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Advanced Management Training

301 Decision Making Framework

Determining maximum benefit within the acceptable risk.

Sometimes when we make decisions things get out of control and it takes too long to come to a decision. Groups or teams can have trouble with the various steps in the decision-making process.*

Learning Outcomes

  • Apply a sequential process to go from broad alternatives down to specific outcomes.
  • How to drill down to a specific course of action or recommendation.
  • Make decisions that represent maximum achievable benefit within your maximum acceptable risk.
  • How to preserve the manager’s judgment and inclinations.
  • Systematize the process so that fair hearings and objective determinations can be clearly demonstrated.
  • Possess a versatile and scalable process.

Key Issues Covered

  • How to create a decision statement.
  • Goals for establishing objectives.
  • Methods for gathering alternatives.
  • How to determine musts from wants.
  • Performing risk vs. reward analysis.
  • Techniques for evaluating risk.

*A systematic decision is the product of a great many smaller organized and summarized judgments. A version of this process was used by the British Army in 1912 and its roots can be traced back further to the ancient Greeks. Aristotle talked about looking for distinctions. This specific process was developed by Dr. Alan Weiss.

302 Innovation Process

Don’t just fix things. Endeavor to make them better by raising the bar and elevating standards.

  • Benefit: risk vs. reward analysis.
  • Cost: Cost may exceed return over the longer term.
  • Strategic Fit: Staying within strategic vision, goals, or direction.
  • Ease of Implementation: Determining how quickly the change initiative can be implemented.

This custom workshop can be tailored to the specific needs of any team or committee. Call today and let’s talk about how a formal innovation process can help keep your organization on the leading edge.

303 Succession Planning System

What does your business do when it loses key people? Do things move forward seamlessly or does the departure create a hole in your ability to continue smoothly? Do you have the bench strength, depth, resilience, and the ability to continue at the same high level when key people are lost?

Succession planning is the process of identifying and developing talent to replace leaders when they are promoted to new positions, leave the organization or retire.

This custom workshop can be tailored to the specific needs of any organization or team. Call today and let’s talk about how a formal succession planning system would stabilize the health and future growth of your organization.

304 Sales Manager Training

Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales goals for the area you’re managing. The variables that can impact your success as a leader are tremendous.

This is a custom workshop based on the gap between the current skill level of your sales manager and the organizational requirements of your sales team.

Call today and let’s talk about how providing formal training for your sales manager would benefit your sales team and your organization.



305 Sales Process Training

In order for sales managers to measure quality in sales, the manager must start with a well-defined sales process with specific process steps.

Is your current sales process producing consistent results the organization requires to meet growth demands?

This is a custom workshop based on the current status of your sales organization. Call today and let’s talk about how developing and implementing a formal sales process can help your sales manager and sales team meet and exceed sales goals more consistently.

306 Sales Call Training

Why do people buy?

People make purchases to meet needs or resolve problems. They decide to buy when the pain of the problem and desire for a solution has been built to the point where they are greater than the cost of the solution.

In order to close more sales, you must uncover and develop the buyer’s problems.

We never persuade clients of anything. Clients persuade themselves. Our function as sales professionals is to understand the issues that matter to our clients. We have to feel their problems just the way they feel them. We have to sit on their side of the table and look at issues from their point of view.

This is a custom workshop based on an assessment of the skills of individuals on your sales team.

Call today and let’s talk about how formal sales training can help your organization meet and exceed sales growth goals.