Courseware Library

How to Prepare, Organize, and Present a Compelling Business Report (classroom, e-Learning)

Sharing information in the form of a report is an integral part of most workers’ daily responsibilities. Put it in Writing helps employees to create reports that are consistently relevant, organized, credible, and professional no matter whether the message is intended to help improve work processes, resolve an issue, or encourage a decision. Participants are given the opportunity to apply the techniques for
developing effective reports and hone their skills through numerous individual and group writing activities throughout the course. The program closes with practices on converting the content of a written report into a compelling presentation that leaves the audience with a positive impression and clear sense of the next steps.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour 10 minutes

Coaching for Performance (classroom, e-Learning)

Many managers claim they don’t have the time, the skills, the patience, or the need to do sales coaching. But in reality, creating a coaching culture will fundamentally change the way business is done. It will enable your organization to develop the potential of its sales team, retain its top performers, and multiply sales. And guess what Coaching doesn’t involve hours of classroom time, role playing, or a three-day retreat at a faraway conference center. In fact, it’s not that at all. Coaching is about building a trust-based relationship that’s focused on mutual growth, a little know-how about personal style, the ability to be flexible, and knowing when to seize everyday moments as learning opportunities. The seventh module of the in-depth Selling Essentials training series, Coaching for Performance targets the
skills sales managers need to be effective coaches throughout the selling process, from high-level planning in the early stages to tactical decision making later in the cycle.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour 10 minutes

Prospecting and Territory Management (classroom, e-Learning)

Ask any sales professional about prospecting and most will tell you it’s their least favorite thing to do. From figuring out how to develop a territory to finding qualified leads and making cold calls, it’s enough to cause even the most seasoned people to cringe. But prospecting is the vital first step in the sales cycle, and the key to success is preparation, practice, and confidence. Selling Essentials: Prospecting and Territory Management gives salespeople at all levels the know-how to tackle prospecting, maintain a healthy pipeline, and grow their business. Title two of an in-depth training series, this customizable classroom program and e-learning workshop is packed with helpful tools, including worksheet templates, qualifying checklists, practice exercises, strategies, and more.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour 5 minutes

Understanding the Sales Cycle (classroom, e-Learning)

Whether you are working with fresh faces or seasoned pros, there are usually gaps between where salespeople are in their development and where they should be. That’s why it’s a good idea to assess skill levels from time to time, establish a baseline, and have an action plan for improvement. Selling Essentials: Understanding the Sales Cycle is the first title in a series of learning experiences aimed at transforming your sales force into true professionals who are ready for any challenge. Filled with an assessment, activities, worksheets, action planning, and more, individuals can take an active role in their learning.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour

What to Ask and How to Listen (classroom, e-Learning)

They’ve mastered prospecting, scoped out hot leads, and succeeded in getting their foot in the door. But at this moment, they’re sitting face-to-face with their next (hopefully) new customer, and after an engaging opening, they stop and think, ‘hmm… now what?’ It’s time to shift the focus to the customer. Before your salespeople have the chance to jeopardize their next big deal, make sure they know how to keep the customer engaged, uncover their needs, learn their decision-making strategies, and know what not to say. Teach them what to ask—and how to listen. This fourth module of the in-depth training series shows salespeople how to ask the right questions, avoid communication shut downs, and learn valuable active listening skills that will move the customer relationship forward.

Program Length: 4 hours / Half Day
e-Learning Length: 55 minutes

Working Successfully with Others to Achieve a Common Goal (classroom, e-Learning)

Creative thinking, effective problem solving, increased productivity, job satisfaction, and more: the benefits of collaboration are significant, both for individuals and organizations. That is, when things run smoothly. But there is much more to collaboration than working side-by-side with people. There is an effective way to collaborate – and an ineffective way to collaborate. Believe it or not, sometimes it is the wrong choice altogether. That is because successful collaboration requires a combination of the right situation, well-honed skills, and an open mindset. Before the individuals in your organization attempt the next project, introduce them to Skillful Collaboration: Working Successfully with Others to Achieve a Common Goal. Its the soft-skills training program that will help them to make sense of the ins and outs of collaboration. From setting common objectives, defining roles, and establishing processes to communication strategies, troubleshooting obstacles, and building networks, Skillful Collaboration focuses on how to structure an effective framework that enables individuals to develop harmonious and productive working relationships.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour

Have you ever misunderstood an e-mail? You thought it said one thing, only to find out later that the writer intended something totally different. This is a daily occurrence and is often the result of relying only on words. Few of us really love to write, but it is a necessary part of most jobs. It is normally seen as a chore and a daunting task that we have to do. By learning the tricks taught in this course, you will actually spend less time writing and create a better document. Get back to the basics with this course and make sure your t’s are crossed and your i’s are dotted before sending out vital correspondence.

