Our Management Training Classes

By introducing our Management Training classes 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 classes. 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 classes, 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:
Seven Things That Sales Management Wants From Their People

You can think of this as a companion piece to "Seven Things that Routinely Frustrate America's Workers." After all, it seems only fair that I take equal time to look at the other side of the coin: the things sales management wants (but don't always get) from their people.

And much like last week, I gleaned this portrait from years of work with clients as well as from numerous conversations with those sales management groups that are responsible for leading the people that slog it out in the trenches every day. For the record, the sales management whose collective opinions are reflected here come from a myriad of different size and different purposed organizations. Thus, one could say with some confidence that these views are widespread, perhaps universal. With that as preface let's spend a moment examining what sales management has told me they want from their people. You can decide if you agree; or, if you are among those on the firing line, if you deliver the goods some, most or all of the time; or if you frequently come-up short.

1. Accountability - It seems I hear the "A" word more than any other in talking to those in charge. Mostly, what they are telling me is they want their people to take responsibility for their actions and results. Obviously that includes doing what is expected when it is expected; but it also means if you make a mistake, own it. Don't try to hide it or shift the blame to someone else.

2. Initiative - I could have labeled this "creativity" or "innovation," particularly when it comes to problem solving for that is definitely something leaders want from their folks. Yet it goes beyond that too in that they want people to speak-up and speak-out. "Let us know what you think and don't be afraid to challenge the status quo. Also, if you see something that needs doing, do it. Don't wait for someone to tell you what to do." Somehow I'm reminded of a comment a friend made at dinner the other night: "Sometimes it is easier to get forgiveness than to get permission."

3. Commitment - Simply put, it's leadership, loyalty, pride (including taking pride in one's work and pride in the organization), motivation and a willingness to mentor others all rolled into one.

4. Professionalism - Regardless of the employee's classification, exempt or non-exempt, full time or part time, white collar or not, it's important for people to conduct themselves in a fashion that honors and reflects the norms, values, rules, personnel policy and customer service policies of the organization.

5. Teamwork - "Play nice with others" is what comes to mind. That means you look for opportunities to help your teammates; not for ways to make their job tougher. And in the ultimate sense, it means you not only contribute to the conversation but you also put the goals and interests of the team and organization ahead of your own when necessary.

6. Integrity - Doing what you know to be right, even when nobody is looking and/or it costs you something.

7. A positive attitude - need I say more?

Actually, I can for there is one more thing I can add to this list of what sales management wants - or maybe it is the entire list in a nutshell: to borrow a phrase from the Professor Henry Higgins character in "My Fair Lady," "Why can't they be more like me." That, in the final analysis is what sales management wants. They want people to think, talk and act like they do when it comes to the business of the business.

Of course, if you are in sales management in your organization and you very much expect but are not getting these sorts of things from your people, then you must ask yourself, "What is sales management doing (or not doing) that is getting in the way of the results we want?" For the hard truth is your people are responding to what they see and what they hear, the things that get rewarded, punished and ignored all factor into how your people think and act. In short, if you want them to care deeply about the business you must first show them that you really care about them.

Source: http://www.jkeithhughey.com

Subject: Sales Management

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