2. Why RMI?
Resource Management International, Inc. has over 25
years of proven success partnering with hundreds of
organizations worldwide to develop state-of-the-art
leadership, sales, marketing and training solutions.
Strategic
Direction
Competencies
Organization
InfrastructureReward System
Organization
Behaviours &
Habits
Measurement
&
Accountability
3. The optimum mix of
training modalities and message delivery
that accelerates the transfer of learning
into top and bottom line productivity.
Resource Management International, Inc.
Blended Learning
4. If The Client Is Facing…
RMI defines productivity
issues as well as proven
solutions!
Lack of leadership?
Poor management skills?
Unclear direction?
Low motivation of employees?
Weak accountability?
Inadequate sales performance?
Resistance to change?
5. Resource Management International, Inc.
Blended Learning
Learning approaches that develops:
• Leaders who embrace change, inspire others and
drive innovation!
• Managers who motivate organizational efficiency,
effectiveness and productivity!
• Sales forces that consistently achieve stretch targets
and expand market share, even under harsh
economic conditions!
6. Different Issues Require Different Solutions
GAP Analysis
Business &
Performance
Objectives
Define Ideal Blend
of Direction,
Training &
Measurement
Tailor or
Individualize
Learning Content
Mastery
Of Critical
Behaviour
Change
Involve
Stakeholders
& Change Agents
Assess How
Your Team Learns
Best
7. Resource Management International, Inc.
Blended Learning
Right People Right Results
Right Motivation
Business
Strategy
Execution
Right
MeasurementRight Training
9. RMI helps you turn your challenges into success
stories with blended learning approaches
for all levels of your organization.
Identify Business
Challenges
Define Learning
Challenges
Characterize
Audience
Develop Learning
Objectives & Plan
Develop
Measurement
Create
Infrastructure
Develop Content
Launch Program
Track Progress
Measure Results
Reinforcement
Resource Management International, Inc.
Blended Learning
10. Leadership Development
L D P 1
Leading Change
• Leading Change
• Introducing Change Initiatives
• Motivating Associates to Let Go of
Previous Habits
• Goal Setting for Short Term Wins
• Inspiring Change
• Problem Solving Skills
• Being Present During the
Execution of Change
• Celebrating the Results of Change
• Ensuring a Return to Higher Levels
of Productivity
L D P 2
Leading Change
• Review of Successful Applications
• Problem Solving Issues Faced
Following LDP1
• Case Study Workshop: Case
Studies are submitted by
participants for analysis and
discussion
• Change Initiative Action Planning:
Creation of complete strategies
to deploy the changes required in
the case studies
• Leadership Skills That Build
Teamwork:
Creating Worthwhile Work,
Delegating and Cheerleading
11. Leadership Development
L D P 3
Managing Talent - Hiring
Skills
• Using Job Expectations to Define
Realistic Hiring Criteria
• The Process of Selecting Highly
Qualified Talent
• Interviewing Techniques
• Candidate Assessment Techniques
• Making the Offer
• Providing Feedback to Those
Qualified But Not Selected
• On-Boarding the New Hire or Newly
Appointed Manager
L D P 4
Resolving Underperformance
• Defining Underperformance in
Order to Resolve It
• Managing Conflict – A Pathway to
Success
• Using a “Decision Tree” to Select
Strategy
• Practicing the Motivational Skills of
Counseling Those Unwilling to
Change
• Coaching and Goal Setting with
Those Who Demonstrate Willingness
to Change
• Verbal and Written Communications
• Preparing and Executing the Exit
Strategy
12. Sales Management Development
S M D P 1
Leading High Performing
Teams
• Stepping Stones To Success
• Concepts and Practice of Management
and Leadership
• Managing People To The Same Standard
• Establishing Continuous Improvement
• Managing The Integrated Sales Process
• Communicating Expectations
• Motivating and Developing People
• Managing Conflict
• Coaching
• Maximizing Joint Call Activity
• Communicating Performance Appraisals
• Hiring The Right People
S M D P 2
Managing Over &
Underperformers
• Ongoing Process of Developing High
Performers
• Behavior Gap Analysis and Workshop
• Assessing Motivation and Workshop
• Prioritizing Improvement Areas and
Workshop
• Communication Strategy and
Workshop
• Using The “Decision Tree”
• Managing Change
13. Sales Management Development
S M D P 3
Fact-based Selection
Interviewing
• Defining Realistic Hiring Criteria
• Process For Selecting Highly
Qualified Talent
• Interviewing Techniques
• Candidate Assessment
Techniques
• Making The Offer
• Providing Feedback To Those
Qualified But Not Selected
• On-Boarding the New Hire
S M D P 4
Managing to Resolve
Underperformance
• Defining Underperformance In Order To
Resolve It
• Managing Conflict – A Pathway To
Success
• Establishing A Strategy
• Practicing the Motivational Skills of
Inquisitive Listening with Unwilling
Subordinates
• Coaching and Goal Setting with Those
Who Demonstrate Willingness to Change
• Confirming Direction In Writing
• Preparing and Executing The Exit
Strategy
14. Sales Management Development
S M D P 5
Implementing The Integrated Sales Process
• The Integrated Sales Process
• Preparation To Initiate Change
• Principles of Change Management
• Communicating the Initiative and Goal Setting
• Being Present During Experimentation with Motivation
• Recognizing and Rewarding Short Term Success
• Celebrating Long Term Productivity Gains
15. Consultative Selling Skills Development
I S P 1
Enhancing Sales Results
With The Integrated Sales
Process
• Why follow a “Sales Process”?
