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Click on a course link in the table below to jump to the brief description of that course. Click on the title (where available) of the course below for a more detailed description of that course. Applied Critical Thinking / ACT Time is a valuable asset in today's business world. The Applied Critical Thinking (ACT) workshop delivers powerful short-cut thinking tools in less time. The conceptual framework of this one-day workshop is built around Critical Thinking Skills which provide More Effective Solutions to important business concerns. The ACT processes give participants increased confidence to create and/or seize opportunities for improvement. Whether they are solving problems, creating new opportunities, making decisions with limited time and information or implementing plans, this Action Orientation will result in More Profitable Business Results as participants confidently demonstrate a bias for action. (1day) Change – Endings and Beginnings is a half or full day session that helps to provide a clearer understanding of what changes do to employees, and what employees in the process of change, can do to an organization. Change – Endings and Beginnings shows how to minimize the distress and disruptions caused by change, and how to look at future changes in the new light of opportunities being presented. (1/2 or 1day) Consulting with Clients provides market differentiation by equipping professionals with the tools and processes they need to shift from selling products to consulting about business issues. In addition, consultants will move from providing technical solutions to offering business solutions, with the goal of providing additional value and earning the right to obtain future business. This three-day seminar teaches consulting skills, models, and frameworks that are powerful and easy to use. Consultants learn to understand the clientÕs situation, form productive relationships, and influence clients in ways that promote meaningful change. The tools allow consultants to strategically examine the clientÕs issues and those of the clientÕs organization, resulting in fully developed solutions that address the real issues and enhance client satisfaction. (3days) The Counselor Salesperson (CSP) is a two or three-day seminar designed to help experienced salespeople (six months plus) gain knowledge and skills about the dynamics of an effective, customer-focused sales process. The Counselor Salesperson is enhanced by the optional use of the Customer Relationship Inventory. This research-based instrument provides salespeople with individualized feedback from their customersÕ perspectives along the four dimensions of Relating, Discovering, Advocating, and Supporting. It also provides a measure of overall customer satisfaction. The Counselor Salesperson helps salespeople understand the buyerÕs point of view in the buying process and introduces skills that move the buyer-seller relationship forward. The program consists of five distinct, yet integrated, units that describe the philosophy and processes of a sales approach from a problem-solving perspective. (2 or 3days) Creating Career Vitality is a one-day program that helps people add value, maximize career opportunities, and plan for the changing work environment. Participants will be able to answer key career questions including: Is this the right job for me? Am I adding value? Am I focusing on my strengths and managing my weaknesses? Is this the right company? Is this the right career for me? Creating Career Vitality is a process and a series of tools that help people discover their talents, define their purpose, and learn about the work environment that will support their purpose and talents. Once these factors are identified, participants will develop their career direction by creating a vision and defining the goals to achieve the vision. The Creating Career Vitality tools and process help participants take charge of their career by focusing on six key areas for developing career management capabilities. (1day) Creating Competitive Business Solutions Creating Competitive Business Solutions is designed for experienced sales professionals (at least one or two years), sales managers, and members of cross-functional teams responsible for sales support and provides a variety of processes and tools that help sales teams understand their customer as a business and provide solutions for enhanced performance. The program consists of nine sessions, full days and half-days of the following modules, which may be configured to fit the needs of the organization. Buying Behaviors and Value-Creation Strategies (One day), Linking Your Customer's Business Processes (Half day), Discovering Customer Critical Success Factors (Half day), Differentiating Business Solutions (One day), Linking Your Customer's Extended Enterprise (Half day), Strategic Business Calling (One day), Application Workshop: Developing Competitive Business Solutions (One day), Manager's Workshop: Leading Competitive Business Solutions (One day) (6days) Creating Team Mastery helps teams build understanding, open communications, and create alignment strategies to achieve higher levels of performance. Designed specifically for teams to experience together, it moves the team members through a unique team-building system, the Team Map, as a way to put to work the principles of effective collaboration. (2days) Customer Relationship Inventory The Customer Relationship Inventory measures how customers perceive a salesperson's abilities and skills to satisfy customer needs. This inventory provides a comprehensive, skill-based measurement of the four basic skills of the Counselor Process:
