Our Management Training Workshops

By introducing our Management Training workshops to your staff we help ease the negative effect of change on both managerial and supervisory personnel. The change in job responsibilities, the change in personnel, job duties, and the rising challenge of developing subordinates are specific goals of our learning systems workshops. We are highly successful at helping Managers and Supervisors learn and adapt to the necessary skills and proper behaviors to be successful at work as well as in their personal lives.

For more information on our management training workshops please contact us.

As a part of our management training workshops, Managers and Supervisors will learn how to:

• Minimize the chance of miscommunication by understanding what people are really saying, and why
• Deal with difficult people, manage tense situations, and resolve conflict
• Make use of proven active listening skills to improve your ability to gain helpful information
• Be able to facilitate, guide, and close discussions in one-on-one or group settings
• Improve understanding and communication by giving and receiving good feedback
• Use ideas submitted by a member of the team without causing other members to be defensive
• Develop a comprehensive team building strategy that improves productivity of the whole team
• Emphasize the value of working toward common goals without devaluing individual accomplishment
• Define and set up a method to track staff activities
• Be able to manage time and work assignments effectively
• Conduct team meetings that capture and hold the audience’s attention
• Interview and hire the right person for the right job
• Save time and work more effectively through the use of a clear time management plan
• Understand and comply with proper hiring and managing requirements
• Communicate effectively with both superiors, peers and subordinates
• Become effective coaches for their work team
• Conduct accurate and difficult performance appraisals

 

Management Training Tips:
Evaluating Employee Performance Issues

Did you recently bring on a new member to the sales management team who impressed you during the interview, had stellar references but just does not seem to be up to speed yet? Did you ad new responsibilities to someone's job and they seem overwhelmed by simple tasks? Did your superstar employee suddenly seem to have forgotten how to her job?

All practices are running with lean which means every sales management team member must be performing at their very best. If they are not, it can have a big impact on the productivity and success of the practice.

Determining the causes of less than top-notch performance is always an issue for the sales management team. Here are some suggestions for evaluating potential problems.

Do they have the actual skills to do the job?

Every job from the part time front desk person to the associate doctor requires a certain level of skill. Can additional training increase the skill level or is the person just in over their head? The key is determining what piece of the puzzle is missing.

Can they learn and adapt to the job?

Each sales management person has their own ability to learn new skills and adapt to different situations. Before they can perform at the top level you expect, they need to have the capacity to learn and the willingness to do it the way you want. If they cannot, no amount of attention or training will help.

Do they understand what you are expecting them to do?

Written job descriptions that have a clear list of responsibilities go a long way to setting expectations. Understanding the duties of the job allows you to reward the sales management team member for excellence performance and to hold them accountable when they do not measure up. If someone does not know what "great" performance is, there could be a conflict with expectations.

Are they motivated to do the job?

Motivation is something that comes from within each person which then influences the effort they put into the job. While you cannot directly demand increased motivation, having an understanding of what is important to each team member is key. You can use that knowledge to find ways to increase motivation for each sales management individual.

Can they overcome obstacles?

Sales management team members who look at problems as opportunities, not obstacles, are more likely to be higher performers. A person who is learning a new skill will have good days and bad. Those who can overcome tough times will be more likely to succeed with some positive reinforcement from the practice leadership.

Are there problems or distractions outside of work?

Some sales management employees wear their troubles on their sleeves for the entire world to see. Others keep things very close and share little. As the practice leader, it is a challenge to determine if a drop in performance is related to something outside the office. If you suspect troubles outside work are a possible cause, be very careful in addressing the issue. Making the team member aware that their performance is not where is should be could help a great deal.

Just as a complete diagnosis allows for the correct treatment plan, uncovering the root cause of performance issues will help create the plan to make the change. There may be multiple factors that are the cause. At times, the only choice is making a change rather than investing time, energy and money in something that is not going to last.

Source: http://www.peakdental.com

Subject: Sales Management

More Management Training Tips