Program Length: 4 hours / Half Day
e-Learning Length: 57 minutes

Be the Boss Everyone Wants to Work For (classroom, e-Learning)

As a manager, overseeing employee performance is an essential obligation. Yet, it’s more than just ensuring a timely schedule of operations and quality production. Organizations that surpass expectations with unmatched success ensure employees receive the necessary support, resources, and
guidance to get the job done. In a study on employee retention, a number of respondents pointed the finger back at their manager citing behaviors such as a lack of recognition and an inability to meet commitments as some of the top reasons for quitting. It takes a special manager to increase employee engagement and satisfaction in the workplace—it takes a super manager.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour 25 minutes

In general, there are four basic purposes of communication: To inform, to persuade, to ask a question, or to learn. It’s as important to know what you don’t want as it is to know what you do want. In this course, you will learn the importance of assertive speaking – asking directly for what you need from others without being aggressive. You will discover techniques for holding others accountable while also creating and practicing the art of equitable compromise.

Program Length: 8 hours / One Day
e-Learning Length: 1 hour 27 minutes

How to Resolve and Minimize Workplace Disputes (classroom, e-Learning)

Is conflict an ongoing battle in your organization? Apparently, it is for most. A recent study reveals that
85 percent of employees experience conflict at work—a staggering 2.8 hours each week—ranging from
mild squabbles with teammates to explosive disagreements between managers.
Let’s face it. Conflict isn’t going to become obsolete anytime soon. But individuals can learn how to
handle it maturely and collaboratively with insight, knowledge, and the proper skills. And better yet,
organizations can actually benefit from conflict in the form of increased productivity and improved
relationships—that is, when it’s managed successfully.
This program introduces the different types of conflict, shows individuals how to communicate clearly
and tactfully, explores appropriate resolution strategies, and establishes a common-sense approach for
preventing unnecessary conflict.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour 15 minutes

What Every Leader Needs to Hear (classroom, e-Learning)

Successful leaders know there’s a significant difference between being a big talker and being an effective communicator. And they also know communication is the key to motivating and inspiring people. Talk Like a Leader cuts through the noise to focus on four key areas of leadership communication: Vision, Competence, Relationships, and Support. An interactive workshop chock-full of activities, action planning exercises, and takeaway resources, Talk Like a Leader is the learning experience that empowers
leaders with the skills and confidence to encourage enthusiasm, increase productivity, minimize miscommunication, and improve working relationships.

Program Length: 4 hours/Half Day
e-Learning Length: 1 hour

The Secret to Achieving High Performance (classroom, e-Learning)

Organizations know that every one of their employees is valuable and contributes unique talents and experience to each project or task at hand. So, comparatively, when employees come together as a team, the end result is typically even greater success—that is, when members understand how to work collaboratively. Effective collaboration not only helps to increase the quality of results, but also the productivity. Team Excellence is the training resource that ensures teams achieve these outcomes.
Participants fundamentally learn to CARE by discovering techniques for effective Communication, maximizing individual Ability, producing Results, and fostering Esprit de corps. Among these techniques, they learn to create synergy, set goals, cultivate accountability, and coordinate effective team building activities, effectively allowing them to achieve high performance.

Program Length: 4 hours / Half Day
e-Learning Length: 55 minutes

When dealing with issues such as employee performance, personality clashes, and conflict, the truth is that there are no quick fixes. Successful supervisors know it takes time to do what’s best for the long-term success of the organization, its employees, and even themselves. They also know that they can overcome almost any challenge by exercising the three keys: realism, restraint, and resolve. The Toughest Supervisor Challenges gives both new and experienced managers the supervisory skills, tools, and techniques they need to evaluate the situation at hand and choose the appropriate response.

Program Length: 4 hours / Half Day
e-Learning Length: 55 minutes

Inspiring and Motivating Others to Achieve New Levels of Success (classroom, e-Learning)

Transformational leadership creates important, positive change. It is grounded in the belief that inspiring others to focus on the greater good produces a level of excellence that exceeds results achieved by other forms of leadership. Successful completion of this course will increase your ability to carry out the four components of transformational leadership, identify your calling and share it with passion and purpose, develop the elements of charisma and share impactful stories with others, help others engage in critical thinking, implement ideas to encourage creativity and innovation, and make personal connections with your followers and encourage their growth.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour

Overcoming Doubts and Dilemmas
(classroom, e-Learning)

In the workplace, some people get stuck overanalyzing all of their choices—they want a spreadsheet packed with data before proceeding with any decision. Others swear by their intuition and have no data to back up how they arrived at a particular decision. How can you make a high-impact decision that is effective, practical, and successful? By having a clear objective, gathering and evaluating information in a structured way, avoiding common decision traps, and by using your intuition to confirm or question your decision. This course will enhance your confidence and skill at making—and implementing—tough decisions, allowing you to increase your value to your organization and actively contribute to its success.

Program Length: 4 hours / Half Day
e-Learning Length: 1 hour