Sales audit
- Is it important for you to know how effective your sales team is?
- Come and find how ride-alongs can help you.
- Do you experience difficulties translating business strategy into sales representatives’ everyday work?
- Are you unsure what the key performance indicators of your salespeople are?
- Find why your competitors have used diagnostic tools focused on sales teams and sales process auditing.
- Are you interested in diagnostics of HR and sales processes, strengths and weaknesses of your entire team and individual sales managers and sales representatives?
Key subjects
- finding strengths and weaknesses of individual representatives
- analysis of strengths (characteristics) of successful representatives
- analysis of sales managers’ managerial skills
- diagnostics of sales process in sales department (team)
- suggested solution for further development of individual sales team members
- suggested solution for optimizing sales and team processes
- recommendations on how to communicate and implement the suggested solutions
Main benefits
- discover strengths and development areas of your sales team
- be able to evaluate your business strategy effectiveness
- get recommendations for development of your sales team and its individual members
- be able to optimize sales and HR processes
Intended for
Format
- individual interviews with sales department management
- individual interviews with team members
- (Double and triple) field ride-alongs
- development centre (including psychodiagnostics based on prior agreement)
Time span
- usually 1 month (depending on sales team size)
For further information, please arrange a meeting with our consultant.
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Consultative Selling
- Do you need to enhance sales effectiveness?
- Do you want to know your sales-related strengths and weaknesses better?
- In addition to closing sales fast, is it also important for you to have long-lasting and satisfied customers?
- What skills do you consider to be essential for a salesperson?
Key subjects
- the role and characteristics of a successful salesperson
- basic principles of effective sales communication
- 8 steps of a sale (focused on conducting sales interviews, discovering needs, presenting proposals, closing sales)
- managing customer objections
- prerequisites of a long-term client relationship
Main benefits
- master the principles of effective sales
- try putting your key sales skills to use
- get inspiration for further development of your sales skills
- gain better insight into your strengths and weaknesses as a salesperson
- get practical recommendations on how to enhance sales effectiveness and win long-lasting and satisfied clients
Intended for
- salespeople, sales representatives and sales managers
- anyone in contact with customers
- marketing employees
Format
- practical skill training
- model situations and role-playing games
- sharing know-how (experience, best practices)
Time span
For further information, please arrange a meeting with our consultant.
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MBTI in Sales
- Do you want to know your sales-related strengths and weaknesses better?
- Do you find certain customers different or more difficult than others?
- Is it important for you to have an effective sales representative team?
- What connections between „sales success“ and „personality“ can you think of?
Key subjects
- basic MBTI personality typology
- how personality type affects sales interviews
- communication with different types of clients
- working with less usual preferences and behaviours
- dealing with „difficult“ customers
- MBTI sales team analysis
Main benefits
- master the basics of MBTI personality typology
- realize that every client is unique and requires a different approach
- gain better knowledge of yourself, your team and your clients from the perspective of personality types
- discover how your personality type affects the way you conduct sales interviews
- get practical recommendations on how to work with different types of customers and make internal communication more effective
- learn how to improve sales results and customer satisfaction at the same time
Intended for
- salespeople, sales representatives and sales managers
- employees in sales departments, client centres and customer lines
- anyone in sales- or service-related contact with customers
- sales teams
Format
- practical skill training
- model situations and role-playing games
- case studies
- video-facilitated training (optional)
Time span
For further information, please arrange a meeting with our consultant.
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Negotiation skills
- Do you need to improve your confidence in customer negotiation?
- Do you want to learn the basic principles of effective negotiation in sales?
- Learn to overcome customer objections.
- How does the word „objection“ make you feel?
- What do you think makes an ideal negotiator?
Key subjects
- negotiation in sales – when and why
- rules of effective negotiation
- overcoming objections professionally
- dealing with different types of customers
- obstacles of successful negotiation and how to overcome them
Main benefits
- master the principles of successful negotiation
- try basic negotiation strategies in practice
- learn to respond to customer objections
- increase your confidence in negotiation
Intended for
- salespeople, sales representatives and sales managers
- product managers and project managers
- anyone in contact with customers
Format
- practical skill training
- model situations and role-playing games
- video-facilitated training
Time span
For further information, please arrange a meeting with our consultant.
