Training_Overview_Ecopy
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This document provides summaries for 8 workshops covering topics like professional communication, sales essentials, negotiation skills, powerful presentations, account management, time management, coaching for performance, and managing millennials. Each workshop is 1 day and focuses on practical skills and techniques for professionals through interactive activities and exercises. Objectives cover topics like communication, sales processes, negotiation strategies, presentation skills, relationship building, self-management, coaching, and managing young talent.
Training_Overview_Ecopy
- 1. This workshop is designed as an essential introduction to communicating successfully in the corporate environment and includes influencing skills, customer service, and social PROFESSIONAL COMMUNICATION 1 Top quality sales training is vital in todays commercial environment and this workshop deals with all things sales. It is highly practical with a focus on application back in the SALES ESSENTIALS 2 All sales professionals are required to negotiate at all stages of the sales process. This course considers the fundamental skills and attributes of successful negotiators and how this can make an impact on the bottom line. CREATING VALUE & NEGOTIATION SKILLS 3 Every professional person will be required to present at some point- both to groups and individuals. Powerful presentations focuses on design and delivery and creating impact with confidence. POWERFUL PRESENTATIONS 4 Business development and account management require different skills and this workshop is concerned with how to increase revenue from existing clients and really grow your business. ESSENTIAL ACCOUNT MANAGEMENT 5 Suitable for mid level professionals who are experiencing change such as promotion to a management position or a new and challenging role. Topics covered include self awareness, feedback, dealing with change and developing resilience. Time and Self Management For new and aspiring managers to learn this essential skill and be able to incorporate coaching in to his or her management style for increased productivity and improved performance. Coaching for Performance For new and aspiring managers to obtain fundamental management techniques which equip them with the skills to develop and retain tomorrows top performers. Managing Milennials 6 7 8 WORKSHOP OVERVIEW
- 2. PROFESSIONAL COMMUNICATION Growing Productivity & Performance This workshop is designed as an essential introduction to communicating successfully in the corporate environment and includes influencing, customer service, and basic sales training. For new sales people or professionals moving to a client facing role it can be challenging to understand the intricacies of a corporate environment and the characters, roles and responsibilities of those within. Participants will learn how to negotiate this environment, appreciating time and pressure constraints placed on different departments, to effectively communicate as the professional, consistent and authentic face of todays modern organization. Introduction to Sales as a Profession Understanding Corporate Roles and Responsibilities Different Personality Types and Communication Styles Email, Telephone, Meetings and Video Conferencing Writing, Delivering and Owning an Effective Elevator Pitch Setting Up and Presenting on LinkedIn and Social Channels Essential Time Management WHAT IT INVOLVES... LEARNING OBJECTIVES
- 3. Sales Essentials Top quality sales training is vital in todays commercial environment and this workshop deals with all things sales. It is highly practical with a focus on application back in the workplace. Participants will learn skills and techniques to be successful in all areas of the sales cycle; from preparation and strategy to the power of the elevator pitch, advanced questioning and persuasion to objection handling and closing. With an introduction to a selection of proven modern day sales methodologies, this workshop equips sales people with the capability and confidence to be successful sales professionals in any industry. Building a Personal Brand and Demonstrating Domain Expertise The Art of Persuasive Communication Establishing Authority with Confidence, Clarity and Authenticity Active Listening and Successful Questioning Highlighting Pain Points and Recommending a Solution Objection Handling and Closing WHAT IT INVOLVES... LEARNING OBJECTIVES Growing Productivity & Performance
- 4. Creating value & Negotiation Skills All sales professionals are required to negotiate at all stages of the sales process. This workshop considers the fundamental skills and attributes of successful negotiators and how this can make an impact on the bottom line. A highly practical and engaging workshop, Negotiation Skills provides participants with a blueprint to effectively execute complex negotiations with a favorable outcome. This workshop explores strategic planning, the relationship between power and control, linguistic techniques, managing tension in negotiations and more. Strategic Goal Planning and Developing Concessions Understanding Personas and Effective Positioning Empathy, Persuasion and Going to the Balcony Recognising and Avoiding Buyer Traps Trading Concessions and Gaining Commitment Developing and Retaining Highly Profitable Customer Relationships WHAT IT INVOLVES... LEARNING OBJECTIVES Growing Productivity & Performance
