Leadership modules   2013
Upcoming SlideShare
Loading in...5
×
 

Like this? Share it with your network

Share

Leadership modules 2013

on

  • 288 views

 

Statistics

Views

Total Views
288
Views on SlideShare
288
Embed Views
0

Actions

Likes
0
Downloads
5
Comments
0

0 Embeds 0

No embeds

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

Leadership modules 2013 Presentation Transcript

  • 1. MI SALES ACADEMY LEADERSHIP MODULES 2013
  • 2. The MI Sales Academy Welcome! The MI Sales Academy has been designed around the modern business and for the modern business professional. It achieves this by providing a flexible, modular approach to people development. Based on practical and highly effective Mercuri methodologies, proven for over 50 years with thousands of clients, the content of each module has been specifically designed to address the real life challenges facing managers and leaders in the 21st Century. The Academy will support the long term development of your people in two key ways: 1. For those who require very specific development each module will focus on a core number of related topics which will be covered in detail. Each will be supported before and afterwards with related e-learning modules. 2. For those who require a long term development programme we will link various modules together to create a personal learning path, covering the critical topics in a time schedule tailored to the individual. We will also link various related e-learning modules in order to create a fully blended learning experience. Please contact Mercuri on 00 44 (0)1932 844855 and one of our consultants will be able to guide you on the most appropriate modules for your learning path based on your learning requirements. We look forward to welcoming you or your team member to the Sales Academy and wish you and them every success on the development journey.
  • 3. Sales Planning and Pipeline Management The Agenda (2 Days) Introduction and Objectives Setting the objectives for the participants. The Factors that Influence Sales Performance Defining the key factors that drive sales results and influence personal performance. The Sales Planning Process How to create a sales plan that captures the key factors of performance and defines how results can be achieved. The Sales Platform Concept Introducing the most powerful sales tool that Mercuri has, which is flexible and proven in almost all market sectors. It enables sales people and managers to balance short, medium and long term activity. Managing the Pipeline How to create and use sales tools that measure and manage pipeline opportunities in order to improve conversion rates. Implementing the Sales Plan How to gain acceptance and commitment to the sales plan. How to monitor and measure progress. Personal Action Planning How to implement the key learning points. Who Should Attend? This module is for Sales Directors and Sales Managers who have direct responsibility for leading and managing a sales team. The Key Outputs: A highly effective business planning process. A comprehensive sales activity management methodology. A clearly defined pipeline management process. Tools for measuring and monitoring performance. The Schedule 12th – 13th February 2013 Kettering Park Hotel 23rd – 24th April 2013 Kettering Park Hotel 10th – 11th September 2013 Kettering Park Hotel 22nd – 23rd October 2013 Kettering Park Hotel The Investment £1,099 + VAT (Excludes hotel costs)
  • 4. Sales Leadership in the Field The Agenda (2 Days) Introduction and Objectives Setting the objectives for the participants. Monitoring Results How to monitor and analyse the sales key performance indicators. How to recognise trends that influence decisions. Managing the Joint Visits How to adapt your role in the different situations in order to achieve the best outcome. Coaching or Managing? Knowing when to coach and when to manage and how to make the necessary changes. Developing a coaching approach that suits the individuals. Giving Feedback How to give feedback that is listened to and acted on. How to manage emotion. Recognising good performance Knowing what good looks like and how to replicate it across the team. Personal Action Planning How to implement the key learning points. Who Should Attend? This module is for Sales Directors and Sales Managers who have direct responsibility for leading and managing a sales team. The Key Outputs: A comprehensive criteria for evaluating an effective sales visit. A highly effective coaching guide. A detailed template for managing joint sales visits. A comprehensive feedback process. The Schedule 7th – 8th May 2013 Kettering Park Hotel 17th – 18th September 2013 Kettering Park Hotel The Investment £1,099 + VAT (Excludes hotel costs)
  • 5. Leading and Motivating the Team The Agenda (2 Days) Introduction and Objectives Setting the objectives for the participants. Leadership or Management? Recognising the difference between the two and understanding how to get the right balance. Leadership Style How to determine the most appropriate leadership style to get the most from your team. Using a self analysis to identify how to adapt your preferred style. Motivation How to analyse an individuals attitude to work and determine the key factors that influence motivation. How to use practical steps to influence motivation and attitude. Implementing Change How to recognise and overcome the key factors that prevent the implementation of positive change. Decision Making Using self analysis to determine your preferred style of decision making. How to improve the quality of decision making. Personal Action Planning How to implement the key learning points. Who Should Attend? This module is for senior managers or line managers who have to achieve their objectives through their team members. The Key Outputs: A comprehensive template for managing the motivation of individuals. A series of self assessment outputs to better understand personal behaviour. A personal guide for adapting leadership style. A detailed process for effective decision making. The Schedule 19th – 20th March 2013 Kettering Park Hotel 18th – 19th June 2013 Kettering Park Hotel 17th – 18th September 2013 Kettering Park Hotel 19th – 20th November 2013 Kettering Park Hotel The Investment £1,099 + VAT (Excludes hotel costs)
  • 6. Performance Management The Agenda (2 Days) Introduction and Objectives Setting the objectives for the participants. Setting Business Objectives Understanding the process that links objectives to activity and capability. Monitoring Performance How to determine effective performance indicators that focus on the right issues. Performance Review Meetings How to manage one-to-one discussions. How to deal with those who under-perform and those who perform well. Team Meetings How to use team events to influence performance. Training and Development How to identify the development needs of individuals. Examining the different methods of development. Time Management How to prioritise and knowing when to delegate. Personal Action Planning How to implement the key learning points. Who Should Attend? This module is for senior managers or line managers who have to achieve their objectives through their team members. The Key Outputs: A highly effective process for reviewing performance. A detailed template for improving individual and team performance. A detailed tool for identifying development needs. The Schedule 16th – 17th April 2013 Kettering Park Hotel 5th – 6th November 2013 Kettering Park Hotel The Investment £1,099 + VAT (Excludes hotel costs)
  • 7. Building and Influencing an Effective Team The Agenda (2 Days) Introduction and Objectives Setting the objectives for the participants. Responsibility and Authority How to empower the team members and get things done. Effective Communication Understanding the key principles of effective communication. Transactional Analysis How to adapt your communication style in order to influence others. Team Building How to develop the key components of effective team working. Undertaking the Belbin™ team role analysis. Recruitment and Induction How to develop the most appropriate programme to get new starters performing as quickly as possible. Effective Coaching How to use your personal input to achieve a change in behaviour and performance. Personal Action Planning How to implement the key learning points. Who Should Attend? This module is for senior managers or line managers who have to achieve their objectives through their team members. The Key Outputs: A comprehensive template for defining team roles. A highly effective communication framework for influencing the team. An effective coaching framework. The Schedule 8th – 9th October 2013 Kettering Park Hotel The Investment £1,099 + VAT (Excludes hotel costs)
  • 8. MERCURI INTERNATIONAL (UK) LTD 3000 HILLSWOOD DRIVE HILLSWOOD BUSINESS PARK CHERTSEY SURREY KT16 0RS TEL: 01932 844855 WWW.MERCURI.CO.UK