7 Day Leadership, Management and Sales Programme

7 Day Leadership, Management and Sales Programme Session 1 – To manage themselves • Self-assessment of skills to benchmark strengths in leadership and management and areas for development • Administration of a psychometric profiling tool to identify behavioural preferences (energy, process of information, decision-making and approach to deadlines) to help them understand themselves better and how their behaviour may affect others • Discussion of the role and characteristics of a ‘leader’ to ‘role model’ behavior • Handling stress and pressure and resolving conflict • Group exercise to practice new leadership and management skills learned Session 2 – Develop a future plan & strategy and manage time • Strategic planning – using Egan business planning model to review mission, vision, values, business environment, customers and markets, products and services, core competences, critical resources and stakeholders. • Setting SMART goals and actions for the Management and wider team • Techniques for managing and controlling your workday (Time Thieves, Time Logs, Planning, Prioritising, Delegating, Consolidating tasks, Multi-tasking and Procrastination) Session 3 – To manage people • Development and presentation of team organogram to help discuss what is working well, challenges and how others could help • Use the ‘GROW’ Coaching Model to maximise impact of coaching sessions, one-to-one reviews and appraisals • What motivates employees and how to create opportunities linking in to what makes them tick • Identify how to give positive and constructive feedback • Identify preferred leadership style and when and how to adopt a range of leaderships styles (telling, selling, participating and delegating) to get the best out of people and the situation Session 4- To manage relationships • Practice of key skills to develop and nurture effective relationships (questioning, listening, feedback, communication, rapport-building, body language) • Administration of 360-degree tool to gain feedback from colleagues on ‘open’, ‘hidden’ and ‘blind spots’ • Group exercise to practice new team working and interpersonal skills learned • Networking – How to prepare to make most of their networking time, How to work a room professionally, How to build and maintain a networking circle • Stakeholder Mapping – the process of assessing a system and potential changes to it as they relate to relevant and interested parties Session 5 – To innovate and deal with the change • Enable participants to successfully transition through times of change by introducing the psychology of change and what are the drivers for change • Managing people through periods of change (confusion, denial, anger, negotiating, depression, testing and acceptance) and how to adapt approach • What are the different types of innovation and how to foster innovative thinking • Learn and practice a range of tools to think creatively – Brainstorming, Mind Mapping, SCAMPER, Storyboarding, 6 Thinking Hats, SWOT, Questioning Assumptions etc • Administration of Innovation Behavioural Profiling Tool to measure Innovation Capacity and Innovation Team Role Session 6 – Managing Sales • Asking questions to uncover ‘background’, ‘pains’ and ‘dreams’. Helping customers to understand the extent of the problem; impact on processes, other departments, processes, plans and budgets • Questioning skills – Practical exercises of building a portfolio of great questions to ask, role play and demonstrations of how different types of questions can be used to progress the sales process. • Understanding the decision-making process – who is involved, timescales, procurement process, evaluation criteria • Competitor Analysis and planning for potential strengths, weaknesses, opportunities & threats • Talking to the right people, about the right things and at the right time Session 7 – Key Account Management How to widen the contact base within an organisation and not become “stuck” within the boundaries of the immediate contact. • Delivering excellent customer service to encourage referrals and repeat business • What activities can we undertake to maintain customer relationships • Developing a contact schedule to keep in touch with our Customer Portfolio

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