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Field coaching (double-visits)
- Would you like to get immediate feedback on how you conduct sales interviews?
- Are you at a loss with a particular customer? Is it difficult for you to deal with him/her?
- Do you constantly try to develop your sales skills?
- Would you like to know how to further increase your sales effectiveness?
- Has your team already undergone off-field training? Would you like to elevate your salespeople to the next level of quality?
Key subjects
- setting goals for individual sales visits
- sales interview observation
- working with your personal style of conducting sales interviews
- defining specific conclusions and goals for further development
- detailed feedback after each visit and at the end of the day
Main benefits
- get immediate feedback on how you conduct sales interviews
- get specific goals and conclusions for further development
- experience intense field coaching
- be more aware of your strengths and areas for development
- get valuable insight for increasing your sales effectiveness – for individual salespeople as well as for the whole team
Intended for
- sales representatives and sales managers
- anyone interested in personal development and improving their sales skills
- anyone in sales-related contact with customers
Format
- individual field coaching
- listening and observation
- working with feedback
Time span
For further information, please arrange a meeting with our consultant.
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Field coaching for sales managers (triple-visits)
- Would you like to get immediate feedback on how you coach your subordinates?
- Are you at a loss with a particular salesperson? Is it difficult for you to coach him/her?
- Have you attended a coaching course recently? Would you like to get feedback on your practical application of what you have learned?
- Where do you see the benefit of field coaching while doing actual work, compared to off-field coaching?
- Is it important for you to get practical and specific conclusions for further development of your coaching and managerial skills?
Key subjects
- observation of your coaching practice throughout a day
- working with your personal style of coaching subordinates (with focus on sales)
- analysis of strengths and areas for development
- detailed feedback at the end of the day
- defining specific conclusions and recommendations for further development
Main benefits
- get immediate feedback on how you coach and lead your subordinates
- get specific goals and conclusions for further development
- experience intense field coaching
- understand your strengths and areas for development better
- get valuable insight for increasing your coaching effectiveness
Intended for
- sales team leaders and managers
- potential candidates for sales team leaders
- anyone interested in personal development and improving his/her coaching skills (with focus on sales)
- anyone who has attended a coaching course and is interested in feedback on his/her coaching practice
Format
- individual field coaching
- observation and analysis
- working with feedback
Time span
For further information, please arrange a meeting with our consultant.
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360 degree feedback
- Do you need detailed input for setting individual or group development plans?
- Do you want to gain better knowledge of potential, strengths and weaknesses of your company’s employees?
- Do you want to steer your company culture towards open communication and feedback?
- Are you looking for a way to evaluate effectiveness of a training programme?
Key characteristics
- 360-degree feedback is a modern and effective tool for determining potential, skill level and behaviour characteristics (strengths and areas for development of the evaluated person)
- specific skills (competencies) are rated by the evaluated person himself/herself, his/her superior, subordinates, colleagues, internal and external customers
- anonymity of evaluators makes for more sincere and open feedback
- online forms increase flexibility of the entire evaluation process
- the resulting report contains results from different evaluator groups, overall feedback related to individual skills, and interpretation. Specific recommendations and comments from evaluators make the results even more useful
Main benefits
- get detailed feedback from your colleagues, superior and clients in a fast manner
- find how others perceive you
- compare your self-assessment with other people’s views and get inspiration for your further development
- use results of 360-degree feedback to create individual and group development plans and/or to evaluate effectiveness of a training or coaching programme
- get a source of information for assessment interviews
Intended for
- anyone who leads a team or works with clients (internal or external)
- managers of any level, team leaders, project managers
- salespeople and sales representatives
Format
- filling an online 360-degree feedback form anonymously
Time span
- filling the form takes about 30 minutes (depending on the number of evaluated competencies)
- the entire project usually takes 6 to 8 weeks (from initial assignment to delivery of final individual reports)
For further information, please arrange a meeting with our consultant.
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DC for management
- Do you know the talents in your company?
- Do you need a method to help you discover the potential of your employees?
- Are you considering DC implementation but lack related experience?
- Do you want to set individual or group development plans?
- Are you looking for a method to help you measure training programme effectiveness?