Salespeople distribute survey packets to customers who have made a purchase. Survey completion and scoring may be done manually via mail or fax, or electronically through an On-line Intervention Management system. Individual results are distributed during a development planning session or The Counselor Salesperson seminar. If used for organizational research, results are provided in both a written report and an executive presentation. Results can be used as a tool for individual development, as a basis for management coaching, or for guiding sales strategy. Diversity / Appreciating our Differences Quintessential Diversity is a one-day program providing continuous interaction within the group. Designed to focus on group exercises and/or work with case studies, Quintessential Diversity will help any organization build an environment where each employee feels able to contribute to their full potential. Diversity includes everyone! It refers to age, gender, race, ethnicity, physical ability, family status, geographic origin, education, personality, thought, tenure, sexual orientation, personal and corporate background, exempt or non-exempt, management and non-management positions, to name just a few. Quintessential Diversity focuses on the unique diversity of the individual, not on various groups. In this way, we can move beyond stereotypes and develop the skills and productivity of each employee. The participants are able to recognize the similarities, as well as the differences each brings to the group. Quintessential Diversity allows the group to identify issues of concern and to develop skills for creating solutions that assure efficiency and productivity through equity in the workplace. (1day) GOAL SETTING – GETTING BACK THE TIME OF YOUR LIFE! is the quintessential time management course. You will discover principles that will allow you to increase productivity in your personal and professional life, enhance your self-esteem, and accomplish those things that matter the most to you. Organizations will experience greater results and return on investment through having employees that are more focused on moving forward, not just moving! (1day) The Growth Leadership Inventory measures how individuals in a group perceive a leader's abilities and skills in building a strategically oriented, innovative, and collaborative culture. The leader could be a manager, supervisor, project leader, or anyone who provides leadership to a group of people. This inventory provides a comprehensive measurement of six basic skills, which fall into three categories: Collaborative Culture, Shared Vision, Mutual Influence, Leading for Growth is a 2-day program that addresses the skills outlined in the Growth Leadership Inventory (2days) High-Performance Team Workshop The High-Performance Team Workshop provides a series of tools and techniques that help individuals work together to develop a team identity. It helps the group move from a collection of individuals to a high-performing team. The 3-day hands-on workshop allows participants to address real organizational issues, while developing their skills. The emphasis of the workshop is on group fundamentals. Participants experience the three dimensions of team alignment: collaboration, communications, and commitment. They explore how a team operates when all members work together to resolve the problem facing them and address factors that affect their team communication. As a result of attending the program, participants will have an enhanced sense of team purpose and mission and will have developed team skills and appropriate group behaviors. In addition, they will have made progress toward solving a real problem they brought to the program. (3days) Inbound Sales Excellence is a five-module program designed to help call center representatives address the challenges inherent in their unique selling environment. This highly interactive program engages participants in learning and applying sales techniques and skills that improve customer interactions, which in turn helps create customer loyalty and increased sales for their organization. The program modules are: 1. The Customer Experience 2. Guiding the Call 3. Discovering Needs 4. Providing Solutions 5. Finalizing the Sale (2days) The Innovation in Action Series is based on the work of Dr. William C. Miller, principal consultant with Global Creativity Corporation, formerly S.A.I. Associates, Inc. He is the author of the business best seller, The Creative Edge: Fostering Innovation Where You Work, and Creativity, a self-instructional audio program. Innovation in Action provides the tools, skills, and processes for individuals, teams, and work groups to generate new ideas and implement innovative solutions. It consists of five modules and a half- to one-hour context-setting introduction, which can be configured in several different ways depending on the needs of the group or individual. The Case for Innovation(1/2 day), Innovation Styles(1/2 day), Innovation Tools and Practices(1/2 day) The Creative Journey (1day) Taking Initiative (1/2 day) Strategic Innovation Management (1day)- refer to Strategic Innovation Management Assessment Profile(SIMAP) (4days) Wilson Learning's Leader Navigator
The Leadership Survey is designed to provide managers with feedback about how the people who report to them perceive their leadership behavior and to measure the overall satisfaction of work-unit members, both personally and with the group. The purpose is to help managers learn how to improve their leadership performance and to positively influence their work unit's satisfaction and productivity. The Leadership Survey measures the following factors:
