The3 programmes in Smart Skills are:

 

1.       DrivingSales Excellence – Using the Sales Performance Assessment™ (SPA™)

2.       Creating the Ideal Sales Profile – Usingthe SPA™ Strategic Directions

3.       The Psychology of Selling – Using theMyer-Briggs Type Indicator® (MBTI®)

                                             

Theseprogrammes are a chance to step up your whole team to the next level of saleseffectiveness. They create high level awareness and behavioural change in salesprofessionals – objectives which cannot be achieved by standard salesprogrammes.

                                                                       

For more details, visitWallace AssociatesGoodreads Page.

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Objectives

· Usetechniques for creating persuasivematerial

· Shapematerial which is creative and convincing

· Controlyour nervousness and deliver in a confident manner

· Engageyour audience by using an interactive style

· Handlequestions from your audience using a 6 step model

· Presentpowerful body language

Content

Day 1

· Workin a class (12 people) to practise all the above key skills

· Takepart in several short exercises for body language, voice control and eyecontact

· Developa team presentation and use this twice during the day for critique, improvementand handling questions skills

· Forhomework you refine and improve your business presentation (which you preparedbefore class)

Day 2

· Breakinto a half class (6 people) and attend for half a day to deliver your 20minute business presentation

· Demonstratedelivery and question handling skills. Receive critique from your audience andthe trainer

Read more here about Wallace Associates Persuasive Sales Presentations.

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Uses the MDS 360® SalesAssessment

This assessment has 40behavioural questions which assess all the skills used by your sales people intheir daily sales roles. You may change these questions to suit any particularsales challenge in your company. The report can be a full 360, or just self andboss. It provides easy to read assessment data and a template for an effective personal developmentplan.

Objectives

· Use the MDS 360® to understand your development needs

· Agree on methods to improve prospecting

· Use techniques for effective consultations – listen more, speakless

· Understand your client’s need – don’t sell a product, create asolution

· Communicate persuasively and overcome objections to close deals

Content

Day 1

· Building your sales presence and impressing clients at theprospecting stage

· Building solid skills for asking questions, engaging dialogueand understanding client needs

Day 2

· Communicating your solution effectively using persuasivelanguage and energised delivery

· Moving the client to the commitment stage and closing deals

· Managing your sales funnel using your company’s CRM system

For more info, please visit Wallace Associates. It is alocally-owned career management and coaching firm, leveraging over 25 years ofbusiness expertise, to provide customized career transition / outplacement,executive coaching, and personal coaching services. Through our partnershipwith OI Global Partners, we can offer these services through over 200locally-owned offices in more than 25 countries. 

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MDS has a wide range of solutions for developing sales professionals in a B2Bsetting. These are arranged into 3 levels of complexity: Soft Skills, SmartSkills and Strategic Skills. All the programmes shown below are independent –which means the materials (and skills taught) in any programme are notduplicated or repeated in another.

These programmes are tailored to the client’sexact need. So the standard 2 day negotiating skills programme has beenexpanded by some clients into a 3 or 4 day programme – depending on thecomplexity of the sales setting. And case studies, role plays and exercises (atthe heart of all these programmes) are always specifically written for eachclient.

Many of the programmes are built around anassessment instrument. This really does raise the level of learning and makesapplication of new skills easier and faster.

For more info, please visit Wallace Associates. It is a locally-owned careermanagement and coaching firm, leveraging over 25 years of business expertise,to provide customized career transition / outplacement, executive coaching, andpersonal coaching services. Through our partnership with OI Global Partners, wecan offer these services through over 200 locally-owned offices in more than 25countries.

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Datafrom assessment instruments hasrevolutionised the way we assess and develop leaders and sales professionals.MDS has selected only the best instruments based on their:

·        Reliabilityand validity

·        Applicationsin the workplace

·        Credibletrack record

Wehave become a centre of excellence for the following:

·        MBTI®(Myers-Briggs Type Indicator®)

·        FIRO®  (Fundamental Interpersonal RelationshipsOrientation)

·        TKI®(Thomas-Kilmann Conflict Mode Instrument®)

·        LEA360™ (Leadership Effectiveness Analysis™)

·        SPA™(Sales Performance Assessment™)

·        IDI™(Individual Directions Inventory™)

·        GMI(Global Mindset Inventory)

Wehave also developed our own questionnaire, the MDS 360®, to give you a fast andeasy-to-use skills assessment for your leaders or sales professionals. This isnot a psychometric instrument but offers you raw data which is great to use atthe start of a development programme, and following the programme to build anindividual development plan.

Datafrom these instruments is used for:

·        Assessingcandidates for talent development

·        Understandinga present behavioural profile for assessment and development

·        Raisinglevels of self-awareness for personal and professional development

·        Buildingessential content for leadership and sales development programmes

·        Hiringcandidates (SPA™ and LEA™ only)

MDSdelivers the Certification Programmes for these instruments, which means youcan become a qualified practitioner then buy and administer these instrumentsfor your own programmes. You can then join a large alumni group of certifiedpractitioners to network, share ideas and develop advanced skills.For more info, please visit Wallace Associates. It is a locally-ownedcareer management and coaching firm, leveraging over 25 years of businessexpertise, to provide customized career transition / outplacement, executivecoaching, and personal coaching services. Through our partnership with OIGlobal Partners, we can offer these services through over 200 locally-ownedoffices in more than 25 countries.