Key characteristics
- one- or two-day programme with the aim to determine current skill level of an employee and, more importantly, his/her potential for future development. The evaluation is based on predefined criteria or competencies
- in the course of the intensive programme, participants complete a number of individual and interactive tasks (model situations, teamwork, case studies, presentations, tests, questionnaire, knowledge tests, interview, competency interviews)
- the development centre is led by an experienced facilitator and participants are rated by qualified internal and external assessors throughout the programme course. Optionally, the DC can also include continuous developmental feedback
- the resulting individual report describes candidate’s skill level, motivation, potential and contains recommendations for further work with the candidate (recommendations for further development, recommendations for the manager). It is also possible to create individual and group development plans based on DC output
Main benefits
- thanks to the programme’s intensity and scope, you will get as much information as possible for determining potential and effective setting further development objectives
- utilize participants’ and initiator’s time as effectively as possible
- get a large amount of information with a wide range of possible uses (feedback, creating individual development plans, creating group training plans)
Intended for
- all managerial position levels
Format
- one-day development centre for a group of participants
- two-day development centre for higher management
- half-day individual professional diagnostics (brief DC for 1–2 participants)
Time span
- 1–2 weeks for preparation (getting to know the position and company, setting optimal level of assessed competencies, developing the programme and model situations, assembling diagnostic battery)
- 1–2 days for actual DC execution
- 7–10 days for processing DC output and compilation of individual final reports
For further information, please arrange a meeting with our consultant.
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Professional Management Skills
- Would you like to know how to make your team even more effective?
- Do you want your team to be not just effective, but also satisfied?
- Would you like to know what makes a professional manager?
- What does the word „leadership“ make you think of?
Key subjects
- principles of effective team leadership
- essential prerequisites and characteristics of a professional manager
- rules of management communication
- management styles and situational leadership
- managing motivation of individuals and team as a unit
- basic time management
Main benefits
- master basic leadership principles
- improve your communication and management skills
- get feedback on your management style and inspiration for further development of your management skills
- get useful advice and information on recent trends in management
- learn how to bring more quality and effectiveness into your management activities
Intended for
- managers and anyone who leads individuals or teams
- supervisors, deputy team managers
- potential candidates for leading individuals and groups
Format
- practical skill training
- model situations and role-playing games
- video-facilitated training (optional)
Time span
For further information, please arrange a meeting with our consultant.
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Coaching skills for managers
- How important is growth and development of your subordinates for you?
- Would you like to know how to make your team even more effective?
- Do you want your team to be autonomous and satisfied?
- Are you always trying to improve your management skills and expand your knowledge?
Key subjects
- main coaching principles
- basic coaching skills
- relation between communication and coaching
- prerequisites of effective coaching and overcoming potential barriers
Main benefits
- master basic coaching principles
- improve your communication, coaching and management skills
- have a try at conducting a coaching interview
- discover main advantages and benefits of coaching people (why is it good to coach your subordinates)
- learn to lead your team more effectively
Intended for
- managers and team leaders
- internal and external coaches and supervisors
- potential candidates for leading individuals and groups
Format
- practical skill training
- model situations and role-playing games
- video-facilitated training (optional)
Time span
For further information, please arrange a meeting with our consultant.
I AM INTERESTED IN INFORMATION:
MBTI in leadership
- Do you want to approach your subordinates individually and get a new perspective on leadership?
- Are you open-minded towards recent trends in management?
- Would you like to know how to use MBTI personality typology in professional management?
- Would you like to avoid mistakes in managing your subordinates?
- How do you choose the optimal way to lead your people?
Key subjects
- the role of a manager
- principles of effective team leadership and teamwork
- basic MBTI personality typology, strengths and weaknesses of different personality types
- how different personalities influence team dynamics
- basics of effective communication and recommendations for interaction with different personality types
- using personality typology in work with people (motivation, delegating tasks, leadership etc.)
Main benefits
- master the basics of MBTI personality typology
- know yourself and your subordinates better from the perspective of different personality types
- find out how your personality type affects your management style
- get practical recommendations on how to work with different types of subordinates
- learn to lead a team, communicate with subordinates and assign tasks more effectively
Intended for
- managers and team leaders
- project team members
- potential candidates for leading individuals and groups
Format
- lecture
- practical skill training
- facilitated discussion
Time span
For further information, please arrange a meeting with our consultant.
