Methods

The seminar content is conveyed through input, individual and small group exercises and role plays and developed in workshop sequences.

The participants are actively involved during the training and set themselves concrete goals until the next module and then report on their progress, success and potential for improvement.

Duration

  1. Seminar 1: Strategic Leadership (2 days)
  2. Practical phase of 3-6 months
  3. Seminar 2: Motivating employees (2 days)
  4. Practical phase of 3-6 months
  5. Seminar 3: Managing your own sales department (2 days)
  6. Practical phase of 3-6 months

Seminar contents

Strategic leadership

  1. Wo will ich in 2 bzw. 5 Jahren stehen?
  2. Was ist die Vision meiner Abteilung?
  3. What are my concrete potentials that I am not yet exploiting?
    Using a typological instrument (Insights Discovery®).
  4. What are the real (changed) needs of the customers?
  5. Die Umsetzung neuer Strategien erfordert die Orientierung an KPI’s (Key Performance Indikators) kombiniert mit einem effizienten Umsetzungscontrolling.
  6. Identifying the need for change
    ”In order to achieve goals that you have not yet achieved, you have to walk a path that you have never walked" (Steven Covey).
  7. What changes does our internal organisation need? (structures, processes, rewards)
  8. Veränderungen konsequent umsetzen.
  9. How do I achieve my goals even in adverse circumstances? Working in a solution-oriented rather than problem-oriented way.

Motivate employees

  1. Mitarbeiter sind von der Sinnhaftigkeit der Ziele, Prozesse und anstehender Veränderungen überzeugt.
  2. Die richtigen Mitarbeiter finden und gezielt fördern.
  3. Umsetzungsbarrieren werden frühzeitig erkannt und ausgeräumt.
  4. Führungskräfte erkennen die Potentiale der Mitarbeiter und fordern Leistung individuell ein.
    • Possibly use a typological instrument (Insights Discovery).
  5. Die Stärken der Mitarbeiter erkennen und gezielt fördern.
  6. Konflikte im Team erkennen und kompetent lösen.

Managing your sales department

  1. Optimal self-management
    • Setting priorities
  2. How do I deal with underperforming employees?
  3. Acquire new customers in a permanently targeted manner.
  4. Continue to increase core business with good existing customers.
  5. What do I do if I do not achieve my goals?
  6. How do I develop my entire team professionally?
    • Regular communication
    • Appropriate team building measures
    • Improved cooperation with the office staff
    • Who needs which seminars?
    • Conducting annual and quarterly appraisals