Performance management and appraisal…

Have spent the last two days with managers from a global vehicle manufacturer looking at ways to get the best performance from their greatest assets, people…

We started by identifying what managing performance meant and the 4 step cycle that is used to do so, before looking at what was already in place at each delegates dealership.

We went on to look at how objectives cascade down from the manufacturer to each individual in the dealership using SMART to set clear objectives that are easy to measure and manage.

We moved on to look at different approaches based on the skill and the will of employees to drive performance to higher levels using the Situational leadership model as a template.

Following on from this we identified different personality traits and learning styles and how they affect the ways we appraise, coach and drive each individual to success.

Finally we looked at causes of non performance and used the tools to improve the situation, before a practical session where each delegate tried the new ideas out and received detailed feedback.

All delegates left with a detailed action plan and new skills.

A great two days work that will make a real difference to the network as a whole…

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Recruitment, selection and induction again…

Working for a major automotive manufacturer with a group of managers looking at how to ensure we get the right people, with the right skill set to join our business…

We started by looking at how we are currently recruiting people, before breaking the whole process down into its component parts.

We started by looking at Job Descriptions and how to create them based on essential skills, desirable skills and those that can be trained. This was then compared to some job adverts to see if they would attract the right candidates.

We then explored where and how to place the adverts to ensure maximum exposure and ensure they were legal.

We then identified advantages of using application forms to speed up the initial sifting and short listing.

We then began to look at the interview process and the skills required and created the right environment, process and questions, before trying them out.

Finally we looked at how to induct the successful applicant into the role so they become productive quickly and stay with the business for a long while.

I highly interactive course enjoyed by all, each delegate left with a set of actions to ensure they achieve their goals…

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CC cohort 2, Session 1

Have been working for the last two days with a second group of sales managers from a premier finance company…

This is the first part of a year long journey to help delegates “Be the best they can be”

This first day focused on the market, the history and the future of the industry we operate in, before moving on to explore the vision and values of the company and the behaviours required to be a Motor industry professional.

Day two saw us looking at the part mindset has to play on our success, and many new tools and techniques were explored to ensure we always operate from the good wolf mentality even under pressure.

We finished up by looking at the core components of a business plan and the delegates left with action plans and a task to create a robust business plan which will be scored and assessed and updated throughout the year.

A fantastic start to an amazing journey…

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CC cohort 1, Session 1

Have been working for the last two days with sales managers from a premier finance company…

This is the first part of a year long journey to help delegates “Be the best they can be”

This first day focused on the market, the history and the future of the industry we operate in, before moving on to explore the vision and values of the company and the behaviours required to be a Motor industry professional.

Day two saw us looking at the part mindset has to play on our success, and many new tools and techniques were explored to ensure we always operate from the good wolf mentality even under pressure.

We finished up by looking at the core components of a business plan and the delegates left with action plans and a task to create a robust business plan which will be scored and assessed and updated throughout the year.

A fantastic start to an amazing journey…

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Yet another sales assessment programme…

Working with sales professionals from a commercial vehicle manufacturer to identify and assess their knowledge, skills, and behaviours.

A tough couple of days for the delegates and some tough decisions for myself and the team.

We start with a customer meet and greet, where requirements are identified.

This is followed by a product demonstration and finally a test drive.

Overall a great job done by all and some meaningful feedback provided to ensure any areas for development are handled going forward.

A great use of two days…

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Business club day three, Newcastle…

Spending the final day with yet another group of sales professionals for a global automotive manufacturer, looking at ways to increase both sales and profitability…

We are also using the opportunity to communicate new information regarding products, market and conversions, followed with a visit to a facility that handles PDI and accessory fitting so that vehicles arrive ready to sell at the dealership.

A big operation preparing over 75,000 vehicles a year!

All delegates left with fresh ideas and enthusiasm.

This is the last of three back to back days..

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Business club day 2, Stafford…

Spending another day with a fresh group of sales professionals for a global automotive manufacturer, looking at ways to increase both sales and profitability…

We are also using the opportunity to communicate new information regarding products, market and conversions, followed with a visit to a facility that handles manufacture supply and fitting of racking systems to make the vehicles more versatile to fit customers.

All delegates left with fresh ideas and enthusiasm.

This is the second of three back to back days…

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Business club day one, Southampton…

Spending the day with sales professionals for a global automotive manufacturer, looking at ways to increase both sales and profitability…

We are also using the opportunity to communicate new information regarding products, market and conversions, followed with a visit to a facility that handles PDI and accessory fitting so that vehicles arrive ready to sell at the dealership.

A mammoth operation preparing over 700,000 vehicles a year!

All delegates left with fresh ideas and enthusiasm.

This is the first of three back to back days…

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Launch day…

Spent the day today co training with a colleague to launch a sales programme for an independent finance company…

We took the managers through the programme that consists of 7 modules run over the course of 12 months with regular virtual updates.

Prior to each module delegates will complete some pre work and there will also be assignments to ensure they put the new skills into practice after each module.

The whole programme revolves around the Vision and Values of the business and is designed to make the account managers stand out from the crowd.

The materials were well received and I am looking forward to delivering the programme which starts later this month…

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Leadership communication skills DDi style…

Have been working with 12 leaders from a global manufacturer of electrical equipment looking at ways to communicate more effectively as a leader …

We started by understanding what a leaders role is and the pressure that they operate under, before moving on to look at ways to communicate more effectively and Spark changes in behaviour in our teams.

We looked at personal and practical needs and the role they have in communication and driving performance.

Then we dug deeper into the 5 key principles that satisfy personal needs and measured our current levels of flex.

We made some commitments to develop more flex and use the different principles consciously.

After this we looked at the interaction essentials model to manage practical needs whilst still satisfying personal needs, this enables us to have conversations that deliver results.

Finally we looked at feedback and a model to give both praise and development feedback.

All of this in just 4 hours, a great use of time and resource…

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