Leading for Growth is a two-day advanced program that challenges managers to rethink their role as leaders, shifting from traditional "heroic" managers to growth leaders who fully develop employeesÕ potential to achieve business results. Some of the original concepts were based on the work of David L. Bradford and Allan R. Cohen in their books, Post-Heroic Leadership and Managing for Excellence: The Guide to Developing High Performance in Contemporary Organizations. The program teaches leaders how to build a cohesive, shared-responsibility team where differences are valued and disagreements are raised and effectively resolved. It also teaches them how to use the skills of mutual influence to connect capabilities to strategies and the skills of supportive confrontation to eliminate behaviors that impede growth. Finally, Leading for Growth shows leaders how to build a shared vision with their team that guides strategy implementation. (2days) Leading from Within is a unique one-day workshop that explores the challenges of leadership and begins with a personal assessment by each participant of his or her own leadership principles, courage and actions. Participants then start the process of discovering and stating their own leadership qualities in terms of purpose, values, distinctions, and vision. Developing strategies for acting on these qualities enables participants to turn their vision of leadership into action. They will learn to leverage who they are as a leader and how to contribute greater value. (1day) Leading in Challenging Times (two-day) and Working in Challenging Times (one-day) help participants understand how people lose energy in times of change and what can be done to regain it. These programs focus on providing the skills and strategies to help leaders and individuals deal with the day-to-day aspects of change. Both programs provide practical and actionable tools and skills to help the workforce be at its best and effectively move through change. Working in Challenging Times and Leading in Challenging Times are each comprised of four units: Facing Challenging Times, Exploring Discretionary Energy, Taking Stock, Going Forward. (2days) This program is designed to address the needs of non-financial personnel to understand financial information. The program teaches the basic concepts of financial management within a typical business environment and a companyÕs financial system using exercises, illustrations and discussion. The two-day workshop emphasizes traditional financial reports from common business events, gain an understanding of the relationships between the financial reports, analyze departmental budgets and evaluate capital investment projects. The course is recommended for all employees, especially for managers and supervisors with little or no training or experience in finance. Objectives: 1. Learn the language of finance and accounting. 2. Learn to read and understand financial statements. 3. Understand the role of operating personnel in the financial reporting process. 4. Relate common company activities to financial reports. 5. Analyze financial reports using comparisons and rations. 6. Use financial information to better perform your job. (2days) Managing Employee Development allows managers to make continuous improvement and on-the-job development work. MEDÕs two-day workshop is designed to develop managersÕ skills in ways that will encourage employees to increase their productivity and enhance their personal fulfillment. The program focuses on four key activities that are essential if managers are to foster and manage employee development effectively:
Managing Sales Performance offers a comprehensive, hands-on approach to understanding the sales managerÕs role in improving individual performance. It provides knowledge and skills that are immediately applicable. It builds on the sales managerÕs own sales expertise, instills a thorough understanding of the principles of coaching and reinforcement, helps him or her understand the role of coach, and gives him or her tactical skills to develop a team of top-performing salespeople. When used with The Counselor Salesperson (CSP), Managing Sales Performance provides common language and values, promoting alignment with and attainment of an organizationÕs sales goals and strategies. Also, when used with CSP, it leverages and reinforces the return on training investment because managers are then able to coach directly to the Counselor Selling process. (2days) Managing Signature Service provides a coaching structure that reinforces the skills service providers learn in Signature Service: The Key to Customer Satisfaction¨. Managing Signature Service is a one-day program that focuses on helping managers reinforce and develop Signature Service behaviors in their employees-behaviors that respond to customer attitudes and create satisfied customers. It teaches service managers to communicate expectations in ways that support the Signature Service process, observe and reinforce positive behaviors, and encourage and support providers' actions. It is designed for new and experienced customer service managers, supervisors, and team leaders. (1day)
