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p. 1

management development programme level 1 aspiring mgrs so you want to be a manager level 2 0-18 mths management essentials 2 days employee relations level 3 18 mnths 3 yrs planning and analysis level 4 3 yrs value focused selling 2 days level 5 ldp high performance leadership behaviours · aspire · t e ldp · apex operations executive adecco i3 insead ·ascent · cdp managing sales pipeline ­ perm and temp change management tbd performance management coaching skills refresher sales skills growing a successful team influencing skills managing finance 6 days sales skills remote management pitching for business 2 recruiting your own team train the trainer 5 days people skills 7 days coaching developing 6 days strategy 5 days personal effectiveness

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p. 2

offering content ­ level 1 so you want to be a manager values skills and competencies of a manager establishing self in a management role identifying current skill set and stretch developing personal awareness currently various development programs feed into this level however more identification of needs to be done please see the following slides for more information on management development 0 -18 months

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p. 3

offering content ­ level 2 management essentials developing your management style balance of time sales v management effective communication setting expectations motivation techniques basic delegation holding 12-1 s business reviews team meetings and appraisals compliance and legal responsibilities as manager grievance management absence management diversity performance management setting realistic expectations re performance goals and measures employment law in respect of own team dealing with underperformance coaching scenarios performance and behavioural identifying training needs planning coaching sessions using a coaching framework delivering constructive feedback creating a learning culture in branch/team using competency frameworks as a development tool understanding how to get the best from people dealing with conflict implementing a formal performance management system motivation techniques problem solving decision making cascading organisational communication coping with pressure more on effective appraisals understand importance of objectivity in recruiting own team identifying what your business needs cbi v traditional interviewing team dynamics employee relations coaching performance management recruiting your team train the trainer for managers principles and practical sessions for running own training sessions and training bites covering planning the training opening and closing briefing for exercises accelerated learning techniques dealing with resistant delegates and the importance of follow up all courses at this level will require the delegate to complete pre-course on-line modules some courses will be supported by a post course learning assignment.

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p. 4

offering content ­ level 3 working with swots to pull out vision and direction that connects to wider strategy planning and implementing short medium and longer term activity interpreting trends understanding the link between performance and bottom line using figures and ratios implementing monitoring and evaluating team strategy ensuring kpis will bring in the expected revenue and outcomes understanding how temp and perm need to be managed for effective performance and forecasting servicing retaining and growing business through temp consultant supporting perm consultant to maintain momentum and control of the vacancy identifying business opportunities developing and qualifying leads conducting business development calls and spec calls covering temp and perm desks ensuring targets are met when figures are down by doing sales activity planning analysis managing the sales pipeline refresher sales skills for managers growing a successful team understanding team dynamics and developing team work culture ­ working with tasks teams and individuals supporting new starts stretching and challenging more experienced team members creating a succession plan working with pdp s understanding influencing v persuasion identifying your own style and that of others identifying champions and blockers dealing with communication breakdown personal branding and promoting self positively networking comprehension of financial terms managing the p l debtors and creditors budget construction and control understanding what makes the company works front and back office influencing skills managing finance all courses at this level will require the delegate to complete pre-course on-line modules some courses will be supported by a post course learning assignment.

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p. 5

offering content ­ level 4 value focused selling this course goes beyond basic sales technique and focuses on how to create consultative relationships with clients areas covered are understanding the customer and their primary business objectives aligning our value proposition with the customer s business objectives consultative selling techniques a fair amount of time is spent learning how to uncover the client s industry drivers business objectives and operational issues delegates are shown how to use all the information they gather throughout the selling process and follow through to develop propose win and close the account dealing with the effects of change on organisation self and team managing risk elements in change management managing redundancies creating a positive environment for `survivors communicating change to groups and individuals change management remote management identify challenges of remote management remote working practise implementing initiatives and managing tasks and emotions from a distance pitching for business advanced presentation skills up selling on a face to face basis negotiating within a pitch working with tenders to bring in psl s and managed service contracts with volume business understand legalities of process risks and evaluating the profitability of tenders and psls all courses at this level will require the delegate to complete pre-course on-line modules some courses will be supported by a post course learning assignment.

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p. 6

offering content ­ level 5 12 month programme broken into four modules covering the key behaviours and competencies the delegates meet once per quarter and in addition to the modules have work-related projects high performance leadership behaviours executive education programmes adecco i3 imd insead tbd

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