Final Pickup Professionals of 2014…

Had a great couple of days working with sales executives for a leading pickup manufacturer, helping them to deliver professional customer experiences. This is the last session of 2014.

We start by understanding what professional means before identifying areas we need to develop to become even more professional.

We spend time focussing on product, what makes it unique and class leading.

We also focus on the ways that companies purchasing the vehicle may be set up and the tax implications of this, so we can give sound unbiased buying advice.

finally we look the the legal requirements regarding, tachographs and operator licensing, so we can give good information to customers to help them navigate the maze of legislation they face.

This is then put into practice for a final round of presentations.

I hope when you need a pickup you deal with a professional!

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Performance management and appraisals take 2…

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 take 3…

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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Performance management and appraisals again…

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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More Pickup professionals …

Had a great couple of days working with sales executives for a leading pickup manufacturer, helping them to deliver professional customer experiences.

We start by understanding what professional means before identifying areas we need to develop to become even more professional.

We spend time focussing on product, what makes it unique and class leading.

We also focus on the ways that companies purchasing the vehicle may be set up and the tax implications of this, so we can give sound unbiased buying advice.

finally we look the the legal requirements regarding, tachographs and operator licensing, so we can give good information to customers to help them navigate the maze of legislation they face.

This is then put into practice for a final round of presentations.

I hope when you need a pickup you deal with a professional!

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Advanced negotiation skills Dubai…

Working with a group of senior managers from a global FMCG brand looking at ways to take negotiation to a different level…

We started by refreshing our knowledge of the negotiation skills required and the process to follow before digging into our first practical session looking at how prices get reduced to get to the final deal, and who gives the most ground. using this information we were able to think about how trade to concede works.

We discovered the power of influence and persuasion and looked for ways to use these tools both to avoid the need to negotiate in the first place and if not to make the negotiation smoother as it progress’s.

We then jumped into our second practical session which looked at ways to trade variables intelligently so that both parties feel that they have come away with a fair deal.

We moved on to look at the styles that can be used and plotted timelines of real negotiations to see how the approaches influence both the time taken and the quality of the outcomes.

Then we completed a third practical exercise that focussed around the emotions that can creep into negotiations and the impact they can have, both good and bad.

We finished looking at emotional Inteligence and the part it has to play in successful negotiations and took tips from the buyers bible.

All delegates left with a deeper understanding of negotiation and an action plan to apply the new skills at work.

A great two days…

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