Meetings, An Agenda for Success! A middle manager, on average, spends 30 percent of his or her day in meetings; for upper level managers it can be 50 percent or more. The reality is we will attend many more meetings as participants than as leaders. When you add up the effective hourly rate of everyone in the room, meetings cost more money than any of us ever comprehended! These meetings will either positively or negatively impact the bottom line of any organization – and positively or negatively impact the attendeeÕs opinion of the person who calls those meetings. This program starts with the basics and is intended to change the attitudes, behaviors and culture of leaders, participants and organizations. This half-day or full-day program will focus on determining ROI, in addition to how to shorten meetings. If you could save 20 percent on meeting costs, or decrease the number of meetings by 20 percent, what would that mean to your organization? Quintessential Meetings is not about having fewer meetings – it is about making the meetings we do have more productive, valuable and efficient and will be an active vehicle for change.(1/2 or 1day) About the Expert: Dr. William L. Ury co-founded and serves as associate director of HarvardÕs Program on Negotiation. He is co-author, with Roger Fisher, of Getting To Yes: Negotiating Agreement Without Giving In, a two- million-copy best-selling book translated into 22 languages. His most recent book is Getting Past No: Negotiating with Difficult People. An internationally known specialist in negotiation and conflict resolution, Dr. Ury regularly speaks to corporate executives, labor leaders, diplomats, and military officers. His clients range from AT&T, IBM, and American Express to the Pentagon and the State and Treasury Departments. Negotiating to Yes is based on Principled Negotiation, a method of negotiation where people negotiate on the merits of the problem to reach agreements that are satisfying to both parties. It addresses the business issue of working collaboratively and maintaining good relations. This win/win approach differs from traditional thinking about negotiation where each side takes a position, argues for it, and makes concessions until they reach agreement–or compromise. Positional bargaining is usually win/lose, short term, and destroys the relationship. The five-step strategy of Principled Negotiation is a method of negotiating with integrity. It turns face-to-face confrontation into side-by-side problem solving. It is simple, efficient, and universally applicable. The Negotiating to Yes principles have proven to be highly successful in both business and social negotiations, particularly where significant outcomes are at risk. (1 or 2days) This workshop is a behavioral driven, results-oriented, two-day presentation skills workshop for all levels of employees. The value of this workshop to organizations is the observable, dramatic, improvement in the participant's ability to deliver effective presentations. Presentation skills are best learned by actually doing, rather than reading or listening to a lecture. During this powerful workshop each participant gives six presentations. All presentations are videotaped (and reviewed extensively) with both written and verbal feedback, in a supportive environment. Typically, the positive transformation that each participant undergoes between the first and last presentation is astounding. Presentations are more professional, concise, and interesting. Finally, information is communicated more effectively both inside and outside the organization. (2days) Problem Solving and Decision Making (PSDM) PSDM provides the information process and people skills your employees need to separate and resolve issues, create and act on new opportunities, utilize excellent judgment in decision-making and follow through with successful implementations. This 2-3 day dynamic workshop achieves an integrated approach in one hard-hitting, results oriented package. PSDM prepares your people to engage problems and opportunities rapidly and with the right tool or technique. Pre-work for this class includes identifying 3 real work issues participants are currently working on. During breakout sessions participants work in teams and utilize their new found skills to tackle these difficult problems often resulting in an immediate ROI of time and training dollars spent. Participants will complete the workshop with greater understanding of ; Meeting Planning Techniques, Group Effectiveness Critique, Cause Analysis Techniques, Creative Problem Solving, Systematically Making Decisions, Anticipating Problems, Planning and Implementing a Plan, Processing Questions for Analyzing complex situations to separate and prioritize into manageable concerns. (2 or 3days) Reinforcing Signature Service is a series of follow-up sessions for service providers who have participated in the two-day seminar, Signature Service: The Key to Customer Satisfactionª. The program is designed to reinforce skills and concepts learned in Signature Service. The sessions focus on participants' on-the-job successes and provide additional practice and performance support. Included in each session is an action planning section that encourages participants to use their skills on a daily basis. The program is composed of eight mini-sessions ranging from 45 to 90 minutes in length. Each segment includes large- and small-group discussion, a skill reinforcement activity, and action planning. Participants in Reinforcing Signature Service will further strengthen their customer relationship skills, and their organizations will increase the return on their investment in training. Repacking Your Bags is a one-day program that provides a process and tools to help participants understand what they carry around in their work, relationships, physical space, and view of life. They learn how to evaluate and rearrange their priorities and reframe their vision of the good life. Participants define their own vision of the good life in four areas: place, relationships, work, and purpose. They begin to understand what makes them happy, what is weighing them down, and how to choose the right balance for their lives in order to focus their energy on what matters most to them. .About the Expert. Richard J. Leider is one of the most widely read and nationally