- 5. Powerful Presentations Every professional person will be required to present at some point both to groups and individuals. Powerful Presentations focuses on design and delivery and creating impact with confidence. A highly interactive, engaging and stretching workshop, Powerful Presentations is all about enabling and empowering participants with the confidence and ability to present like a star. Focusing on all elements of a presentation, participants will learn what makes a great presenter: structure, mirroring, audience engagement, body language, tonality, confidence, visual aids, being memorable and more. Plus all will leave with a clip of themselves presenting like a pro. The Structure of Effective Presentations Opening, Connecting and Closing Understanding, Engaging and Interacting with your Audience Dealing with Fear and Nervous Energy Advanced Body Language, Tone and Projection Techniques Using Visual Aids and How to Use (and not use) Powerpoint How to be Memorable Command, Compel and Connect WHAT IT INVOLVES... LEARNING OBJECTIVES Growing Productivity & Performance
- 6. Essential Account Management Business development and account management require different skills and this workshop is concerned with how to increase revenue from existing clients to really grow your business. Great Account Managers are viewed as trusted advisors, consultants, confidantes and pivotal to a clients business. Participants will look at the core characteristics of what makes a great account manager: developing valuable and long lasting relationships, territory mapping and strategic planning, building trust and delivering value, and more. WHAT IT INVOLVES... LEARNING OBJECTIVES Growing Productivity & Performance Building, Managing and Developing Professional Relationships Strategic Account and Territory Planning Organisational Contact Mapping Effective Time Management and Prioritisation Providing Value in Every Interaction Consultative Problem Solving as a Trusted Advisor Conflict Resolution and Managing Expectations
- 7. Time and Self Management This 1-day workshop is suitable for junior mid level professionals and new and aspiring managers. As we start to climb up the ladder in our careers and development the requirement for mastery of self-management increases. Infact without these essential skills and approaches there is a genuine danger that professional progression can stall. It is a highly practical workshop and all attendees leave with tangible take-outs for improved self management. This workshop is particularly suitable for professionals who are experiencing change, from promotion to a management position to returning to work after a break to movement in to a new and challenging role. What does great time and self management look like? Why does it matter? Improving your self awareness Delivering and receiving feedback Individual approaches to time management based on personality type What is your rythmn? What is your routine? Does it work for you? The importance of making time for yourself and how to do it Communication and self management Planning and running successful meetings The art of saying no Dealing with change The role of resilience Prioritisation Developing clear goals and objectives Mindfulness and how it can help you WHAT IT INVOLVES... LEARNING OBJECTIVES Growing Productivity & Performance
- 8. Coaching for Performance This 1-day workshop is suitable for mid level professionals who are new to management positions or who are likely to be promoted to a management role in the near future. It is also suitable for individuals who have never had any formal management training. Coaching as a business skill is more than a nice to have it is an essential part of successful management. Coaching is the key skill required as a manager to develop the skills of a team and to directly effect individual performance. This workshop covers all the required skills of coaching at this level with an emphasis on practical exercises and real world application. The focus of the workshop is how to successfully incorporate coaching in to management style so that it becomes intrinsic to professional success. What are the attributes of a great manager? What is motivation? How motivation affects performance Understanding and assessing capability Levels of empowerment and individual development What is coaching? Why coach? Who to coach, how to coach Coaching as a management style Coaching specifically for performance The impact of a coaching culture on performance The role of mentoring The relationship between training and coaching Different personalities and learning styles Coaching and mentoring Gen Y/Milennials Using coaching in business conversations The measurement of team and individual performance WHAT IT INVOLVES... LEARNING OBJECTIVES Growing Productivity & Performance
- 9. Managing Milennials This 1-day workshop is suitable for mid level professionals who are new to management positions or who are likely to be promoted to a management role in the near future. It is also suitable for individuals who have never had any formal management training. Recruiting, retaining and growing young and new talent is more important than ever before, but the majority of businesses are ill-equipped to do so.油Deloittes 2014 Millennial油survey found it costs $15k-$25k to replace a young professional and by 2025 70% of the workplace will be millennials. This workshop focuses on the specific challenges of managing young people and building successful, high performing teams. Great Management vs Poor Management, what is the difference? Recruiting the right people How to interview and developing an effective recruitment process Onboarding and how to induct new starters Constructive Management Communication How to have a tough conversation Delegating strategically and developing individuals Some tips on the specifics of managing milennials including feedback and flexibility Talent mapping and assessing performance Succession planning and a strategy for career opportunity How to run a performance review, performance plan or appraisal Building high performing teams the key considerations The challenges of managing remote teams and individuals An introduction to the principles of leadership WHAT IT INVOLVES... LEARNING OBJECTIVES Growing Productivity & Performance