MANAGEMENT

Your commitment to your own success as a person and as a manager will directly affect your commitment to others. Your commitment is communicated in many subtle ways to those around you. It is not cheerleader enthusiasm, but rather self-confidence and goal directedness which inspires others to action. This program is designed not only to help you understand your own sources of motivation, but also enable you to create an environment that allows others to become motivated. Your self-confidence, self esteem, and sense of purpose will help develop the same qualities in those around you. You will be performing your most important function as a manager, achieving results by developing people. The “Management Process” covers the following:

THE EVER-CHANGING MANAGERIAL ROLE
Managerial Talent
The Dynamic Role of a Manager
Your Commitment to the Organization

THE MANAGER AS A LEADER
A Concept of Leadership
Authority and Power
Leader and Follower
Managerial Types

GOAL SETTING FOR SUCCESS
Do You Know Where You’re Going?
The Six Components of the Goal Setting Process
Four Types of Goals
Criteria for Effective Goal Setting
Effective Use of a Goal Planning Sheet
Obstacles to Your Success
The Importance of Goals

TURNING SOLUTIONS INTO ACTIONS
The Importance of Action Steps
Procrastination
Managing Frustration
Courage

ORGANIZATIONAL GOAL SETTING
Organizational Goals: What Are They?
The Power of Organizational Goals
Criteria for Setting Organizational Goals
Developing Organizational Goals
You Are the Difference

MANAGING YOUR TIME
Common Enemies of Time
Planning with a Purpose
Designing a System that Works
Action Steps for Making the Most of Your Time
Managing Your Time is Your Responsibility

PROJECT MANAGEMENT
There Is a Difference
Critical Path Method (CPM)
A New Approach
Managing the Buffers
A Positive Difference

MOTIVATION AND CONFIDENCE
Types of Motivation
Traditional Types of Motivation
The Power of Attitude Motivation
Confidence
Confidence Inhibitors

DECISION MAKING
Courage and Decision Making
Emotions and Decisions
Making Quality Decisions
The Elements of Decision Making
Ethics and Integrity
Where You Are Now

TRANSACTIONAL ANALYSIS FOR MANAGERS
The Parent Ego State
The Child Ego State
The Adult Ego State
Developing Through Affirmations
Do Affirmations Work?

COMMUNICATIONS
Emotions within Communication
Principles of Communication
Active Listening
Non-Verbal Communications

DEALING WITH NEGATIVE BEHAVIOR
The Environment
Dealing with Negative Feedback
Non-Team Player
Dealing with Formal Grievances
Creating a Problem Solving Environment
This Is Just the Beginning

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SALES

Becoming a high achiever in the sales profession will depend substantially upon your desire. How much do you really want to succeed? It will also be affected by your willingness to learn and improve. How much of a price in learning and practicing are you willing to pay? It will also depend on your ability to apply your knowledge.

You will lean to turn dreams into goal directed action, while others wait to follow. The “Sales Development Process” will provide you with the inspiration to develop a strong purpose in life, and an “Action Plan” to map out your goal and develop the skills needed to follow your plan to completion. The “Sales” process includes:

SUCCESS IN SALES
The Need to Reinvent Yourself
Why is Sales Development so Important?
The Importance of Balance
Preparation for Success
Success Qualities

THE BUYING/SELLING PROCESS
The Buying Process
Why Do People Buy?
Evaluation of You and Your Company
Decision Making
The Selling Process

YOUR PERSONAL AND PROFESSIONAL GROWTH
Attitudes
Building Attitudes for Positive Results
Resistance to Change

PROSPECTING FUNDAMENTALS
Identifying Your Target Market
Suspects vs. Prospects
Creating Interest
Finding More Prospects More Often
Networking

PLANNING YOUR SUCCESS PART I
The Role of Goals
Criteria for Personal Goal Setting
Rewards and Consequences
Roadblocks to Success
A Solution to Every Obstacle
Action Steps and Dates
Affirmation Techniques
Visualization

PROSPECTING: ADVANCED TECHNIQUES
Referrals
Developing Referral Sources
Centers of Influence
The Sales Funnel

COMMUNICATION SKILLS
Using Questions to Stimulate Feedback
Active Listening
Nonverbal Communication

GETTING APPOINTMENTS
Letters of Introduction
Tracking Your Success
Making the Phone Contact
The Purpose of the Call – The Appointment
The Screener
Organizing Your Activities
The “S.I.T.” File

PLANNING YOUR SUCCESS PART II
Professional Goals
Criteria for Setting Professional Goals
Different Types of Goals
Short-Range Goals
Long-Range Goals
Tangible Goals
Intangible Goals

THE INTRODUCTION
Habit Formation
The Attitude Factor
Changing Attitudes
Building Success Attitudes and Habits
Leading People to High Performance

GAINING FAVORABLE ATTENTION
Building and Maintaining Rapport
Verbal Credibility
Creating a “Sense-Able” Picture

DISCOVERING WANTS AND NEEDS
The Transition
Position Your Organization
Effective Questioning Techniques
Goal Questions
Challenges
Needs
Four Needs Categories

BUILDING THE CASE FOR ACTION
Reward Questions (Then Consequence Questions)
Consequence Questions (Then Reward Questions)
Obstacle Questions
Wants
Clarifying Techniques
Confirming Techniques

PRESENTING BENEFITS AND CONSEQUENCES
Effective Presentations
Understanding the Situation
Clarify Objectives
Your Approach
Features, Benefits, and Advantages
Measurable Outcomes
Time and Financial Expectations
A Convincing Summary
Impact Presentation Meetings

GETTING COMMITMENT AND FOLLOW-UP
Proposals
Requests for Proposals or Quotes (RFP or RFQ)
Getting Commitment
Follow-Up

OVERCOMING OBSTACLES FOR CONTINUED SUCCESS IN SALES
Preventing Objections
Handling Objections
Preventing Stalls
Handling Stalls
Hidden Opportunities
You Have the Power!
The Challenge

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Annual Goals Review

“Nothing great was ever achieved without dreams, goals and action.”

Organization Planning Process

Business Goals Scorecard
Organizational Evaluation
Core Values
1. Personal Behaviors
2. Personal Planning Section
Vision
Overall Organizational Goals
1. Goal Categories area of responsibility
Convert to Goal Statement
Prioritize Goal Statements

Personal Planning Process

Personal Goals Scorecard
Self Evaluation
Dream Inventory
1. Dream Categories
Core Values
Personal Vision
Convert Goals to Statements
Prioritize Goal Statements
Goal Planning Sheets

“Who I am was a gift to me … Who I become is a gift to others.”

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