recognized leaders in the executive and career development fields. He founded The Inventure Group and has written four books–Repacking Your Bags: How to Lighten Your Load for the Rest of Your Life, The Power of Purpose, The Inventurers: Excursions in Life and Career Renewal, and Life Skills: Taking Charge of Your Personal and Professional Growth. Leider has consulted with numerous Fortune 500 companies on personal and team effectiveness and has helped thousands of people become architects of their own lives and careers (1day) Reports with Impact, a two-day workshop, will help technically minded people write effective reports and proposals for both technical and non-technical readers. Good technical documents affect multiple audiences. Participants at the end of the course will be able to: Meet the information needs of those reading the reports, Enable–even encourage–others to take action, Get right to the point with language appropriate for intended readers, and address the needs of all probable readers. (2days) The Sales Navigator system provides measures of both salesperson performance (Sales Navigator for Salespeople) and sales leadership performance (Sales Navigator for Sales Managers). Feedback is collected from salespeople, sales managers, peers, sales executives, and customers. It measures the ability of salespeople to develop sales superiority and the ability of sales management to support it. The Sales Navigator for Salespeople consists of 34 performance-anchored rating scales, grouped into 12 competencies. Sales Navigator for Sales Managers consists of 35 individual leadership items that define eight leadership competencies. Sales Navigator is a configurable measurement system that allows the diagnostic process to be customized to an organization's needs. As a configurable capability, Wilson Learning provides multiple options for every step in the measurement process. Selling Competitive Business Solutions Selling Competitive Business Solutions (SCBS) offers salespeople tools to eliminate low and no chance opportunities quickly, raising the probability they will win the business they decide to pursue and increasing the profitability of the business they win. The 4-day program is structured around four key dimensions of the strategist role: selecting opportunities, influencing the customer decision-making process, creating a competitive approach, and implementing a communications strategy. The underlying theme is the role of salespeople as entrepreneurs who develop strategies that expand their individual business in the context of the larger corporate strategy. Ensuring that organizations achieve the full benefit of SCBS requires the involvement of multiple levels of the organization. A comprehensive and effective program implementation includes the following elements: Executive Engagement, Business Context Configuration, Manager Preparation Session, Strategy Coaching Workshop, Opportunity Strategizer. Selling Competitive Business Solutions is enhanced by the Opportunity Strategizer, an electronic planning tool that helps salespeople identify and execute their selling strategies and serves as a communication tool for sales teams and sales management. A paper-and-pencil version is also available (4days) Sexual Harassment -Awareness and Prevention QuintessentialÕs Issues on Sexual Harassment is a half-day or full-day program that educates employees as to how damaging sexual harassment is to your work environment. The program creates an atmosphere which facilitates interaction, and a new awareness and a healthier understanding concerning acceptable behavior in an organization. QMIÕs Issues on Sexual Harassment is the perfect program to assist managers and staff in talking about the difficult issues that affect everyone in todayÕs workplace. (1/2 or 1day) Signature Service "The Key to Customer Satisfaction" Research indicates that five out of every six jobs in the 1990s will be in the service sector. To remain competitive, your business canÕt afford anything less than the highest level of customer satisfaction, and Signature Service: The Key to Customer Satisfaction¨ will help you reach it. This practical, results-oriented program helps service providers at all levels develop and apply the skills necessary to ensure customer satisfaction. Unlike other programs, it is not a rigid step-by-step script or process. Rather, Signature Service is dynamic, creating personalized approaches to service tailored to each individual customer. ItÕs the opportunity to create, develop, and maintain the kind of responsiveness that consistently satisfies customers and keeps them coming back. Signature Service: The Key to Customer Satisfaction puts your providers in control of their customer interactions. It shows them how to confidently satisfy all customers, and maintain their satisfaction. Signature Service is highly results oriented, and will have an immediate, measurable impact on your organizationÕs approach to customer service.