People Development

EXECUTIVE LEADERSHIP DEVELOPMENT

Success in today's complex global arena is challenging and the rules are changing. For an organization to compete globally, executive leaders will have to create an organizational culture in which everyone is challenged to seek innovative and improved methods of doing business. Leading today's organization into tomorrow's competitive arena will require teamwork, collaboration and speed.

To create and lead an organization that will maintain a competitive advantage during such turbulent times, many executives will have to transform an organizational culture that was founded on yesterday's paradigms. Priorities will have to shift and thinking will have to change.

Text Box: Critical Issues Covered: The Challenge of Leadership Valueship Vision Dealing with Change Organizational Alignment Goal Accomplishment Effective Planning Leadership Responsibility Understanding Human Potential Collaborating Building Teams Motivation Understanding Behavior Building Success Attitudes and Habits Communications

Text Box: The Results Are Measurable: Increased Market Share Maximized Return on Your Intellectual Capital Increased Shareholder Earnings Strengthened Focus on Attracting, Servicing and Retaining Customers Realized Even Greater Employee Contribution to Results Defined Strategic Direction Developed and Sustained Corporate Values

PEOPLE DEVELOPMENT

LEADERSHIP DEVELOPMENT

A leader combines the vision and curiosity of a dreamer with the practical engineering of a builder. A leader is goal directed, looking forward with anticipation toward the attainment of goals. Goals give meaning and purpose to life and serve as a continuous source of motivation in the pursuit of all activities. The capacity for leadership exists in everyone, but most people never take the time to develop it. Leadership is determination, courage, confidence and the ability to view a situation and respond to it.

Positive Leadership assumes that goals can be accomplished, the job can be done, the problem can be solved and obstacles can be overcome. Leaders create their own future because they have faith in themselves.

Text Box: Critical Issues Covered: Leadership and You Tapping Your Hidden Potential Motivation Behavior and Conditioning Attitude Development Personal and Organizational Goal Setting Roadblocks to Success Creative Power and Visualization Managing Your Time Communication Delegation Decision Making and Problem Solving

MANAGEMENT DEVELOPMENT

Management over the last quarter century has taken on many new and complex dimensions, and this trend is likely to continue. Advancing technology has created new and exciting possibilities in every organization. Progress creates challenge, and the challenge facing management today is: developing an organization that can meet tomorrow's goals while continuing to meet the daily challenges of today. To balance these organizational demands, managers need a systematic approach to their jobs. They need Management Development.

Management Development involves the what and how of training and understanding the why of a situation. The result is managers who are working because they want to and because they understand why and how they are essential to the organization's goals. These managers know that the goals can be achieved, obstacles can be overcome and problems can be solved.

This program makes Management Development not only possible, but eminently profitable. Individually, each manager reflects the behavior and attitude of a goal-directed manager. Collectively they form a powerful force that literally assures the achievement of corporate goals.

Text Box: Critical Issues Covered: Manager as a Leader Criteria for Goal Setting Order of Values Solutions and Action Steps Confidence Attitude Motivation Transactional Analysis Active Listening Timing and Decisions Management Communications Dealing with Negative Behavior Making the Most of Your Time Subordinate Development Creating a Problem Solving Environment Managing Through Goal Setting

SUPERVISORY DEVELOPMENT

In today's business, the supervisor is the "main link" between the company's goals and the people who must accomplish those goals. Because of the functions of supervisors and the major role they play, it is obvious that good supervisors are the key to the success of any organization. Many of the supervisor's daily decisions affect profits, attitudes and morale. With a role and a function of this magnitude, it would seem logical that the process of becoming a supervisor would require years of training. However, most supervisors have had little or no training in supervisory skills. Almost universally, today's supervisory force is made up of men and women who have been promoted from being a super worker to being a supervisor.

The Supervision process is a structured, open-ended, pragmatic approach to developing supervisors. It is not a teaching program, but a developing program designed to engage supervisors in a process that results in personal and professional growth. The development of more effective supervisors has a direct correlation to an increase in the productivity and profits of a company.

SALES DEVELOPMENT

Business in recent years has taken on many new and complex dimensions, and this trend is likely to continue. The field of sales has also seen some dramatic and far-reaching changes. Today's salesperson, as well as today's buyer, is better educated, more informed and has more options than ever before. These changes have created new, exciting and challenging possibilities in every organization. Sales Development is significantly different from sales training. In training, knowledge is transferred from one person to another. Development occurs only when knowledge is internalized, creating a behavioral change that leads to the expression of positive, results-oriented skills.

