THE MANAGER'S
FORUM: The Steppingstones to Successful Management
INTRODUCTION
Most sales managers come from a background of successful selling. However few
bring with them the necessary components that make up a successful manager.
The Manager’s Forum provides the requisite skill and knowledge
to increase the manager’s effectiveness allowing him or her to
increase sales force effectiveness and efficiency.
One
of Peak Performance
Training and Development’s largest research efforts was the
Manager’s Forum Seminar Series. We set out to identify the
factors that impacted the development of Business Owners, Presidents,
CEOs, Sales Directors, Business Development Directors, Sales Managers
and Project Managers. Peak Performance assessed and reported the
major variables that drove Management’s success and failure.
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The Manager’s Forum comprises of a series of half-day seminars that take place once a month. Seminars include:
The Communication
Forum—
Includes the Behavioral Modification Workshop
Understanding Egos
Style Analysis
Learning to Adapt
Time Management—
Includes Effective Goal Achievement Workshop
Holding Employees Accountable
Providing Support for Employees
Tracking Performance
Increasing Profitability—
Increasing Revenue
Decreasing Expenses
Increasing Margins
New Account Development—
New Account Penetration
Advertising & Promotion
New Market Penetration
Increasing Market Share
Sales Tracking
Strategic Account Development—
Effective Pipeline Management
Effective Proposal Writing
Converting Pipeline Prospects
Creation of a Referral Base
Sales Tracking
Identifying Producers: Promotion and Termination—
How to Identify Producers
Face-to-Face Interviewing
Interviewing Techniques
Pre-Hire Screening
Compensation, Incentives, and Promotion
Termination Tips
Protecting yourself from Employees who Quit
Protecting Company Trade Secrets & Methods
Protecting Yourself from Unjustified Unemployment Compensation Claims
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The Evolution of Exceptional Managers
A manager’s ability to visualize and develop systems, methods and strategies which provide lasting value to the corporation, evolve over time. Most managers experience vigorous learning curves with several plateaus. Progression through these learning curves represents a transformation from simply reacting to that of strategizing, developing and creating; from the applications of currently known technology to the state of planning and envisioning future directions based on their ability to foresee possible problems. The Manager’s Forum was developed in hopes that you will experience a real transition from reliance on basically logical, data-driven processes to more intuitive or experience-driven processes.
In the early stages of a manager’s career they generally deal with built-in, anticipated, easily measured elements of their job. As they develop as managers they transform to conceptualize and develop long-term systems and methods to increase productivity. During the course of the Communication Class you will understand the behavioral characteristics of yourself and more importantly others you are responsible for. You will find managing through behavior is more effective than managing through simply giving directives and commandments. In addition you will uncover the emotions that drive and motivate others in order to achieve objectives.
For any manager to excel they must possess a strong personal motivation, strong communication skills and intelligence. Sufficient time and experience are also important factors, which is why the Manager’s Forum is takes place over the course of one year.
In today’s marketplace, the successful manager understands that he or she is primarily responsible for building an organization within an organization. In the Manager’s Forum you will learn to develop an Individual Development Plan (IDP). This plan allows you to understand and develop the unique mix of skills and abilities one brings to any work assignment. An IDP also serves to provide today’s manager with a foundation for individual success.
During the course of the Manager's Forum we track the individual’s development process to determine the level of development the individual manager has attained.
As a Manager you should be aware that in order to succeed you first must accept responsibility not only for your job and job-related responsibilities, but more importantly for your own self-development efforts. This level is graded by your commitment to your tasks performed compared to the overall goals of the company and/or your direct superior. During the course of the Time Management Class you will uncover why you previously experienced difficulty in managing your most valuable asset—Time. We will provide you the tools necessary to make use of your time through prioritizing and differentiating pay time activities from non-pay time activities. Your personal commitment will be graded on observable levels of self-motivation and self-initiative. This means self-involvement in class as well as on the job.
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Self-responsible managers generally try to assess their own efforts from seeking the opinion of their boss or instructor, seeking feedback or positive criticism in order to improve. Subsequent courses detail the various vital components that any successful manager should master to increase their own personal efficiency, the efficiency of those that report to them, and most importantly, overall company efficiency and effectiveness.
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