Wilson Learning International was initiated 40 years ago in the US and is now
the world’s biggest global executive develop...
Wilson Learning Bulgaria has been fully operative since
early 2006 with a team of accredited consultants who own a
valuabl...
Mission...
Helping
H l i people and organizations achieve performance
          l    d      i i        hi       f
        ...
Human Performance Improvement Process

        Prepare                                  Apply                Develop
     ...
Areas of Expertise


                                    Energizing People to be
Developing Leaders
                      ...
Impact of HPI Approach on Sales Productivity
The Wilson Learning Sales Effectiveness Model
Sales Effectiveness Span

                  Strategist Focus           Consultant Focus



           Selling Competitive ...
The Counselor Sales Approach and its Impact on Sales Effectiveness




•Salespeople received basic selling skills training...
i i
 Negotiating to Yes

                                         y                  g
  Based on the work of Dr. William ...
Sales Effectiveness Suite
 The Counsellor Salesperson
 Physician Focused Selling
 Counselor Prospecting
 The Consultative ...
Customer Service Excellence Suite

   Signature Customer Service: The Key to
   Customer Satisfaction
   Managing Signatur...
The Wilson Learning Integrated Leadership Model

                                                          Growth Leader

...
The Leadership Growth Curve

  Formative             Normative               Integrative

Development Focus       Alignmen...
Leadership Eff ti
                                L d hi Effectiveness T i i S it
                                        ...
The L d
Th Leader- M
           Manager P
                   Perspective
                          ti
                    ...
Individual & Communication Effectiveness


•   The Leader Manager
•   Leading for Growth
    L di f G          th
•   Buil...
Assessment and Measurement for Selection and Development

                   Define                  Strategic W k P fili
...
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Wl Capabilities

