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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.

The Principles of the New Development Strategy
The New Business Development Strategy taught in these seminars takes as its core objective development, the transformation of Traditional Business Development Strategies. It recognizes that an integral part of successful business development is the increase in sales volume. When utilized properly, the new business development strategy will not only increase sales, but also morale. It can and will be sustainable if used consistently, thus strengthening the organization. By attending you too can begin to make use of this valuable material in order to establish a group focus for your company’s future.

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.

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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