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Coaching for managers
- Do you constantly try to improve your managerial skills?
- Do you favour coaching in leading people? Do you want to coach your subordinates successfully?
- Would you like to manage your subordinates more effectively?
- Would you like to know which managerial skills are your strengths? And which are areas for development?
- Are you interested in a custom-tailored programme designed specifically for you?
Key subjects
- setting development goals
- knowing your management style, optional shadow coaching
- analysis of strengths and weaknesses in managerial skills
- getting feedback
- achieving defined development goals
- continuous feedback and evaluation of achieved results
Main benefits
- get feedback on your management style and skills
- get specific goals and conclusions for your further development
- understand your strengths and areas for development better
- get valuable insight for increasing effectiveness
- improve your managerial skills
- learn how to lead and motivate your subordinates in better and more effective ways
- learn new approaches to managing your subordinates (including those you find difficult or problematic)
Intended for
- managers and team leaders
- potential candidates for team leaders
- managers interested in personal development and improving their skills
- managers who have attended a coaching course and would like to get feedback on how they put coaching into practice
Format
- assessment
- individual coaching
- coaching interviews
- working with feedback and awareness
- optional field coaching or shadow coaching
Time span
- 18 hours within a pre-arranged time span (usually 3–6 months)
For further information, please arrange a meeting with our consultant.
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Executive Coaching
- Would you like to fully develop your management potential and achieve your goals more easily?
- Do you often wonder about the effectiveness of your work?
- Does a leading role pose a challenge to you?
- Do you want to understand yourself and your situation better?
Key subjects
- leadership principles
- setting objectives for development and mapping current situation
- understanding your personality (values, competencies and interests) and how it affects leading people
- finding and implementing ways to reach objectives
- understanding your strengths and utilizing them thoroughly
- dealing with your areas for development
- career planning and influence mapping
Main benefits
- discover your leadership style and its advantages
- get support and tools for your development
- discover your resources and possibilities
- speed up progress in your selected areas for development
- get inspiration and recommendations for further development
Intended for
- all managers and leaders who would like to make a change
- all managers and leaders who want to use coaching as an effective self-development method
Format
- individual coaching programme
- 10 coaching sessions
- shadow coaching (optional)
Time span
- 10 coaching sessions (90 minutes each)
For further information, please arrange a meeting with our consultant.
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Team Analysis Using MBTI
- Do you wonder what the potential of your team is?
- Do you need to know your team members’ strengths and areas for development in order to increase effectiveness?
- How do you determine what individual team members need to constantly perform in an effective and highly motivated manner?
- Does your team work as a unit? What should its members do differently?
Key subjects
- MBTI personality typology as a method of self-knowledge
- understanding differences among people
- determining team members’ personality types
- MBTI based team analysis
- recommendations for team development
Main benefits
- understand the MBTI personality typology
- discover your team members’ personality types
- see your team from a different point of view
- find your team members’ strengths and areas for development
- get recommendations on how to lead your team better
- get tips for further development of your team
Intended for
- anyone who leads a team
- team members
- anyone interested in making full use of human potential
Format
- workshop (MBTI method explanation, self-assessment, personality inventory)
- consulting session – team analysis and recommendations for team development
Time span
- 1-day workshop
- 3-hour consulting session
For more information, please arrange a meeting with our trainer.
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MBTI in teams
- Do you find cooperation with certain team members easier than with others? Do you fail to understand why?
- Would you like to get a new perspective on teamwork?
- Do you want to know yourself and your colleagues not just professionally, but also from the perspective of personality types?
- What do you consider to be main prerequisites of good team cooperation?
Key subjects
- basic MBTI personality typology, strengths and weaknesses of individual types
- influence of different personality types on team dynamics and team roles
- recommendations for communication with different types
- MBTI theory of temperaments and cognitive styles
- potential stressors and risks
Main benefits
- learn the basics of MBTI personality typology
- know yourself and your colleagues better from the perspective of personality types
- realize how different personality types influence team operation
- try a better way to manage your strengths and weaknesses in a team
- get inspiration for your further personal and professional development
- learn how to make your team work better and more effectively
Intended for
- anyone working in a team
- project teams and groups
- teams and groups aiming to optimize their operation
- team managers and supervisors
- employees of different departments whose operation requires mutual collaboration
Format
- lecture
- practical skill training
- video-facilitated training, team building activities (optional)
Time span
For further information, please arrange a meeting with our consultant.
