Closing the Performance Gap
The challenge that most people face is not so much knowing what to do, but doing what they know. The typical manager that goes to a convention or seminar will get fired up with new information and return home ready to change the world. What happens then is both tragic and predictable; every day life immediately intercedes and within a couple of weeks that “fired up” manager is back to business as usual. While the new information and ideas were stimulating, there is really no change in the way they operate their business.
The Kirkpatrick Training Model identifies 4 levels of success in learning.
1. Reaction (Did they enjoy the training and did it meet their expectations? This is measured by the typical one-page evaluation the attendees fill out at the end of the session.)
2. Learning (Did they actually gain new knowledge and information they can use?)
3. Behavior (Have they made changes in the way they work and can you identify specific behavioral change?)
4. Results (What is the specific impact on the business and have desired outcomes been met?)
Unfortunately, 90% of conventions and seminars only measure level one through a post-meeting evaluation form, largely because it is the easiest to accomplish and requires little ongoing accountability. However, levels 3 and 4 are where an organization sees very real results that impact the bottom line.
Behavioral change requires regular and consistent observation and communication over a period of time (usually 90 to 120 days). Results come as a result of behavioral change and can usually be measured easily though existing control processes (i.e. the budget, sales projections, etc).
This is a hands-on, interactive session that leaves each participant with a personalized set of goals, accompanied by an action plan that will be implemented upon their return home. A key piece of that will be an accountability system that the company validates to ensure behavioral change and an impact on results.
The tools I use in the session are very interactive (almost like games) but they drive home the primary points they have learned, which makes it easier to remember later on. We think in pictures and our motivation comes from personal experience and emotion. Think of the last session you attended at a Convention. Do you recall the bullet points in the PowerPoint presentation? Probably not. But I’ll bet you do recall an interesting or humorous story that made a point for you to remember. Emotion is a strait line to the brain and whenever you can attach new information to that emotion, you will have a much better chance of seeing it manifest to level 4 of Kirkpatrick.
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Taming the Tension
One of the primary reasons we have conflict is because of our natural instinct to see just one side of an issue: our own. This simple but powerful program helps individuals and groups develop the understanding and empathy to work through tough interpersonal conflicts. This course is designed to spark a lasting change that speaks to not only the individual, but also to the group. It builds fundamental skills that are crucial for effective teamwork and communication.
OBJECTIVES:
This program is designed to help participants:
Being Responsive to Customer Differences
Workshop Overview
It’s easy to forget just how much diversity there is among our customers. We get wrapped up in our own way of seeing things and rely too much on a single well-worn sales approach. This course reminds salespeople and managers how different customers truly are. It explains the DiSC ® model of human nature and helps people appreciate the distinct differences of each style. Participants learn to read the buying needs of different people and adjust the sales process accordingly. They gain insight into why certain customers are difficult for them, and they practice better ways to respond in those situations.
Objectives:
Maximizing Your Strengths as a Manager
Workshop Overview
Managers have an influence over other people. Their strengths can be a terrific benefit for the people who work for them. And of course, their limitations can trickle down to create frustration, confusion, ore even paralysis for those they manage. Because they have this effect on others, managers have a responsibility to know themselves. Through DiSC ® Behavioral Assessments, this workshop gives managers a safe, fun way to understand and organize the strengths and challenges that they bring to the table. They gain a greater appreciation for the impact that their behavior has on others, and they discover how their personal style is read and filtered by different co-workers. As a result, participants learn to maximize their strengths, making both themselves and the people they manage more effective in the process.
Objectives
This program is designed to help participants:
• Learn the DiSC model of human nature and its implications for their sales success.
• Appreciate the need to tailor their sales style to the preferences of their customers.
• Learn which strategies are most effective with different types if customers.
• Understand how to adapt their sales strategies instinctively.
• Develop more effective relationships with their customers.
This program is designed to help participants:
• Understand the strengths and challenges of their personal style
• Recognize their conflict behavior and its effect on others
• Appreciate all the different ways in which their behavior can be interpreted
• Bet feedback on their personal interaction style
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Adventures in Attitudes is a life-changing workshop that has been experienced by millions of people the throughout the world. Your life is an extension of your thoughts; you can never escape from yourself. That is the focus of the program -- you and your inner resources. Regardless of your age, occupation, or position in life, this program is for you.
Adventures in Attitudes will help you discover that you exist in a world of your own making, and that what you get out of the world is entirely up to you. Business owners have found that sending their employees through the AIA workshop changes the workplace environment and enhances the bottom line through increased customer satisfaction, enhanced employee morale, a revived "team spirit" and reduced employee turnover.
Let Adventures In Attitudes revive your workplace and your life!
"Adventures in Attitudes" is a registered trademark of Inscape Publishing.
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DiSC Based Workshops:
*Communication
*Conflict
*Interpersonal
*Management
*Sales
*Team
1. Improving Communication (Full-Day)
2. Adapting to Different Styles (Half Day)
3. Communication Effectiveness (Three Two-Hour Sessions)
1. Managing Conflict and Resistance (Full-Day)
2. Reducing Conflict (Full-Day)
1. Using your strengths to your advantage (Full-Day)
2. Building Greater Self-Awareness (Half-Day)
1. Maximizing Your Strengths as a Manager (Full-Day)
2. Recognizing and Removing Barriers to Performance (Full-Day)
3. Getting the Most From Your Key Contributors ((Half-Day)
1. Building a Sales Relationship (Full-Day)
2. Being Responsive to Customer Differences (Half-Day)
1. Improving Team Effectiveness (Full-Day)
2. Improving Team Motivation (Half-Day)
3. Team effectiveness Series (Three Half-Day Sessions)
What an energizing Sales and Marketing Seminar you presented for our Regional Meeting. You truly captured the necessity and purpose behind understanding the buying needs of today’s prospects. As always, your presentation was dynamic, informative, and entertaining. We look forward to scheduling more speaking engagements with you in the future.
Thank you for igniting the fire in us all.
- Robert J. Thompson, CHA, TMP
Days Inns Worldwide, Inc.
Director of Regional Marketing
Thanks to you for being there, being organized, and being informative and well-prepared for keeping all of us on our toes. I enjoyed your presentation and am looking forward to implementing everything!
- Jo Ann Baker, Embassy Suites Hotel
THANK YOU so much for your presentation on Understanding the Buying Needs of Prospects at this month’s Nashville Association of Sales Professionals meeting.
The straightforward approach you used really seemed to connect with our membership. The real world examples and stories were great. Your presentation was engaging, interactive, funny, and the handout was a great take-home. Our mission at NASP is to raise the level of professionalism and promote integrity for all within our chosen profession. Your advice will definitely help many achieve a higher level of both.
- Scott Metko
VP of Programs-NASP
Get Craig's eZine, The Performance Factor.
- Tom Hillman, COO, Musselman Hotels, LLC