(2days) As the workplace becomes more culturally, behaviorally, educationally, and philosophically diverse, more versatile interaction is essential to the success of your organization. Social Style Series helps participants improve interpersonal relationships with colleagues and associates. The set of modules provides a framework for the proven interpersonal tools that enable people to understand and work with individual differences in a variety of situations. Based on assertiveness and responsiveness, the Social Style model consists of four distinct interactive styles: Driver, Analytical, Amiable, and Expressive. Social Style Series helps participants identify their own style and the styles of others, and how to use this knowledge to develop far more effective and productive working relationships. Social Style Series can be presented in various combinations, modularly, or as a two-day program. Because Social Style Series is applications-based, the skills learned in the modules are practiced and reinforced with exercises in which participants apply the concepts within their own working environments. The modules include Dimensions of Social Style, Building on Social Style Differences, and Managing Styles in Conflict. For advanced application modules, see "The Power of Versatility" and "The Contributing Team Member". (2days) Strategic Innovation Management Assessment Profile (SIMAP) The Strategic Innovation Management Assessment Profile (SIMAP) is designed to measure the ability of the work culture to foster innovation, and to identify gaps and opportunities for improvement based on 16 factors. It is completed by management and members of intact teams and functional groups, and areas of alignment and misalignment are identified for the groups to focus on. It was developed as part of the Strategic Innovation Management module of the Innovation in Action Series program. The primary purpose of the SIMAP instrument is to provide a diagnostic of the degree to which the team and the "sponsor(s)" are aligned and to which each supports the specific innovation. The underlying assumption is that the team and the sponsor share responsibility for utilizing this interface for improved innovation. The team has the responsibility of initiating dialogue with the sponsor, while the sponsor has an obligation to initiate systems changes that make the team's efforts more productive and fulfilling. Alignment by the team and sponsor on the 16 factors to achieving innovation is essential for success. The value of SIMAP is that it helps organizations, team sponsors, and teams identify supports and barriers to the innovative process. As a result, they can focus development and change efforts on those elements where there is the greatest opportunity for improving innovation. For sponsors, SIMAP provides direction on how to become a less controlling and more empowering leader. For team members, SIMAP models how to take initiative in creating conditions for empowerment. Strategic Work Profilingª is a powerful and essential step in linking individual capabilities with business strategy. Through Strategic Work Profiling, you can identify the day-to-day behavior required to execute unique business strategies and communicate changing, future performance expectations. You also can build consensus and commitment to new performance expectations with tools that help individuals and their managers understand, demonstrate, and reinforce these new performance expectations. Supervisory Leadership Series (SLS) covers the major skills needed to lead and manage a work group and provides supervisors and team leaders with the opportunities to practice leadership skills in a safe learning environment. This 19-module program uses contemporary learning approaches like interactive presentations, discovery learning, personal application, skill practice, and individual action planning, giving participants the ability the to apply the concepts on the job. Modules can be combined in any combination or sequence, however, Working Styles precedes all but two modules. Modules Include: Meeting Leadership Challenges; Creating An Empowering Environment; Working Styles - Working with People Effectively; Managing Conflict; Communicating Effectively; Making Valued Contributions; Building High Performance Teams; Developing A Collaborative Mindset; Motivating For Results; Setting Performance Goals; Interviewing for Selection; Taking Smart Risks; Delegating and Directing; Managing Time Wisely; Coaching To Performance; Reviewing Performance; Assessing Training Needs; Team Decision Making; Problem Solving (4 Ð 11days) Technical professionals, project managers, and project supervisors will be more effective in supporting the needs of the client and their organization if they act as both technical experts and consultants. They will focus on client communications and business problem-solving skills that will lead to more productive client relationships and solutions. The Consultative Process introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultant and helps them generate greater alignment and commitment with the organizationÕs clients by using a win/win problem-solving approach. The Consultative Process examines a business relationship from the clientÕs viewpoint and addresses the four NOs that restrain the client from willingly engaging in the recommended solution, service, or product. The four NOs include: No Trust, No Need, No Help, No Satisfaction. Knowing how to effectively address each of the four NOs means the difference between a successful relationship and an ineffective interaction. The Consultative Process is a three-day program comprised of five units. The first unit, the Counselor Approach, introduces the problem-solving mindset and presents an overview of the consulting process. Each subsequent unit covers the concepts and skills of each phase of the consulting process. (3days) The Contributing Team Member is a one-day workshop designed to leverage the benefits of the different styles of team members. To create high-performing work groups requires the team to fully understand the importance of valuing the contributions and differences of each member. Participants gain a better understanding of how style differences affect a teamÕs performance and learn to appreciate the strengths that each Social Style brings to the team. Participants also learn to communicate more effectively with multiple styles. The Contributing Team Member helps teams