Sales Management

This is an intensive four-day course; run as two two-day sessions that actively takes participants through the key roles of the Sales Manager. The emphasis of the course is on the practical skills required to both run the business and deal with all the relevant people, including bosses and colleagues, as well as the day to day management of a sales team.

Course Outline

• Definitions and roles; the manager and the sales person
• Goal setting
• Activity planning and implementation
• Reviewing results; sales meetings; one-on-one reviews; appraisals
• Coaching and counseling
• Motivating
• Recruiting high performers

Effective Leadership

This is an intensive four-day course, run as two two-day sessions, which examines the roles of a leader. Delegates will develop a clear understanding of how to communicate effectively at all levels, set goals and develop and motivate a team. Leadership is a comprehensive, practical course that defines and develops the leadership skills of the manager who has to operate in a competitive environment.

Course Outline

• The functions of a leader; communication; goal setting; control; evaluation; decision making; team building
• Leadership styles; task and relationship oriented behaviours versus subordinates abilities and willingness
• Communication styles; Transactional Analysis and Dimensional Communication models
• Performance management; goal setting; progress review; performance appraisal
• Motivation; Maslow’s hierarchy; Hertzberg’s motivational factors
• Recruiting; job descriptions; interviewing; matching candidates to requirements
• Team building; assessing a team’s needs and developing a team building approach

Project Management

Project Management is a two day course centered around a simple project that brings issues sharply into focus. The project is worked through in a stage by stage manner ensuring that key issues are raised and practical solutions found. The course also covers people issues so important in successfully completing projects.

Course Outline

• Defining the project, customers and their needs, quality, cost and time, risk assessment, documentation.
• Project planning, key stage development, planning tools, responsibilities, resources and assumptions.
• Launching the project, milestones, reporting, the launch meeting.
• Controlling, systems, reviewing, issue management, cost control.
• Coaching and counseling, trust, self analysis, management styles.
• Closing, acceptance criteria, closure and evaluation.

Productivity through people

'If people behaved logically things would go smoothly.' But 'people' don't, or rather they operate to a different logic. This two day course addresses manager's goal setting and people skills. Delegates set up there own situations and role play these developing tools to difficult people issues as the course proceeds. Learning is achieved through theory and practice as the group analyze, reflect and then enact solutions.

Course Outline

• Goals and their significance, definitions and purpose.
• The process of goal setting, identifying opportunities, goal statements, developing goals, developing action plans, implementing and monitoring, reviewing, managing the process.
• Coaching and counseling, creating a coaching environment, key coaching skills, management styles.

The Half-Day Series

The ‘Half-Day Series’ is a highly effective development process that challenges participants with exercises both in a classroom environment and on the job with a series of interim exercises that are reviewed at the beginning of each subsequent session. The half-day format gives participants time to assimilate and put into effect the learning’s from each session and fits more easily into busy diaries. Course contents for each half-day session is:

Course Outline

• Motivation
• Setting objectives, assessing skill levels and choosing management style
• Coaching and Counseling
• Role-play sessions
• Team Building

A sixth optional module, ‘Role-play two and implementation methods' is available.