Course Name

Management Delegation

Date: Tuesday, February 5, 2008 (8 AM - 11 AM) 3.0 CE Credits

Shortly before a football game the opposing team got possession of the Green Bay Packers playbook. Vince Lombardi said it did not matter that the opposition had his plan because his team would simply "out-execute" them on the field.

Execution separates winners and losers. Winning companies have a clear strategy: employees who understand their roles and responsibilities in the plan, and an accountability system that ensures the right things get done on time.

They have a disciplined approach to turning strategy into reality. Now you can learn how to bring this same discipline to your company, division, department or business unit at Management Delegation.

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Sales Execution

Date: Tuesday, March 4 (8 AM - 11 AM) 3.0 CE Credits

Today's sophisticated buyer can negotiate so many give-backs that the sale is hardly worth making. But you don't have to be boxed into a corner like that. There are sophisticated selling skills and processes you can use to create a win-win outcome for both you and the buyer. Now you can master these techniques at Sales Execution.

This unique seminar will show you how to counter pressure for price and other concessions by demonstrating value and building relationships. It will help you use specific human relations skills to prevent being perceived as a commodity; use Return on Investment (ROI) arguments effectively; and employ closing techniques that prevent the buyer from negotiating you to death an inch at a time.

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Influencing Without Power

Date: Tuesday, April 8, 2008 (8 AM – 11 AM) 3.0 CE Credits

If you're on the fast track – someone who has already moved well beyond his or her formal job description – you know how critical it is to be able influence those around you. You are expected to get results – mold a group into a driving force – without any real authority over most of the members because they come from all over the organization.

You need new skills to be effective in this environment – skills like winning trust, building credibility and influencing others to your point of view. These are exactly the types of abilities you will acquire at Influencing Without Power: Persuading Your Boss and Peers to Do What You want Them To.

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Successful Sales Leadership

Date: Tuesday, May 6, 2008 (8 AM – 11 AM) 3.0 CE Credits

"Fail to plan, plan to fail." Starting the day without a plan means the rest of the day will be spent reacting rather than acting. Leading our team with a plan improves our ability to achieve the results expected of us. We are responsible not only for the environment we create, but also for the processes that produce repeatable economic results. We are also responsible for coaching and developing our salespeople as well.

During this session, we will examine the people side of being an effective sale leader and the process side of being an effective sale manager. We will begin with ourselves and where we spend our time for the most profitable action. We will look at ways that we can stay focused on our priorities. We will discover a tool to help us understand what motivates individuals on our team.

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What Got You Here Isn't Going to
Get You Where You Are Going

Date: Tuesday, June 10, 2008 (8 AM - 11 AM) 3.0 CE Credits

You may think you're pretty special, having moved up steadily in your career - unstoppable, you’re going places. And maybe you're right; maybe you are special. But the specialness that has brought you so much success up until now may have blinded you to the things you're not so good at. You've succeeded on your skills, despite your shortcomings. So, what's wrong with you? Take an introspective look at yourself in this Dale Carnegie class based on Marshall Goldsmith's What Got You Here Won't Get You There.

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Effectively Managing Meetings & Presentations

Date: Tuesday, July 8, 2008 (8 AM - 11 AM) 3.0 CE Credits
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It doesn't matter what our career is, sooner or later we're going to be responsible for hosting a meeting or giving a presentation. If we are moving up the ladder in our professions, at some point we'll be managing a team, giving project updates, training clients, or giving any number of other business presentations.

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Planning & Execution

Date: Tuesday, August 5, 2008 (8 AM - 11 AM) 3.0 CE Credits

Creating the vision and the plan to move toward that vision is leadership. Leaders not only see the big picture and communicate it well, they break that plan down into the priorities and methods necessary to achieve group goals. In Good to Great, Jim Collins and his teams conducted exhaustive research on organizations from a variety of businesses to determine what makes companies move from being good to great. One of their key findings was that companies that prospered over the long term tended to be visionary. They knew their major strengths, and focused on the long term future. This was not just creating vision statements, but being visionary in planning and execution.

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Recruiting & Hiring Sales Talent

Date: Tuesday, September 9, 2008 (8 AM - 11 AM)
3.0 CE Credits

Sales managers have to constantly be looking for new sales professionals to hire. Ideally, instead of waiting until we have a sales position open, we constantly look for candidates to establish relationships that could lead to new employees when we need them. If we have done our job well in this area, we have pre-qualified candidates to contact when we need to hire new talent for our sales team.

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Negotiation - From Conflict to Collaboration

Date: Tuesday, October 7, 2008 (8 AM - 11 AM) 3.0 CE Credits

Nothing can de-motivate a productive employee faster than a dispute with another co-worker or manager. Conflict in the workplace can lead to a decline in productivity, peace of mind, and the overall well-being of the organization and the individuals involved. In this module, we will determine when mediation is necessary.

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Wild Card Class

Date: Tuesday, November 4, 2008 (8 AM - 11 AM)
CE Credits to be Determined

Class topic and speaker to be determined based upon class response and participation from 2008 class attendees.