Management Training Seminars

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 courses. 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 classes please contact us.

As a part of our management training courses, 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:
Sales Management - Remove the Leash

Years ago, my neighbor adopted an adorable, toy fox terrier which they appropriately named Tiny Tim. This dog was so petite, a fall from their bed broke his leg! As he matured, he quickly bulked up. At his maximum, he weighed in at a whopping five pounds. It must have been all heart because he protected his domain like a lion protects its pride.

Every day, without fail, I could look across the street and see Tiny Tim at his post. Sitting behind a glass storm door, he would survey his kingdom to identify any threat to his domain. Each day, the same threat strutted by between two and three o'clock: a black and white Persian cat. Tiny would go ballistic; jumping up and down, barking and scratching at the door.

One day my neighbor opened the door just at the moment the cat was parading by the house. Tiny instinctively darted out after his objective. My neighbor shook his head and grumbled, 'That dog is out of control.'

The next time I saw my neighbor, Tiny Tim was on a fifty-foot run leash. The cat strolled by again. Tiny shoots off the starting line, hits the fifty-foot mark, ends up airborne and lands flat on his back. Unfazed, he jumped to his feet and continued the high-pitched threats. I watched the same painful event several more times until Tiny learned how far fifty feet was. Now he would run to the fifty-foot mark, stop, and go on his rant.

It wasn't long before Tiny realized that cat would always be out of his reach. The next time my neighbor was out on his porch, Tiny sat quietly at his side on the leash. As the cat casually strutted by, Tiny simply stared at it. Then he looked up over his shoulder at his master then back at the cat. Up at his master. Back at the cat. Then his little head slumped down to rest on his paws as he laid down and let out a deep sigh. It seemed the leash had broken Tiny of his will to pursue his quest.

In business, your sales management approach can create the same outcome. When you fail to trust your employees to make the decisions necessary to carry out their objectives, you have put them on a leash! A constant patrolling of their actions prevents them from instinctively pursuing the directives that you put in front of them. They'll stare at the objective -- stare at their manager -- stare at the objective -- stare at their manager. Waiting for the next sales management command. Waiting for sales management’s 'approval' to move forward. Waiting for the 'proper' sales management approach to take action. Waiting for the 'right' way to tackle the problem. Waiting for the 'acceptable' solution to the issue. And even worse, in the long run it breaks their will and confidence to act independently.

To develop confident, autonomous employees that produce the results you want there has to be a foundation of trust between sales management and each employee. Trust is created one interaction at a time so it takes time to build. Just keep in mind; it can be destroyed in a heartbeat. Sales management actions, such as being inconsistent, breaching confidentiality or micromanaging, can shatter the foundation.

The topic of trust always brings up a common sales management inquiry, 'Shouldn't employees have to earn your trust first?' The answer is NO, and the logic is simple. Trust comes with the employment agreement. The employee applied for the job. You interviewed them. You assessed them. You evaluated their skills and talents. You even hired and trained them. Now you have to trust your judgment, your hiring process, your development process and therefore the individual you brought on board. Building trust is a responsibility that starts with sales management.

The goal is to have the employee accountable for the results. Sales management can't hold them accountable if you're holding on to the leash. Remove the leash by giving each employee the resources, skills, knowledge and authority necessary to make the decisions to achieve the desired results. Only then can you can hold them accountable.

Look for opportunities everyday to 'unleash' the potential in your employees. By trusting in their abilities to handle the challenges in your business, you will develop self-reliant, independent productive employees.  

Jim Vasconcellos: http://BoomerangConcepts.com

Subject: Sales Management

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