Bob Longo Consulting - Helping people do their jobs better, in order to make companies more efficient and profitable. An expert in adult education, who is proficient in: needs analysis, course design, support material development, facilitation and ROI reporting. Concentrating on developing comprehensive training programs that incorporate selling skills, product knowledge, computer and various self improvement programs.
2. Developmental Planning
Needs Analysis
– Vertical Slice
– Work With
Plan Training
– Audience
– Media
Delivery
Evaluation
– Follow-up Work With
– Mentorship
Go to Market
Strategy Vision
VP
Manager
Employee
Customers
Execution
Vertical Slice Interviewing
2
3. Staff Development
Decide on the best course of training
(Type of training determines delivery)
– Self directed
– Coaching
– In-house module
– Outside option
Borkes 53719 DAM X X X DAM training > Pivots
Burns 53117 OAM
Coigne 53115 DAM X X Sharing knowledge PERSONNEL REP
REP #
TITLE
PRESENTATIONS
COACHING
NEGOTIATIONS
STRATEGIC SELLING
EFFECTIVE COMMUNICATIONS
FINANCE
WRITING
Adler DAM Negotiations, Strategic Anderson 53704 DAM X X X X Presentations, Negotiation Askins 53116 DAM X x X X Personnel public relations
Balsamo 53702 DAM x x x x x Organization > Business Bertsch 53710 DAM x x x x x x x Presentations, PowerPoint
Bevan 54112 DAM x x x Presentations, Business Bond DAM
DEVELOPMENT PLANNING
3
4. 4
Field Work Withs
Name:______________________ Daily Schedule Date:________________
Time Account: Contact: Products: Purpose Sales Process
Objectives:
Employee's Own Goals:
Skills Reviewed:
Concepts Reviewed:
Improvement Opportunities:
Follow-up Training:
Pre-Call Sales Call
Call Evaluation:
Forward / Changed Professionalism
Sales Objective
Set Sales Process Objective Met Time and Territory Management
Brand Potential
Analyzed
Uncover
Needs Skills Culinary
Products Targeted Relationship Listening Communication
Samples Planned
Ask for the
/ Brought
Order Probing Attitude
Questions
Anticipated
Set-Up for
Next
Handling
Objections Preparation / Planning
Possible
Objections Post-Call Observing Rapport
Account
Knowledge
Computer
Use Presenter Skills Product Knowledge
6. Training Initiatives
Go-To-Market Strategy
Operator Targeting
Account Profiling
Selling Proficiency
Product Knowledge
Food Safety
Computer Skills
Hiring Process
Performance Planning
Sexual Harassment Training
Training Needs Analysis
Course Design
Strategic Selling
Negotiations
Classroom Facilitation
Code of Ethics Training
Meeting Planning
Organizational Skills
6
7. 7
New Hire Training
Leader’s Guide
Presentations
8. Training In Sales Meetings
– Selling Process
– Account Targeting
– Time Management
– Customized Sell
Sheets
– Presentations Skills
– Listening /
Questioning
– CRM Systems
– Team Building
– Segment Selling
– Overcoming
Objections
– Order Management
– Culinary skills /
Kitchen safety
– Negotiating
– Microsoft Training
8
9. Competency Based Interviewing
Why use Competences?
– Eliminates
misunderstanding
about past
experiences
– Prevents personal
impressions from
affecting evaluation
– Reduces applicant
“faking”
– What information do I
need to assess
behaviour?
How do I ask
questions to get
STARs?
– STAR
• Situation
• Task - What was the
situation or task
• Action – What
actions did you take
• Result – What was
the result
9
13. Department Overview
Supply Chain
Product Sales Inventory
Marketing
Forecasting and Planning
Central Purchasing
Customs Compliance
Transportation Management
Logistics Operations
Customer Administration
Order Management
Accounts Receivable
Billing and Invoicing
Credit and Collections
Cash Applications
Meter Reads
Service Contracts
Sales
Direct and Dealer Service
Sales
Global and Major account
Sales
High Volume Color Printing
Color laser Printers
Professional Services
Product Marketing
After Marketing
Pricing and Program Marketing
Promotions
Communications
Direct Marketing
Business Planning
Field Service Technicians
Installation
Preventative Maintenance
System Troubleshooting
Problem Resolution
Ongoing Service Support
Systems and Service Parts
Logistics
13
14. Executive Office
Align US business strategies with Company Limited
Define strategies that drive revenue and maximize profit
Remain competitive within the document Finance
solutions industry
products
Bring value to our customers
Promote and reinforce 's Vision, Mission and Values in all
business activity
Human Resources
Learning and Organizational Development
Facilities Management
Travel
14
Department Overview
Human Resources
Information Technology
Application Development
PC Maintenance
Datacenter Management
Telecommunication Infrastructure
Enhance Financial Performance
Assure Financial Control
Optimize Financial Operations
15. Live the Values: Take Ownership - Benefits
15
Take Ownership of Today And Tomorrow
With ’s Comprehensive Benefits programs
Medical
Dental
Vision
Life Insurance
Disability
Flexible Spending
Employee Assistance
Program
401(k)
