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Список программ
Comprehensive List of Programmes
Wilson Learning's suite of programme solutions: provides the skills, tools and knowledge to achieve strategic goals and drive business results.
Aligning with Customer Buying Behaviours
Aligning with Customer Buying Behaviours helps high-performing salespeople understand the customer's buying process. Participants learn how to look beyond their own selling priorities and adapt their offering to meet the customer's buying priorities—fitting into the customer's business and buying processes versus requiring the customer to adapt. Узнать больше
Building Relationship Versatility™: Social Styles at Work
Building Relationship Versatility™: Social Styles at Work is built around a four-quadrant Social Styles matrix. After being profiled, participants are assigned a Social Style, interpersonal versatility rating and specific versatility behaviours. During the workshop, participants learn how to identify others' Social Styles and then, based on understanding their own and others' style, learn to modify their own behaviours to communicate more easily and effectively with others. Узнать больше
Coaching the Counsellor Salesperson
The sales manager’s ability to develop and coach their people has a significant impact on sales team results. Learn how to reinforce skill usage of The Counsellor Salesperson (CSP) with the programme Coaching the Counsellor Salesperson. Your sales managers will learn the ABC's of coaching, how to overcome the challenge of coaching, and receive a playbook to help coach sales representatives of all skill levels. Узнать больше
Coaching for Performance
Leading for Performance: Coaching for Performance offers first-line and mid-level managers coaching skills and techniques to create the conditions under which employees can succeed. This programme will enable organisations to gain a competitive advantage using an effective, structural coaching approach that taps employees' potential and leads to improved performance and fulfilment. Узнать больше
Coaching for Sales Performance
Leading for Performance: Coaching for Sales Performance offers sales managers coaching skills and techniques to create the conditions under which salespeople can succeed. This programme will enable sales managers to gain a competitive advantage using an effective structured coaching approach that taps their salespeople's potential and leads to improved performance and fulfilment. Узнать больше
Communicating with Purpose
Leading for Performance: Communicating with Purpose provides the knowledge first-line and mid-level managers need to drive more effective one-to-one business communication with employees and colleagues. This programme helps organisations gain competitive advantage by teaching leaders how to communicate effectively, ensuring their employees stay informed, participate and add value. Узнать больше
Conducting Strategic Business Calls: Discovering Critical Success Factors
Conducting Strategic Business Calls: Discovering Critical Success Factors addresses the foundational skills of consultative selling. Understanding those few areas that are critical for business success is first and foremost. Sales professionals learn how to uncover customers' critical success factors and how to adapt, create and position the business value of their offering to meet these requirements. Узнать больше
The Consultative Process
The Consultative Process introduces a problem-solving mindset and presents an effective process for consulting with both internal and external clients. It helps technical professionals become comfortable in their role as consultants. It also helps them generate greater alignment and commitment with clients by using a win-win problem-solving approach. Узнать больше
Consulting with Clients
Consulting skills are as important as technological proficiency in today's environment. Consulting with Clients is an intermediate level workshop designed to enable consultants to bring business value to their internal or external clients. Participants will learn how to align solutions to address business priorities and processes and, as a result, achieve increased revenue and customer loyalty. Узнать больше
Counsellor Prospecting
When competition is stiff, sales professionals cannot waste time aimlessly searching for new prospects. Instead, they have to be on target right from the start, quickly and efficiently finding the people and organisations that qualify as likely customers. A salesperson who is able to properly prospect will make the difference between winning and losing business. Узнать больше
The Counsellor Salesperson™
The Counsellor Salesperson uses a four-step consultative selling process that helps salespeople transition from simply making transactions to solving real business problems. CSP focuses on adopting a Counsellor Mindset, a mindset that builds profitable, long-term customer relationships. Узнать больше
Counselor Selling in a Virtual Environment™
Selling virtually has become the new normal in most industries. Your salesforce now relies on remote selling tools to bridge the gap between how they are accustomed to selling and how they now need to sell. So, how do you effectively apply The Counselor Salesperson™ (CSP) approach in the virtual environment? Узнать больше