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Mentoring
- Is professional approach to customer service a key priority for you?
- Do you aim to improve customer service?
- Would you like to try an effective method of sharing experience and training employees?
- How to retain your customers?
Key subjects
- Principles of professional customer service
- Customer needs and expectations
- Key skills in customer communication
- How to improve customer service
- The role and skills of a mentor
- Mentoring interview training
- How to avoid mistakes in customer communication
- Recommendations for further development
Main benefits
- Unify customer approach within your organization
- Get qualified mentors for your teams
- Promote motivation and professional development in sales teams
- Increase customer satisfaction and loyalty
- Facilitate experience and best practice sharing in your team
Intended for
- Mentors, HR specialists, internal coaches and trainers
- Anyone aiming to improve customer service
- Anyone who wants to use mentoring as an effective method of team development
- Anyone in contact with customers
Format
- Interactive training
- Practical skill training
- Role playing
- Video-facilitated training (optional)
Time span
- 2-day training
- 1- day follow-up
For further information, please arrange a meeting with our consultant.
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Team cooperation development
- Do you want to work better as a team?
- Would you like to get feedback on your team’s operation?
- Do you want to know your team better and find its strengths and potential shortcomings?
- Where do you see the difference between a team and a group?
Key subjects
- basic principles of effective team cooperation
- team development stages
- communication, motivation, cooperation, roles and games in a team
- key characteristics of successful teams
- methods to optimize team cooperation
Main benefits
- master the rules of team cooperation
- gain better knowledge of yourself, your colleagues and your team as a unit
- get feedback on your teamwork attitude
- get inspiration for further development of your skills and teamwork-related abilities
- learn how to make your team work better and more effectively
Intended for
- anyone working in a team
- project teams and groups
- teams and groups aiming to optimize their operation
- team managers and supervisors
- employees of different departments whose operation requires mutual collaboration
Format
- practical skill training
- model situations and role-playing games
Time span
For further information, please arrange a meeting with our consultant.
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Team coaching
- Would you like to know how to enhance effectiveness and satisfaction of your team members?
- Are you considering putting coaching into practice?
- Do you need help with implementing coaching in your company or optimizing an existing coaching system?
- Use our coaching specialists, who put customer satisfaction and quality of service above everything else.
Key subjects
- team success factors
- agreement on team communication rules
- ensuring harmony among team members regarding team objectives and values
- working with motivation of team and its individual members
- large-scale implementation of a coaching system
Main benefits
- implement or improve team coaching in a company
- increase team performance and effectiveness
- support translating company vision and values into practice
- enhance motivation of employees and change their attitudes
Intended for
- anyone who wants to develop human potential and achieve measurable results
- anyone undergoing changes
- companies who want to implement coaching as an effective means of managing and developing people
- companies who want to increase team effectiveness through coaching
Format
- team workshops
- on-site coaching (shadow coaching)
- working with feedback and realization
Time span
- depends on specific coaching type and assignment details
- half-day or one-day workshops
- individual interviews
For further information, please arrange a meeting with our consultant.
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Teambuilding
- Do you want to know your colleagues and your team better?
- Would you like to meet your workmates outside the workplace?
- Are you looking for an extraordinary experience?
- How do you ensure motivation and positive atmosphere at the workplace?
Key subjects
- getting to know yourself and others
- experience based techniques
- finding team strengths
- how to enhance teamwork
- resolving and analysing difficult situations
- innovative ways to gain knowledge of self and others
- recommendations on improving team effectiveness
Main benefits
- know your colleagues and your team better
- deepen relationships within a team
- increase the willingness to cooperate within a team
- find your teams’s strengths
- get recommendations on areas for development
- experience an innovative team development method
Intended for
- anyone working in a team
- open-minded people interested in unconventional approaches
- anyone who wants to know himself/herself and others better
- managers who want to develop a team
Format
- experience based activities
- indoor or outdoor activities
- different levels of physical challenge
- optional inclusion of MBTI personality typology
- intensive programme composed of various activities
- activity analysis
Time span
- 1.5 – 3 days (depending on customer requirements)
For further information, please arrange a meeting with our consultant.
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