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Wl Capabilities

  1. 1. Wilson Learning International was initiated 40 years ago in the US and is now the world’s biggest global executive development provider. With more than 3.000 accredited trainers present in 38 countries, Wilson Learning has been supporting leading organizations from all industries achieve measurable business objectives through Leadership & Management, Sales and Customer Service modular content supported by measurement and assessment know how and technology. Athens Amsterdam Sofia Copenhagen Helsinki Istanbul Johannesburg London Lund Madrid Milan München Oslo Paris Bucharest Stuttgart Belgrade Stockholm Bogota Buenos Aires San Juan Santiago Minneapolis Orlando Atlanta Boston Chicago Detroit Los Angeles New York San Francisco Seoul Singapore Bangkok Hong Kong Kuala Lumpur Tokyo Fukuoka Nagoya Osaka Sydney Brisbane Melbourne Wellington
  2. 2. Wilson Learning Bulgaria has been fully operative since early 2006 with a team of accredited consultants who own a valuable business and line management professional background and are able to conduct Development Solutions in the local language. Until today in Bulgaria we have successfully supported financial, bank, pharmaceutical, FMCG and industrial organizations.
  3. 3. Mission... Helping H l i people and organizations achieve performance l d i i hi f with fulfillment Wilson Learning will integrate systems to link human capabilities and company strategy for business impact.
  4. 4. Human Performance Improvement Process Prepare Apply Develop Client Organization New Capabilities the Target Audience Manager Involved Manager Involved Prepare Plan Target Audience Practice Activities • Information Sheets • In Office and In Field Pre-Work Apply Practice Activities Skills • Planners Training Execute Learning Resources • Information specific to development Adopt Implementation Evaluate Guides • Planner Reflection 6 Weeks • Behavior Check List Pursue Target Opportunities to Close • Opportunity Win/Loss Impact Evaluation • Performance Tracker Manager Involved Manager Involved
  5. 5. Areas of Expertise Energizing People to be Developing Leaders Successful and Fulfilled with Character and Skill Turning Salespeople into a Competitive Advantage
  6. 6. Impact of HPI Approach on Sales Productivity
  7. 7. The Wilson Learning Sales Effectiveness Model
  8. 8. Sales Effectiveness Span Strategist Focus Consultant Focus Selling Competitive Creating Competitive Business Solutions Business Solutions Consulting with Clients Negotiating The Versatile to Yes Salesperson CSP/CP Inbound Sales Excellence Managing Sales The Sales Performance Navigator
  9. 9. The Counselor Sales Approach and its Impact on Sales Effectiveness •Salespeople received basic selling skills training • Salespeople received consultative selling skills training (on the above skills plus a structured process for establishing a consultative relationship) • Salespeople received the consultative approach plus specialized advanced consulting skills: - analysis of the impact of switching costs on a customer’s buying Decision - how to analyze a customer’s value chain - how to determine industry and customer critical success factors - how to have a strategy-level discussion with senior executives
  10. 10. i i Negotiating to Yes y g Based on the work of Dr. William Ury of the Harvard Negotiation Team Teaches how to focus on the interests (as opposed to positions or price) Build skills in questioning, listening, problem-solving, persuading and countering bargaining tactics. g g g © Wilson Learning Worldwide Inc. Dr. Ury Intro Dvd
  11. 11. Sales Effectiveness Suite The Counsellor Salesperson Physician Focused Selling Counselor Prospecting The Consultative Process Consulting with Clients Turning Information into Sales: An Approach to Advanced Discovery The Versatile Salesperson Negotiating To Yes Inbound Sales Excellence Sales Advantage Portal Creating Competitive Business Solutions Aligning Sales Process with Business Strategy Buying Behaviors and Value Creating Strategies Discovering Customer Critical Success Factors Linking Your Customer’s Business Processes Differentiating Business Solutions
  12. 12. Customer Service Excellence Suite Signature Customer Service: The Key to Customer Satisfaction Managing Signature Service Inbound Sales Excellence (for Call centers) The Power of Versatility Consulting with Clients The Consultative Process Building Relationship Versatility: Social Styles at Work
  13. 13. The Wilson Learning Integrated Leadership Model Growth Leader Performance Leader Strategic Leader
  14. 14. The Leadership Growth Curve Formative Normative Integrative Development Focus Alignment Focus Change Focus Leading f for Leading f from Within The Leader Manager Performance Leading for Growth Leading in Challenging Building R l ti hi B ildi Relationship Times Ti Versatility Creating Team Mastery Innovation in Action Negotiating to Yes Front-line Front line Manager Middle Manager Senior Manager
  15. 15. Leadership Eff ti L d hi Effectiveness T i i S it Training Suite Leadership Effectiveness Leader Navigator Performance Leadership Growth Leadership The Leader Manager Leading For Performance Leading From Within Leading For Growth Interviewing for Selection Coaching for Performance Working Styles Managing Conflict Leading in Challenging Times Communicating with Purpose Meeting Leadership Challenges Negotiating to Yes Delegating with Confidence Managing Time Wisely Motivating for Results Building High Performance Teams Problem Solving Managing Styles in Conflict Goal Setting for Success Reviewing Performance Creating an Empowering Environment Taking Smart Risks Creating Team Mastery High Performance High-Performance Team workshop Managing Human Performance The Leader Manager
  16. 16. The L d Th Leader- M Manager P Perspective ti Leadership and Management Integration Leadership Management Fulfillment Performance “Why?” “How?” Inspiration I i ti Clarification Cl ifi ti Service Financial Factors Strategy Operations Breakthrough Improvement Versatility Consistency Alignment g Accountability y
  17. 17. Individual & Communication Effectiveness • The Leader Manager • Leading for Growth L di f G th • Building Relationship Versatility: Social Styles at Work y • Social Style Series • Leading from Within • Consulting with Clients • The Consultative Process • UPFRONT: Persuasion through Presentation
  18. 18. Assessment and Measurement for Selection and Development Define Strategic W k P fili St t i Work Profiling Attract Realistic Job Previews Screen Performance-Based Interviews Telephone Assessment Select Performance-Based Interviews Assessment Centers HIRE Pre/Post Measurement Tools 360 Feedback Develop Development Centers Certify Leadership Coaching Career Planning, Succession Planning Organisational Surveys Retain
  19. 19. The Wilson Learning Difference • Latest tested concepts • Researched models and validated technology • Complete range of products and capabilities • Integrated custom solutions • Results-driven learning • Global reach, local responsiveness • Distinctive subject-matter expertise • Local language capability • Measurement capability
  20. 20. Thank Y Th k You Please contact us at: Wilson Learning Bulgaria Tel: 02/ 962 8659 Tel/fax: 02/ 962 8347 T l/f / 6 8 office@wilsonlearningbulgaria.com www.wilsonlearning.com

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