• The Integrated Sales Process
• Gathering Account Information
• Qualifying Short Term Sales
Opportunities
• Creating Efficient Quarterly
Strategies
• Allocating Time To Urgent &
Important Targets
• Planning Calls Using Proven Tools
That Guide Enhanced Results
• Action Planning – Establishing
Continuous Improvement Goals
I S P 2
The Integrated Sales
Process – Improving
Closing Ratio
• Successful Sales People
• Synchronizing with
Customer Behavior Styles
• Opening the Sales
Conversation with Impact
• Interviewing for Customer Needs
• Effective Demonstrations and
Objection Handling
• Closing The Sale
• Searching for Customer Satisfaction
• Action Planning – Establishing
Continuous Improvement Goals
16. Consultative Selling Skills Development
I S P 3
The Integrated Sales Process – Overcoming Objections
• Who Are The “Tough” Customers?
• Influencing Buying Decisions – Behavior Styles
• Influencing Buying Decisions – Customer Needs Analysis
• Types of Common Objections
• Preparing to Overcome Objections
• Overcoming Objections Skills Application
• Listening Skills
• Overcoming The Price Objection
• Action Planning – Establishing Continuous Improvement Goals
17. All of our programs are tailored to individual company
requirements. We have found that the most impactful
initiatives involve facilitated group sessions as well as
live and on-demand distance learning that accelerates
development of the knowledge and skills.
We have found that the blended learning approaches
stimulate accountability for achievement of business
and performance objectives.
Resource Management International, Inc.
Blended Learning
20. The Professional Team
Our commitment is to you and your success!
Chris Kennedy
is the founder and CEO of
Resource Management
International Inc., USA, and
consults with clients around the
world. He has been selling,
managing and training for over 40
years of his professional life.
Chris has developed thousands of
sales representatives, managers
and company leaders in order to
achieve their next level of
productivity. He is widely
recognized as a global expert in
the fields of training and
developing sales organizations.
Nedo Beširević
is the CEO of RMI d.o.o., Ljubljana,
with 24 years of experience in
sales, marketing and management.
He focuses his activities on
providing sales and management
teams in Central Europe with
custom-made training and
development solutions for teams
to reach the next level of
productivity in the fields of selling
and management development.
Nedo holds a Trainer’s License
from Resource Management
International Inc., USA.
Ricardo Pacheco
is a key member of RMI’s team and
specializes in the preparation and
execution of customized, blended
learning training and development
solutions designed to increase the
productivity of sales and
management teams. Ricardo
supports RMI’s clients through his
delivery of our customized training
and development solutions to
healthcare companies and other
industries in Latin America.
As a member of the RMI team, he
also provides business, territory
and product distribution support
to start-up businesses.
21. The Professional Team
Our commitment is to you and your success!
Codin Coman
is in charge of Romania and
Moldova and has over 23 years of
excellent results in sales and
general management, especially in
change and performance
leadership. He is specialized in high-
growth, start-up and turnaround
situations, achieving success
with/for more than 40 companies.
Codin holds an Executive MBA
degree from the University of
Washington Business School. He is
a trainer certified by the Romanian
education authorities and was also
appointed facilitator by Colgate-
Palmolive Global Sales Training.
Gordon Powers
is an experienced global sales and
marketing management
professional and provides the RMI
team and our clients with
knowledge and insight into the
best practices of the international
healthcare market. During his
tenure with leading medical
product companies such as
Johnson & Johnson, Medtronic
and Tyco, Gordon produced
significant sales growth through
sales and marketing development
in Canada, Colombia, Mexico ,
Taiwan, China, Singapore and
Puerto Rico.
Ciprian Damşescu
is an experienced sales and
marketing professional from
Pharmaceutical / Healthcare
industry, with additional
entrepreneurial expertise, which
is bringing a valuable contribution
to the organizations that are
embracing the change process
towards the next level of
performance in sales
management and leading teams.
Ciprian graduated the Medical
University in Bucharest, holds an
Executive MBA degree from the
University of Washington Business
School and is a certified trainer.
22. The Professional Team
Our commitment is to you and your success!
Ken Takahashi
has 25 years of experience in
sales leadership and training in
the Japanese healthcare market.
His selling, management and
executive experience in Japan
uniquely qualifies him to support
RMI’s Japan-based clients in
achieving their next level of
productivity. He has enabled our
clients in Japan to enhance
productivity in the areas of sales,
sales management, business
strategy and leadership
development.
Jim McLean
supports RMI’s clients with practical
experience gained in sales, marketing,
and training positions within the
healthcare industry. His 30 years of
experience enhance his ability to transfer
the fundamental concepts of
communication to enhance sales
effectiveness and efficiency. Jim adds the
specific competencies of strategic
planning, professional education program
development and marketing skill
development to the RMI portfolio of
services. His breadth of consulting
extends beyond North America into
Asia/Australia region.
23. RMI Global Offices
RMI Europe d.o.o.
Periška cesta 4D
1000 Ljubljana, Slovenia
Phone +386 31 317 533
nedo@rmiinc.eu
www.rmiinc.eu
Resource Management
International, Inc.
P.O. Box 400, Oldwick,
New Jersey, USA 08858
Phone +1 908 439 9770
chris@rmiinc.net
www.4rmi.com
RMI Japan
Banchou Heim 419
1-2 Nibanchou Chiyoda-ku
Tokyo, Japan 102-0084
Phone +090 5991 5946
kenmichitakahashi@nifty.com
www.4rmi.comRMI Romania & Moldova
Str. Londra 26, ap. 1, sector 1
Bucharest, Romania, 011764
Phone +40 727 000 069
codin@rmiinc.eu
www.rmiinc.eu
RMI Latin America
Rua Barao do Triunfo, 1302 - 81
Sao Paulo, SP - Brazil
Cep 04602-005
Phone +5511 8294 6603
ricardo@rmiinc.net
www.4rmi.com