Creating a Culture Of Engagement
Creating a Culture of Engagement is a highly interactive two-day instructor-led experience that teaches leaders to increase employee engagement and strengthen teams, leading to tangible business results. This active learning session is hands-on and process-oriented. The focus is on what the organisation needs to do, as well as what individual leaders need to do, to create collaborative teams and a culture of engagement. Узнать больше
Creating Differentiated Offerings
The Creating Differentiated Offerings module of the Sales Advantage Series helps high-performing salespeople avoid the pitfalls of competing on price by effectively differentiating their offering with customers. In this module, sales professionals learn how to look beyond easily commoditised features and services to developing real differentiation based on what the customer values, which is hard for competitors to replicate. Узнать больше
Customer Relationship Inventory
The Customer Relationship Inventory (CRI) is an insightful assessment tool that measures a salesperson's skill levels in terms of relating, discovering, advocating and supporting, as perceived by the people he, or she, serves. Participants will receive useful feedback and development planning based on their customers' perspective. Узнать больше
Delegating with Confidence
In Leading for Performance: Delegating with Confidence, managers explore the challenges of delegating and the conditions under which delegation is most effective. They learn a simple, proven delegation process and related skills and tools. Managers learn to effectively entrust others with tasks, while maintaining ultimate responsibility for the outcome. Узнать больше
Getting to Yes: Influencing for Optimal Results
Getting to Yes (GTY) helps managers become better influencers and, ultimately, negotiators. Managers become better negotiators by turning-face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers managers an efficient process for reaching optimal business agreements that are satisfying to both parties while strengthening professional relationships. Узнать больше
Global Effectiveness
Global Effectiveness is based on working within the five cultural dimensions. This programme will teach participants what types of behaviours to expect from certain cultures and how to prepare themselves for business interactions. Participants will learn how to turn cultural differences from an unknown liability into an asset. Узнать больше
Growth Leadership Inventory
Are your people reaching their potential? Are they learning and growing every day? Are they getting better at their jobs? Do they accomplish their goals? Are they willing to change and manage conflict? The clearest signs of outstanding leadership often appear in the performance of the followers. Leaders help their people do what is required of them in the most effective way possible. Узнать больше
Impact Evaluation
Impact Evaluation will augment any effort to improve performance. It's been used in numerous industries including financial services, pharmaceuticals, manufacturing, biotechnology, telecommunications and shipping. An Impact Evaluation shows the behaviours that changed, the performance that improved and the results achieved, whether in sales, leadership or individual effectiveness. Узнать больше
Inbound Sales Excellence
Inbound Sales Excellence is a compelling customer service programme that dramatically improves how call centre personnel create value for organisations. It helps participants clearly communicate their competence and establish credibility with customers, who in turn will be more likely to respond to questions, accept their recommendations and remain loyal over the long term. Узнать больше
Innovation In Action Series
The Innovation in Action Series is a series of modules that explores the dimensions of innovation — Innovation Styles, Innovation Tools & Practices, The Creative Journey®, Taking Initiative and Strategic Innovation Management—to help organisations improve how they advance their market position. Узнать больше
The Leader Manager: Achieving Performance with Fulfilment
The Leader Manager: Achieving Performance with Fulfilment provides leaders with the framework and skills to enable the work unit to achieve Performance with Fulfilment—the combination of high performance and high satisfaction from meaningful work done well. Leaders learn to support their work units in terms of Five Practices to provide what their people need. Узнать больше
Leader Manager Inventory
Research indicates that high performance is not sustainable over time unless it is accompanied by a high degree of fulfilment, in addition to a focus on performance—neither performance nor fulfilment exists in a vacuum. To implement strategy and create business results, managers must create an environment of performance with fulfilment. These skills require integrating the inspiration of leadership with the skill of management. Узнать больше
Leader Navigator: Effectiveness Insights 360™