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For your talent management toolbox MDS ispleased to offer 2 excellent assessment instruments which you should use whenhiring talent. These instruments are owned by Management Research Group®.  They are:

LEA™Candidate Report

The LEA™ (Leadership Effectiveness Analysis™)Candidate Report gives an excellent profile of the leadership behaviours whichthe candidate uses in the workplace. The report uses the LEA™ model ofleadership, 22 leadership practices arranged in 6 clusters: Creating a vision,Developing followers, Implementing the vision, Following through, Achievingresults and Team playing.

[Article Source:Leadership Development HiringTalent]

SPA™Candidate Report

The SPA™ (Sales Performance Assessment™) givesan excellent profile of sales behaviours which the candidate brings to thesales role. The report assesses 18 sales practices arranged in 3 clusters:Preparation, Contacting and Implementation. A fourth cluster, Drivers, showsyou what motivates this professional to sell.

These reports give a clear assessment of thecandidate’s assets and potential challenges and a list of questions to ask thecandidate during the interview.

UniqueCharacteristics

The LEA™ and the SPA™ have 30 and 20 year trackrecords (respectively) and huge amounts of data on the research database. Theseare highly valid and reliable instruments. Moreover the questionnaire used ispractically unique – using a “semi-ipsative” scoring system.

This guarantees that the answers given by thecandidate present an objective picture of the candidate’s behaviours. Thescores are presented in percentiles, so the report is clear and easy tointerpret.

Using theLEA™ and SPA™ Candidate Reports

To use these reports for hiring you simply needto attend an MDS half day programme, either “Leadership Best Practice” (clickLeadership Best Practice) or “Sales Best Practice” (click Sales Best Practice).You will then be approved to buy and use these reports for hiring.

Tips forthe Hiring Manager

As preparation for hiring you may wish to carryout a “Strategic Directions” or “Role Expectations” exercise to create theideal profile for the position. Please contact MDS for details of how thisworks.

Please note that you should consider anycandidate assessment as only one component of the hiring process. You also needto consider:

·       Priorwork history   

·       Resultsfrom the interview and skills tests

·       Relevantlife experiences 

·       Educationaland other qualifications

·       References

To improve your hiring skills (especially inthe behavioural questioning technique) please see the MDS Specialist Skillsprogramme “Smart Hiring”

If you would like to become a certifiedpractitioner of the LEA™ or SPA™ instruments please join MDS for the relevantinternational certification programme. Click certification programmes. You willthen be qualified to use the full range of reports for development ofindividuals and teams.

For more info, please visit Wallace Associates. It is a locally-ownedcareer management and coaching firm, leveraging over 25 years of businessexpertise, to provide customized career transition / outplacement, executivecoaching, and personal coaching services. Through our partnership with OIGlobal Partners, we can offer these services through over 200 locally-ownedoffices in more than 25 countries.

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Enhancingthe Company’s Leadership Capacity

- An executive coachingprogramme for executive leaderswhere personal and leadership effectiveness are crucial to the company’ssuccess

- Uses the LEA 360™ andMBTI® Step II Report to give a detailed leadership profile and an in-depthpersonal development plan

This programme is targeted for executives who,at this stage in their careers, need to be totally confident and comfortablewith their leadership style and enjoy being on the leadership stage. They willneed to be aware of how their leadership behaviours affect the people whocreate success for their business. In this programme they will learn whatmotivates them to lead and critically assess their present leadershipperformance. From this they will be able to craft a personal plan forleadership effectiveness.

The programme is run as separate coachingassignments for each executive team member and delivered over a 6 month period.Click Executive Coaching. It may also includeseveral half day sessions when the team meets for certain shared learningevents. These are usually:

- MBTI Step II reports(usually as part of the programme kick off).

- LEA Self Reports (todiscuss organisational culture).

- LEA Composite Profile(as a teambuilding event).

- Specificskills-building sessions for the LEA (e.g. Strategic, Persuasive, Excitement)

- Selected modules fromthe “Senior Leadership” programme.

- Selected modules fromthe “Specialist Skills” series. 

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TakingLeadership to the Next Level

Specially designed for those who are “managingmanagers” where people and intellectual skills are key for inspiring others

Uses theLEA 360™ (or LEA™ Self Report) to define a leadership profile

This 2 module programme enables senior managersto lead their business unit or function in complex and changing environments.They will need excellent people skills to inspire their team of senior people.To be successful senior managersthey need to know the effect their leadership behaviours have on others and theleadership profile they will need to create to be effective.

LeadershipCompetencies

·       Self-awareness

·       Strategicthinking

·       Creativity 

·       Coaching

·       Changemanagement

·       Crosscultural communication

LEA™Leadership Model

·       Creatinga vision

·       Developingfollowers

·       Implementingthe vision

·       Followingthrough

·       Achievingresults

·       Teamplaying

Module 1– Authentic Leadership

Day 1Understanding Your Leadership Profile

·       LeadershipPractices using the LEA model

·       AppreciatingYour Leadership Behaviours

·       Creatinga Success Profile for Your Job

·       Shapingup Your Personal Development Plan

Day 2Strategy and Influence

·       StrategicThinking

·       Strategyin Practice

·       Beinga Change Agent

·       BuildingNetworks of Influence

Module 2- Coaching and Change

Day 1Leading Change

·       ManagingAcross Cultures

·       ThePsychology of Change

·       LeadingPeople in Change

·       Managinga Change Project

Day 2Coaching for Empowerment

·       ManagingRemote Teams

·       Coachingfor Empowerment

·       HandlingDifficult People

·       CareerCoaching

For more info, visit Wallace Associates. It is a locally-ownedcareer management and coaching firm, leveraging over 25 years of businessexpertise, to provide customized career transition / outplacement, executivecoaching, and personal coaching services. Through our partnership with OIGlobal Partners, we can offer these services through over 200 locally-ownedoffices in more than 25 countries.

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