Beneplace
16. 16
Live the Values: Travel & Expenses
Take Ownership
Of Your Business Travel
Business Travel Expenses
18. Why are you Here?
To learn tools and techniques to achieve…
18
19. Five Principles of CI Transformation
1. Value
2. Identify
Value
Stream
5. Seeking
Continuous
Improvement
Five
Principles
4. Pull 3. Flow
19
20. Five Principles – What it Means
1. Value
Value
What is the customer willing to pay for?
2. Identify the Value Stream
Identify Value Stream
The way the value is delivered, then reduce the wasteful steps
3. Flow
Make the remaining “value steps” flow without interruptions
using 1-piece flow, standard work, pull, 6-S
4. Pull
Pull
Triggering pull from customer needs
5. Seeking Continuous Improvement
Seeking Continuous Improvement
By challenging the current state
20
21. How do we Accomplish CI?
Kaizen is the practice of continuous
improvement
Kaizen simply means change for better
Clean air solutions
21
23. The Air We Breath
23
We eat 2 pounds of
food per day
We drink 4 pounds of
fluid per day
We breathe 48 pounds
of air per day
24. 24
Our Atmosphere
our atmosphere is constantly changing
Nature and Humans are responsible for:
•Generating
•Moving
several objects and things
How do we protect ourselves against these moving
objects ?
What are these objects?
How big these objects?
Could we see them?
Could we smell them?
28. CUSTOMER
BUY-IN
CONCEPTUAL
TCO VALUE
TAILOR SOLUTION
/ VALIDATION
PREPARATION
CONFIRM
DISCOVERY
DISCOVERY
DATA
COLLECTION
PRESENT
TECHNICAL / ROI
CUSTOMER
ACCEPTANCE
FORMALIZE
QUOTATION
NEGOTIATIONS
CUSTOMER
SATISFACTION
CLOSE AND
IMPLEMENT
PROSPECT
SUSPECT
Sales Process
29. Why Study Personality Patterns?
This will help you develop:
An awareness about yourself
Your ability to resolve conflicts
An ability to overcome
communication roadblocks
Your own leadership style
A more positive work relationship
A happier family environment
29
31. Developmental Planning
ACTIVE / OUTGOING
Dominance
or
Influencing
RESERVED
Steadiness
or
Conscientious
TELLS
“I”
Direct
Confident
Restless
Takes initiative
ACCEPTS
“He, she, they”
Calm
Supportive
Loyal
Team Player
PERSUADES
“We”
Friendly
Smiling
Touching
Optimistic
ASSESSES
“It”
Calm
Factual
Rational
Organized
May Clash
31
32. Sales Process
Suspect – Body Language
Bob Longo Consulting
(Making Learning Possible)
33. 33
Body Language
What are the non-verbal messages are
being sent?
– If your Customer is not Responsive or Reflective
it is not a good time to close
– How are they sitting? Leaning?
What non-verbal messages are you
sending?
– Face your Customer
– Make Good Eye Contact
– Lean Forward and Keep an Open Posture
– Nod, as it is the most effective gesture and
positive reinforcement we have
34. 34
Gesturing
Components of communication*
What effects people during a presentation
– 7% - Your choice of words
– 38% - The way you say it
– 55% - Your body language
*Mehrabian communication research
35. Body Language
Do your non-verbals match your message?
– Do you say one thing but your body language
says another?
Hand-Gestures give good signals
35
36. 36
Eager
Sprint Position
Open Legs
Feet Under Chair
On Toes
Responsive
Engaged
Leaning Forward
Open Body
Open Arms
Open Hands
37. 37
Reflective
Listening
Head Tilted
Lots of Eye Contact
Nodding
High Blink Rate
Evaluating
Strokes Chin Position
Looks Up and Right
Legs Crossed in 4
(Ankle on Knee)
Eyes - upward to the right
(their left).
Trying to recall memories.
38. Bob Longo Consulting
(Making Learning Possible)
Bob Longo
20 Maxal St.
Green Brook NJ 08812
Phone: 732 968 7808
Cell: 732 991 1379
E-mail: Bob_Longo1@Yahoo.com
http://www.linkedin.com/in/BobLongoConsulting