Effectiveness Insights 360: Leaders (EIL) is a 360-degree feedback instrument that enables you to apply Wilson Learning’s Integrated Leadership Model for practical use. This assessment is easily configured to include different competencies and behaviors that best describe your leadership environment. Узнать больше
Leading for Growth™
Leading for Growth™ challenges managers to re-think their role as leaders, shifting their mindset from that of "heroic manager" to "growth leader." The programme is structured on the core dimensions of growth leadership: building a collaborative culture, creating a shared vision and adopting mutual influence. Узнать больше
Leading for Performance
When leaders perform, people perform—and when people perform, businesses succeed. Research indicates the greatest impact on employees' job performance and fulfilment is the quality of their working relationships and interactions with immediate managers. Узнать больше
Leading from Within
Leading from Within examines the essence of leadership—the core questions that leaders must answer for themselves from within. This process workshop provides leaders with tools and strategies to explore the challenges of leadership, enhance their personal effectiveness and integrity as leaders and better enable them to lead. Узнать больше
Leading in Challenging Times™
Leading in Challenging Times™ focuses on what happens to human energy during times of change. To capture the discretionary energy of the workforce, leaders must understand how motivation and focus can be lost, and what they and their teams can do to regain effectiveness and commitment. A companion programme for individuals, Working in Challenging Times™ helps participants understand and manage their own reactions to change, as well as develop a sense of personal accountability. Узнать больше
Lighthouse Coaching
Lighthouse Coaching will help the busy manager move from the "error-correction" management style to the "goal-attainment" coaching style. Use of the Lighthouse Coaching Planning Form, during and after the session, directs the manager through the five steps of the coaching process. Узнать больше
Managing Competition
The Managing Competition module of the Sales Advantage Series helps high-performing salespeople learn how to outmanoeuvre the competition. In this module, sales professionals learn about the competitive landscape using The Value Map™. This tool will help them assess their value and their competitors’ value from the customer's point of view. Узнать больше
Managing Conflict
Leading for Performance: Managing Conflict is based on a collaborative, win-win approach called Changing the Game. The module teaches first-line and mid-level managers indispensable techniques and skills for managing conflict effectively so that conflict can be an opportunity rather than a crisis. Узнать больше
Sales Advantage Series: Managing Decisions
The Managing Decisions module of the Sales Advantage Series helps high-performing salespeople learn how to interpret the decision dynamics for an opportunity in order to influence the decision in their favour. In this module, sales professionals learn how to manage key stakeholders in the decision process. Узнать больше
Managing Opportunities
The Managing Opportunities module of the Sales Advantage Series helps high-performing salespeople learn how to make optimal decisions when choosing which opportunities to pursue. In this module, sales professionals learn about the factors that influence whether a customer will move forward with a buying decision. Узнать больше
Managing Styles in Conflict
Leading for Performance: Managing Styles in Conflict helps people learn how to interact more effectively with people of other Social Styles under stress. When people demonstrate "back-up behaviour" (predictable responses to high stress), knowing what to do can be critically important. Узнать больше
Mastering Successful Presentations: Skills for Influencing Outcomes
In today’s complex business environment, the ability to deliver a persuasive presentation to internal or external audiences has become a fundamental requirement. Presenters need to craft the right message for their audience, stay alert to reactions, effectively address questions, and persuasively make their point. Are your key contributors able to present with confidence and poise? Do they know how to successfully engage their audiences at that critical moment of influence? Узнать больше
Meeting Leadership Challenges
Leading for Performance: Meeting Leadership Challenges helps managers learn how to shift their attention away from output and toward creating optimal conditions for employees in three key leadership action areas. Managers will learn how to be an effective leader, rather than an individual contributor. Узнать больше
Motivating for Results
Leading for Performance: Motivating for Results helps managers learn how to influence motivation. When motivation is a factor, managers need to instill confidence that efforts will lead to success, that success is worth having and that the effort will result in something that is of value to employees. Узнать больше
Negotiating to Yes
