"People cannot be managed. Inventories can be managed, but people must be led."
H. Ross Perot, Founder, Electronic Data Systems
| Management and Supervisory Skills |
- Evaluating Performance
- Process of evaluation: year-round techniques
- Preparing the Review: Writing tips and techniques
- Presenting the Appraisal
- With or without performance management software
- Behavioral Interviewing
- Prepare for the Interview: define job requirements
- Conduct the interview: Identify examples of required behaviors
- Evaluate: Existence of critical behavioral qualities
- Coaching Skills
- Set expectations
- Providing feedback
- Establishing performance action plans
- Objective Setting
- Criteria for Objectives
- Categories for Objectives
- Prioritizing Objectives
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| Individual Development Skills |
- Time Management
- Deciding What to Do: Objectives and Priorities
- Deciding When to Do It: Planning and Scheduling
- Deciding How to Do It: Managing Interruptions
- Presentation Skills
- Deciding What to present: structure and approach
- Sending the Message: Words, way we say words and body language
- Enhancing the Message: Using visual aids for maximum impact
- Conflict Resolution
- Recognizing the conflict - before it arises
- Dealing with the Conflict: The "PEACE" Technique
- Managing Meetings
- Alternatives to meetings
- Preparing for Meetings
- Conducting Productive Meetings
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- Sales Training
- Introduction
- Setting the Scene
- Territory Planning
- Targeting Accounts
- Solving Business Problems
- Handling Objections
- Confirming the Deal
- Summary and Action Plan..............
- Telephone Sales Techniques
- Start the Customer Interaction
- Clarify Customer Requirements
- Meet Customer Needs Effectively
- Manage Customer Concerns
- Suggest Additional Items/Services
- Thank the Customer
- Role Plays
- Summary and Action Plan
- Sales Presentation Skills
- Introduction
- Setting the Scene
- Structuring the Content to Meet Customer Needs
- Sending an effective Message
- Using Visual Aids to Effectively Position Products and Services
- Ascertaining Audience Interest and Obtaining Feedback
- Dealing with Challenging Customer Situations
- Practice Presentations
- Summary and Action Plan
- Retail Sales Techniques
- Starting the Interaction Positively
- Identifying Customer Needs
- Recommending Appropriate Products
- Assessing the status of the Sale
- Suggesting additional items
- Closing the Interaction
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Client List
View our complete client list
AMD
- American Electronics Association
- Arbor Software
- Aspect
- Barakat and Chamberlin
- Bayer Pharmaceuticals
- Bell Microproducts
- Clarify, Inc.
- Cirrus Logic
- Diabdata
- Dolby Labs
- Excite
- FCI
- Fillamento
- Harmonic Lightwave
- HomeChef
- HSQ technology
- IBM
- IKOS Systems
- Inprise Corporation
- Intel
- Intuit
- Learning Solutions Alliance
- Medtronic Micro-Rel
- MDL
- NEC Electronics
- Netscape
- Network Associates
- Oracle
- PA Applied Biosystems
- POET Software
- Remedy Corporation
- Seagate
- Silicon Valley Bank
- Spectrian
- Sybase
- Talk City
- Teradyne
- The North Face
- The North Face
- Timberland
- Williams-Sonoma
- Wilson, Sonsini, Goodrich and Rosati
- Uniphase
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What some of our clients say about our Skills Building Segment;
"Susan worked closely with Timberland Retail to identify our training needs. Our objectives of improved professionalism and productivity for our store's managerial and selling associates have more than been met."
Tom Goehring,
Vice President, Retail
Timberland
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