Today's business is sales-driven and today's salesperson is a key link to success in business. One element that distinguishes profitable companies from non-profitable companies is their ability to better develop their salespeople. The result is salespeople who sell because they want to excel, and succeed because they understand why and how to utilize their knowledge. The Sales Development process not only makes sales development possible, but eminently profitable.

CUSTOMER LOYALTY

Developing loyal Customers– not just satisfying your customer needs– is the critical difference in creating sustainable organizational success. Customer Loyalty should be the outcome of every Customer interaction. Creating unique points of connection for every Customer should be the goal. Customer Loyalty is a powerful competitive advantage. The value of loyal Customers is: they always return, they brag about your organization providing word of mouth advertising, they are willing to pay more for your product or service, and when there is a mistake loyal Customers are more forgiving.

Research tells us that the only way to create Customer loyalty is through an emotional connection. Unfortunately, in many organizations the Customer has become a low priority. When people are not treated according to their expectations, they will take their business elsewhere. What’s more, they relay their bad experiences to 10 or more people. The question then becomes not whether to improve your organization’s service standard, but how. Excellence in Customer service pays off dramatically to the bottom line in any industry.

TIME STRATEGIES

How can you manage your time? Well, technically, you can't. Time is time. A minute is a minute and an hour is an hour, and there's nothing you can do to change that. So "time management" as a term is actually an oxymoron.

The only thing you can do is make more effective use of the time you have. By now, we're sure you already know that involves setting priorities, planning your day, blocking off time for specific activities, tending to the important — not just urgent — activities, and other similar techniques. Knowledge itself isn't the answer — we all know what we should do, but very few actually do it. We are committed to help you start taking action on your knowledge.

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Text Box: “Your competition can copy every advantage you’ve got– except one. That’s why the world’s best companies are realizing that no matter what business they’re in, their real business is building leaders.” Geoff Colvin

Text Box: The Results Are Measurable: Being More in Control of Your Future Increased Revenue Increased Profitability More Personal Time and Freedom Enhanced Leadership Ability Clear, Focused Direction Results-Oriented Attitudes Developing Your Team Creating a Vision for Personal Direction and Decision Making

Text Box: The Results Are Measurable: Cohesive, Energized Teams Reduced Turnover Improved Organizational Profits Developed and Sustained Corporate Values Professional Expectations Accomplished Increased Market Share Increased Productivity Development of Positive Attitudes Visualization of Goals, Purpose and Vision

Text Box: Critical Issues Covered: The Roles and Functions of a Successful Supervisor or Team Leader Effective Organizational and Personal Goal Setting Developing Confidence Managing and Controlling Your Use of Time Understanding Human Needs Motivating Improved Performance Creating an Environment for Growth The Art of Listening Taking Corrective Action Delegation Decision Making

Text Box: The Results Are Measurable: Dynamic Teams Reduced Turnover Lowered Cost of Doing Business Strengthened Individuals Motivation to Perform Increased Revenues Increased Profitability Added Value to Processes

Text Box: The Results Are Measurable: Increased Sales Increased Market Share Strengthened Focus on Attracting, Servicing and Retaining Customers More Repeat Business Increased Share of Wallet Competitive Business Converted Increased Income Higher Profits for You and Your Company Maximized Balance Between Business and Personal Life

Text Box: Critical Issues Covered: The Need to Reinvent Yourself The Buying Process Building Attitudes for Positive Results Resistance to Change Prospecting The Role of Goals A Solution for Every Obstacle Referral Sources Center of Influence The Sales Funnel Communication Skills Appointments The Steps of a Sale Effective Questioning Techniques Building a Case for Action Effective Presentations Proposals

Text Box: Critical Issues Covered: Getting Organized The Importance of Meaning The Three D’s Goal Setting Investing Your Time Reacting vs. Acting Stress Management Procrastination Planning and Priorities Attitude Development Learning to Say No

Text Box: The Results Are Measurable: Reduction of Stress Development of Time-Conscious Attitudes Ability to Accomplish More in Less Time Increased Productivity Solidify Life Purpose, Vision and Values Enhanced Personal Balance Accelerated Goal Accomplishment

Prana Development Group

Text Box: “Around the globe, we currently face… a deepening leadership crisis in organizations. Unlike the possibility of plague or nuclear holocaust, the leadership crisis will probably not be the basis for a best-seller or blockbuster movie, but in many ways, it is the most urgent and dangerous of the threats we face today, if only because it is insufficiently recognized and little understood.” Warren Bennis