Negotiating to Yes helps salespeople become better negotiators by turning face-to-face confrontation into side-by-side problem solving. It is based on the concept of Principled Negotiation, a method that offers salespeople an efficient process for reaching optimal business agreements that are satisfying to both parties and actually strengthen professional relationships. Узнать больше
Networking for Success
Relationship building and face-to-face business networking skills are critical to effective business performance. Among young business professionals, 60% say they are uncomfortable in business and social settings and 85% say they don't have the networks they need to accomplish their goals. Узнать больше
Reviewing Performance
In Leading for Performance: Reviewing Performance participants examine performance review processes, learn best practices for conducting reviews, discuss guidelines for rating performance and common rating errors and practice proven techniques to prepare, write and conduct effective performance reviews. Узнать больше
Sales Advantage Series
“Consultative selling”—the ability to understand and link solutions to a customer’s business priorities—is a critical skill but is no longer by itself a differentiator. “Strategic selling” is also required—being a strategist for one’s own organisation, selecting high-yield opportunities and demonstrating business value, all while managing the competition in a way that is beneficial to the customer. Узнать больше
The Sales Leader Manager
The Sales Leader Manager: Leading Salespeople to Success provides sales managers with the framework and skills to enable their sales teams to succeed by achieving higher revenue, customer satisfaction and long-term profitability. Узнать больше
Sales Leader Navigator: Effectiveness Insights 360™
The Sales Leader Navigator: Effectiveness Insights 360 diagnoses where your sales leaders are in terms of the Integrated Leadership Model's four roles. This 360-degree feedback instrument also measures the impact your sales leaders are having on the effectiveness of your sales process. instrument also measures the impact your sales leaders are having on the effectiveness of your sales process. Узнать больше
Salesperson Navigator: Effectiveness Insights 360™
The Salesperson Navigator: Effectiveness Insights 360™ diagnoses where your salespeople are in terms of the Consultant/Strategist Model's four roles. Today, selling requires more than personal effectiveness or technical effectiveness (product knowledge). Узнать больше
Selling in a Virtual Environment™
Selling in a Virtual Environment™ (SVE) provides salespeople with the skills they need to successfully combine their current sales methodology with virtual best practices. Research shows that salespeople have lost sales opportunities by not using their relationship selling skills effectively in the virtual environment. Узнать больше
Setting Goals for Success
In Leading for Performance: Setting Goals for Success, participants examine the characteristics of effective goals, the need for goals to address both performance and fulfilment, best practices for linking goals to strategy execution and proven goal-setting processes. Узнать больше
Signature Service: The Key to Customer Satisfaction™
Signature Service is a practical, results-oriented programme that helps service providers at all levels develop and apply the skills necessary to ensure customer satisfaction. Signature Service recognises four distinct customer conditions and provides specific approaches for successfully responding to each one. Service providers learn how to bring customers to a satisfied level, then confirm customer satisfaction. Узнать больше
Turning Information into Sales
In Turning Information into Sales, salespeople will be provided with tools to effectively discover business needs, identify what matters and apply it in successful sales. They will develop the essential ability to discover the information needed to create highly satisfactory and compelling solutions, resulting in improved sales results. Узнать больше
The Versatile Salesperson™
The Versatile Salesperson is built around the four-quadrant Social Styles matrix. Participants are profiled for their perceived Social Style and interpersonal versatility level, then learn how to identify others' Social Styles and temporarily adjust their own to communicate more easily and effectively with others. Узнать больше
Working in Challenging Times™
Working in Challenging Times™ is a one-day programme that incorporates concepts and application for committing one's own discretionary energy on implementing company strategy. Participants learn to understand and manage their own reactions and self-talk about changed events. They develop a sense of personal accountability for realising the positive potentialities in the change. The focus is on moving forward—both as an individual and in dialogue with co-workers. Узнать больше
Working Styles
Leading for Performance: Working Styles is based on the Social Style model, with its four distinct interactive styles: Driver, Analytical, Amiable and Expressive. Leading for Performance: Working Styles provides proven skills for identifying Social Style, recognising each style's strengths and developing interpersonal versatility to adapt one's own behaviour and work more effectively with others. Узнать больше