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Training summary blc
The document outlines a comprehensive training program by Bob Longo Consulting, focusing on developmental planning, training needs analysis, and various training initiatives for employees in sales and organizational skills. It emphasizes continuous improvement, effective communication, and the use of competency-based interviewing techniques to assess candidates. Additionally, it covers topics such as sales processes, customer engagement, and the importance of body language in presentations.
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Training summary blc
- 1. Training Summary BobLongo Consulting (Making Learning Possible)
- 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 WorkWiths 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
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- 6. Training Initiatives Go-To-MarketStrategy 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 HireTraining Leader’s Guide Presentations
- 8. Training In SalesMeetings – 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
- 10. 10 A Varietyof Ready-to-go Modules
- 11. Samples Confidential Forexample purposes only 11
- 12. New Hire Training Bob Longo Consulting (Making Learning Possible)
- 13. Department Overview SupplyChain 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 AlignUS 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 theValues: Travel & Expenses Take Ownership Of Your Business Travel Business Travel Expenses
- 17. Continuous Improvement TrainingIntroduction Bob Longo Consulting (Making Learning Possible)
- 18. Why are youHere? To learn tools and techniques to achieve… 18
- 19. Five Principles ofCI 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 weAccomplish CI? Kaizen is the practice of continuous improvement Kaizen simply means change for better Clean air solutions 21
- 22. Filtration and Indoor Air Quality Bob Longo Consulting (Making Learning Possible)
- 23. The Air WeBreath 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?
- 25. U.S. Sales Update Indoor Air Quality
- 26. Maintenance Costs Apparent Expense Filter First Cost Hidden Costs Total Cost of Ownership
- 27. Prospecting and Understanding Personalities Bob Longo Consulting (Making Learning Possible)
- 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 PersonalityPatterns? 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
- 30. Quick View Extrovert Dominance Influencer Task People Conscientiousness Steady Introvert 30
- 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 Componentsof 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 SprintPosition 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