT COVER SHEET PARTICIPANTS FULL NAME:..... Participant declaration: I certify that this work is my own, that I have
More informationOverview of Future Purchasing s fundamental and advanced training workshops...
Performance Learning Presented by: Anna Del Mar - Director, Performance Learning Future Purchasing Overview of Future Purchasing s fundamental and advanced training workshops... Tailored excellence.. Our
More informationCore Module 2: Teaching, Appraisal and Assessment
Core Module 2: Teaching, Appraisal and Assessment Learning outcomes: To understand and demonstrate the knowledge, skills and attitudes to provide appropriate teaching, learning opportunities, appraisal,
More informationApplications for the copyright owner s permission to reproduce any part of this material should be addressed to the:
Institute of Business Consulting Management Consultancy Competence Framework All rights reserved. No part of this publication may be reproduced in any material form (including photocopying or storing it
More informationBest Practices for Planning and Budgeting. A white paper prepared by PROPHIX Software October 2006
A white paper prepared by PROPHIX Software October 2006 Executive Summary The continual changes in the business climate constantly challenge companies to find more effective business practices. However,
More informationTime and Territory Management. Or double the size of your sales team without hiring a single person
Time and Territory Management Or double the size of your sales team without hiring a single person Synopsis Effective selling is not just about what happens when your team is in front of their customers.
More informationWhich is why TMI is here to help. We have to admit it. we really love what we do.
We have to admit it. we really love what we do. We get to work with great brands to create brilliant customer experiences that their customers love and their employees can t wait to deliver. It s not just
More informationHiring Challenges and Solutions
TALEO RESEARCH BRIEF Hiring and Onboarding: The New Business of Business Leaders In the new millennium, leading business organizations have been capturing data about people, turning it into actionable
More informationStatement of Confidentiality
Statement of Confidentiality This document contains information that is proprietary and confidential to Tata Consultancy Services Limited, which shall not be disclosed outside Department of Post, transmitted,
More informationLearning Outcome 1 The learner will: Understand the role of the sales manager and the qualities and skills required.
Unit Title: Sales Management Unit Reference Number: J/601/7525 Guided Learning Hours: 160 Level: Level 5 Number of Credits: 18 Learning Outcome 1 The learner will: Understand the role of the sales manager
More informationD 1. Working with people Develop productive working relationships with colleagues. Unit Summary. effective performance.
1 Develop productive working relationships with colleagues Unit Summary What is the unit about? This unit is about developing working relationships with colleagues, within your own organisation and within
More informationCareers and the world of work: roles and responsibilities
Careers and the world of work: roles and responsibilities Careers and the world of work: roles and responsibilities Audience Headteachers, principals, governing bodies, management committees, careers and
More informationSetting Standards Achieving Success
Setting Standards Achieving Success Resolve F1 customer service problems Manage a project B5 Provide B10 leadership for your team Manage risk F5 team E14 Support E1 Manage a budget team and virtual working
More informationSkills Gap Analysis. Employer Toolkit. February 2013
Skills Gap Analysis Employer Toolkit February 2013 0 About Asset Skills Asset Skills is one of 21 Sector Skills Councils (SSCs) that have been established to tackle skills needs and support improvements
More informationCore Competencies for Strategic Leaders In the BC Public Service
Core Competencies for Strategic Leaders In the BC Public Service Brought to you by the BC Public Service Agency 1 Contents Core Competencies for All Strategic Leaders... 2 Core Competency Definitions...
More informationExecutive Coaching in the BBC
Executive Coaching in the BBC Jane Saunders Coaching Network Manager The Need for Coaching The constant climate of change causing insecurity, reduced motivation, disengagement, need for leadership and
More informationLinking the Benefits of Employee Ownership with Employee Engagement
Linking the Benefits of Employee Ownership with Employee Engagement Mateo Wroblewski Business Development Manager Who We Are? What We Do? Thoroughbred Research Group is an employee owned, full-service
More informationProgramme Specification: Master of Business Administration
Programme Specification: Master of Business Administration 1. Awarding Institution/Body University of Gloucestershire 2. Teaching Institution University of Gloucestershire 3. Recognition by Professional
More informationBuilding Capability for Success with Lean:
White Paper Building Capability for Success with Lean: The Critical Competencies When a nation emerges from economic collapse to become the world s second largest economy in thirty years, world economists
More informationPSI Leadership Services
PSI Leadership Services Strategic Solutions for Your Leadership Needs Select, Promote, & Develop the Leadership Talent Needed to Drive the Growth of Your Business SOLUTION BENEFIT/OBJECTIVE TYPICAL PROJECTS
More informationThe Inside Story on How to Build a World-Class Sales Organization
The Inside Story on How to Build a World-Class Sales Organization Presenters Patrick Sweeney President Caliper Frank Costanzo SVP, Sales Caliper Gerhard Gschwandtner Founder, CEO Selling Power Tom Gartland
More informationManaging the Paradox Call Center Effectiveness Workshop
Managing the Paradox Call Center Effectiveness Workshop Introduction: Managing the call centre environment requires managers to continuously improve customer service, while at the same time endeavouring
More informationResults Based Performance Management System (RPMS) FREQUENTLY ASKED QUESTIONS (FAQs)
Results Based Performance Management System (RPMS) FREQUENTLY ASKED QUESTIONS (FAQs) 1. What is the Performance Management System? It is an organization-wide process to ensure that employees focus work
More informationApplies from 1 April 2007 Revised April 2008. Core Competence Framework Guidance booklet
Applies from 1 April 2007 Revised April 2008 Core Competence Framework Guidance booklet - Core Competence Framework - Core Competence Framework Core Competence Framework Foreword Introduction to competences
More informationFuture Leaders Programme
Future Leaders Programme LEADERSHIP DEVELOPMENT 1 Message from the Vice-Chancellor Dear colleagues, we have developed a radical, ambitious and achievable Vision for our future. Achieving this Vision requires
More informationpractical experience requirements your practical experience requirements [SECTION TITLE]
practical experience your practical experience [SECTION TITLE] 1 CONTENTS 1 The basics What is ACCA s practical experience requirement (PER)? What do I have to do? Why is the PER important? 2 Meeting the
More information50 EMPLOYEE ENGAGEMENT. IDEAS and TIPS A LEADER S GUIDE TO EMPLOYEE ENGAGEMENT
50 EMPLOYEE ENGAGEMENT IDEAS and TIPS A LEADER S GUIDE TO EMPLOYEE ENGAGEMENT ! 50 EMPLOYEE ENGAGEMENT IDEAS and TIPS: 50 EMPLOYEE ENGAGEMENT IDEAS AND TIPS 1 2 3 4 5 BE A BETTER BOSS! Immediate manager
More informationRecruitment and Selection
Recruitment and Selection The recruitment and selection belongs to value added HR Processes. The recruitment is about: the ability of the organization to source new employees, to keep the organization
More informationMaximising supply chain throughput with existing infrastructure
Maximising supply chain throughput with existing infrastructure Improve customer service without capital outlay 1 the CHALLENGE SUPPLY CHAIN AND LOGISTICS Increasing global complexity and uncertainty is
More information