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Professional Management Processes

Read about "Managing for Growth and Profit"

Professional management training can dramatically increase your company’s profitability.

Paul can train you and your key managers on effective strategic planning, hiring and developing superior talent, developing workable systems, simplified but powerful employee training and inexpensive ways to create good company morale which will:

Significantly increase growth & profit 
Recruit and retain top-notch employee talent

Here are the management processes that work for smaller companies:

  • Strategic Planning

Developing unique selling propositions
Niche marketing
Uncovering high margin business

  • Hiring and Developing Superior Talent

    Recruiting
    Coaching
    Effectively dealing with sub-par employees
  • Developing Workable Systems

    Total quality management (TQM) processes
    Continuous process improvement
    Credit and collection procedures
    Cost and margin accounting
    Legal and human resources documentation
  • Simplified and powerful training

    The power of teams
    "Topgrading"
    Leadership training
    Organization & project management
    Customer service
    Strategic, conceptual and needs satisfaction sales training

  • Inexpensive morale boosters

    "A day at the races"
    Sales contests that don’t cost a lot of money
    Feedback from attitude surveys
    "Spend a day in my shoes"
    "The personal touch"

Sales & Sales Management Training

A professionally trained sales force can dramatically increase your company's revenues and profitability.

Paul can train your sales manager(s) and sales people in the powerful techniques of needs satisfaction, strategic, conceptual and power base selling. These techniques will equip your sales force to:

Uncover buyer needs and skillfully match those needs to your product or service offering
Maneuver through the labyrinth of complex high-level sales
Uncover red flags with helpful strategies to overcome buying obstacles
Achieve win-win closing results

Check out Paul's professional training steps that will help your company develop a powerful and effective sales force. The sessions will cover the following:

  • Sales travel / observation with top salesman
  • Strategic & conceptual sales training
  • Customized needs satisfaction selling
  • Various sales & sales management training
Components of building trust
Penetrating "high" levels
Minimizing wasted sales calls
Management tracking of sales activity
  • Individual sales coaching follow-up – ad hoc

"Topgrading"

Nothing your company does will be more important than hiring and developing superior talent.

Paul can train you and your managers how to use the powerful and scientific process called "Topgrading" which will:

Dramatically increase the likelihood of hiring top level employees
Dramatically reduce the enormous cost of making a "bad hire"

Here are the professional training steps that Paul will utilize to help your company become "Topgraded".
  • Recruiting
Recruiting manual
Recruiting process "steps"
Job description preparation
Telephone screen interview preparation
Application for employment review
Interview preparation training
#105 interview questions
Interview rating grid preparation
Reference check preparation
Picking the "right" leaders
  • Coaching
Career assessment guide
Psychological stages of "change"
Coaching "steps"
Personal development plan
  • Effectively Dealing With Sub-Par Employees
Counseling techniques
Standards of conduct
Corrective action
Performance improvement plan

Leadership Training

  • Leadership styles
  • "Emotional Intelligence" & leadership styles
  • Leadership styles & the workplace climate
  • Use of leadership styles based on situational management
  • Leadership definitions

The Power of Teams

  • Why teams fail
  • Team development steps
  • Building trust by the team leader
  • Team building techniques

Organization & Project Management

  • Importance of good time management & planning
  • Time management techniques
  • 6 steps to successful project management
  • Classic mistakes of project management
  • Defining & planning the project
  • Implementing & evaluating the project

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