leverage the diverse talents of team members for richer, more innovative solutions. The program is designed for individual team members who may feel that their own talents and the talents of the team as a whole are underutilized. This program deepens a teamÕs understanding of style differences and how these differences can be used more fully. It also provides skills to increase communication in order to achieve collaborative teamwork. (1day) The Leader-Manager provides a context for preparing experienced managers for their new role as leader-manager. The Leader-Manager focuses on the complex and paradoxical issues of todayÕs business environment. The skills participants develop in this program will help them create and sustain work units characterized by excellence, adaptability, and continuous learning. This three-day program is designed in a flexible, modular format so it can be taught in half- and full-day sections. The Leader-Manager includes the following seven modules: (3days)
The Power of Versatility provides the skills to experience successful one-to-one interactions with all members of an extended enterprise. It is an advanced application of the Social Style Series and The Versatile Salesperson. The program is intended for: Individual Contributors, Managers, and Salespeople. The program length is one day, divided into seven sections. (1day) Sales superiority in todayÕs marketplace is undergoing a revolutionary change. Traditional competition has been replaced by "hyper-competition," and achieving competitive advantage has evolved into a continuous process of gaining and regaining primacy in the marketplace. As a result, selling has become more customer oriented than ever before. Critical to a sales organizationÕs success is the ability of its people, regardless of their functional position, to work more effectively with their customers. The Versatile Salesperson is a two-day seminar designed to help salespeople and consultants develop the necessary interpersonal and versatility skills to adapt their behavior to sell the way customers like to buy. The first module, Adapting to CustomersÕ Social Styles, introduces the concept of Social Styles and versatility and emphasizes the importance of developing comfort with customers as a critical factor in advancing the sale. The second module, Adapting the Customer Interaction Process, provides an opportunity for participants to practice what theyÕve learned in the previous module and apply it to their real world. Participants are asked to prepare several cases of actual customers. On the second day, a simple four-phase sales process is defined and through a series of role plays and exercises, participants develop and practice high-versatility strategies for these customers. (2days) Due to its modular design, The Winning Salesperson sessions(11 modules, each _ day in length) can be configured to meet the needs of your sales force. Spacing out sessions over time allows participants to go back into the field and begin applying new skills and behaviors and gain valuable real-world experience. Each module is accompanied by video segments, which model "right way" and "wrong way" selling behaviors, and also contains specific Action Planning activities, designed to support the concepts and skills taught during the seminar. At the completion of each module, participants are given specific field assignments. These on-the-job activities are designed to assist participants in using the skills and behaviors learned in the classroom in their real world of selling. (5days) Quintessential Time Management is a one-day training seminar which teaches sound management principles of "time management" This program focuses on increasing productivity through value-based time management and is designed around the key principles of Prioritization, Goal Setting, and Planning. A specific time management tool is not addressed in this class. The principles will translate to various popular instruments available on the market today. (1day) Working in Challenging Times (one-day) and Leading in Challenging Times (two-day) help participants understand how people lose energy in times of change and what can be done to regain it. These programs focus on providing the skills and strategies to help leaders and individuals deal with the day-to-day aspects of change. Both programs provide practical and actionable tools and skills to help the workforce be at its best and effectively move through change. This one-day program helps individuals understand their own reactions to change and how those reactions can impact their energy. Participants learn how to discuss their reactions with their manager, team leader, or peers and begin to take actionable steps to address the challenges. Working in Challenging Times offers two versions. The corporate version is targeted for corporate or high-tech audiences. The manufacturing version is targeted for manufacturing or production audiences. (1day) A Professional Writing Skills Program! Learning to write does not have to be painful and stressful; it can be both informative and interesting as you refine an efficient process and create more effective products. To help you become more competent and confident when you write, these workshops–together as a two-day workshop or separately in half-day or full-day modules–address the following topics: Introduction to communications, writing mechanics, writing styles, and the overall process (2days) Note: Each curriculum listed above can be delivered in combinations of partial and full day sessions. Consult with your Quintessential representative to determine the best delivery schedule for your particular situation.
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