Develop an Account Champion to Win More Sales

Course Description - Research has shown that it is rare for a successful sale to occur in an account where there is not an Account Champion for yourself, your company, and your products and services. This program is designed for those salespeople and consultants who are involved in large account sales. This course explores several ways to enter an account and quickly identify potential Account Champions who can help you navigate the account most effectively. It is a 4 hour course.

At the end of this program, the participant will be able to:

	Employ methods for effectively entering an account
	Describe the three criteria for an Account Champion
	Explain the principles for developing relationships with Account Champions.
	Apply a tool for identifying your strengths, gaps, and opportunities as they relate to contact levels within an account.

Prospecting for Results

Course Description - Without prospects, which are the lifeblood of any sales organization, it is difficult for a company to be successful. This course examines how to prospect most effectively and identify the best target markets for your solutions so that the time you invest provides a strong return on your efforts. It is a 2 hour program.

At the end of this program, the participant will be able to:

	Identify key market trends
	Select those markets most likely to be receptive at a particular point in time to your solutions
	Develop an effective prospecting plan for your assignment

Schedule Appointments that Win Sales

Course Description - Each sales call begins with scheduling an appointment. In many cases it is not always easy to schedule these appointments. This course explores the various methods ranging from networking, direct marketing, canvassing, and outbound calling that are tools to be used for scheduling appointments. Advantages and disadvantages of each method are discussed, and an action plan is developed in order to more effectively schedule appointments. This is a 2 hour program.

At the end of this program, the participant will be able to:

	List and describe the various methods for scheduling appointments
	Recognize the advantages and disadvantages of each method
	Select the method that will be most likely to achieve success in entering difficult accounts.

Explore the Hidden Meaning behind People's Words and Phrases

Course Description - The dictionary definition of the words and phrases that people use in their everyday lives is not always what they mean. This course examines those particular words and phrases that are commonly used by people that mask the real meaning behind their words. By identifying the true meaning behind what people are really saying, you will be able to improve not only your listening skills, but your communication skills as well. This program is often combined with Effective Listening to achieve optimal communication results. It is a 1 hour course.

At the end of this program, the participant will be able to:

	Identify the real meaning behind the words and phrases that people use, in a sense be able to read their minds
	Practice recognizing the more common words and phrases that people use in which their meaning is different than the dictionary definition of the words

Effective Listening for Better Communications

Course Description - This course focuses on the behaviors associated with listening effectively. Often people hear the words that other people communicate, but they don't always hear the meaning behind the words. This particular program examines the ideas and behaviors that comprise effective listening. It is a 2 hour course.

At the end of this program, the participant will be able to:

	Differentiate between hearing and listening
	Describe the principles that effective listeners follow
	Practice the preceding principles

Non-Verbal Communication for Improving Your Message

Course Description - It is estimated that people tend to communicate anywhere between 70 - 85% of their messages through body language, therefore, this course identifies the common as well as uncommon body signals that others display that act as the real meaning behind the words and phrases that they are expressing. This is a 2 hour program.

At the end of this program, the participant wil be able to:

	Recognize the significant role that non-verbal communications play in the overall message someone is attempting to communicate
	Describe the three principles that you need to follow in order to ensure the accurate reading of another person's body language
	Identify which non-verbal signals are associated with an attitude of acceptance, indifference, or skepticism in order to respond accordingly
	Practice applying and reading each of the non-verbal signals in order to ensure that you are reading the other person's message accurately

The Five Principles of Successful Management

Course Description - This program offers the five principles that successful managers follow in order to ensure performance success. Each of the principles is described as well as signs the manager can use to identify if he or she is violating a particular principle. Solutions are also provided for the manager to resolve the particular principle that he or she is violating. This program is designed for new and experienced managers alike in order to enhance team morale and attain higher performance results as a group. This is a 4-6 hour program.

At the end of this program, the participant will be able to:

	Describe the three criteria of a successful manager
	Explain the five principles that managers follow in order to ensure their success
	Recognize how to determine if the manager is violating one or more of the five principles
	Identify how to resolve the violation most effectively
	Develop a personal management action plan for implementing the five principles

Managing for Performance Results

Course Description - This program was created to help new as well as experienced managers recognize how to manage their people for optimal performance results. MFP™ is a management tool that enables managers to identify when to assign particular projects and tasks to their people as well as identify the amount of time the managers need to invest with each of their people in terms of relationship building. It also provides simple straight-forward formats for creating effective meetings - from one-on-one meetings to team meetings. The outcome of MFP™ is that managers will be able to create higher morale, develop their people more effectively, and attain their desired performance results as a team. This is a 4-6 hour program.

At the end of this program, participants will be able to:

	Create effective meetings, including plan and reviews, strategic account reviews, territory reviews, team meetings and competitive strategy workshops
	Recognize how to manage each of their people more effectively in order to achieve performance improvement
	Identify which projects and tasks they should assign to each of their people
	Recognize who they should invest their time developing strong relationships with on their team
	Develop a personal plan for managing each of their people as well as a plan for managing their team overall

Developing Leadership Skills

Course Description - Are leaders and managers basically the same? Not all managers are strong leaders and not all leaders are strong managers. Therefore, this particular program distinguishes the difference between a manager and leader and explores the five major areas of effective leadership. This course is most effective when combined with the management courses of Managing for Performance Results (MFP™) and The Five Principles of Successful Management. This is a 4-6 hour program.

At the end of this program, the participant will be able to:

	Define the difference between a manager and a leader
	Explore each of the components of a strong leader
	Identify well-known individuals who represent each of these components
	Develop a personal action plan to make you a stronger leader

Coaching for Results

Course Description - Coaching for Results is a program that examines who you should coach, when you should coach, what you should coach, and how you should coach. This is a behavioral-based program that is designed to ensure that training programs are effectively implemented by managers in order to help them achieve the desired behavioral change in their people. This is a 4-8 hour program.

At the end of this program, the participant will be able to:

	Explain why to coach and the results you can hope to achieve through coaching
	Identify which of your people you should prioritize to coach
	Recognize when to coach and when to reduce your coaching involvement
	Identify which behaviors are most important to coach
	Develop a coaching plan for your people that will enable you to achieve better performance results as well as personally develop your people more effectively