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- Account Management
- Career Development
- Change Management Skills
- Communication Skills
- Consultative Selling
- Customer Buying Styles
- Customer Care
- Decision-Making and Problem Solving Skills
- Improving Sales Peoples Performance
- Influencing Skills
- Insight Selling
- Learning Styles
- Management Skills
- Managing & Motivating Sales Teams
- Negotiation
- Presentation Skills
- Public Speaking
- Sales Call Planning and Preparation
- Self Motivation Skills
- Strategic Thinking and Planning
- Team Building Skills
- Territory Planning & Management
- Time Management
- Written Communication Skills
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- Absence Management Policy
- Annual Leave (holiday) Policy
- Appraisals And Performance Man...
- Corporate Social Responsibility...
- Dignity at Work Policy and Pro...
- Disciplinary policy and proced...
- Employee Handbook
- Equal Opportunities Policy
- Exit Policy (Leaving the Organ...
- Flexible Working Policy
- Grievance Procedure
- Health and Safety Policy
- Learning And Development Policy...
- Managers Guidelines on Dealing...
- Managers Guidelines on Ill Hea...
- Maternity Policy
- Paternity Leave Policy
- Personal Data Protection and Confidentiality...
- Redundancy Policy
- Succession Planning Policy and...
- Telecommunications Policy
- Well-Being Policy
- Whistleblowing Policy and Proc...
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Complete Listing
Core Documents
101 ways to improve your time management and delegating effectively (template and instructions)
The 101 tips are in the following sections...
A process for building and managing teams (model, process and checklists)
The survey is based on the eight key issues relating to team building:...
Absence Management Policy
This resource provides a complete, ready to adopt or to adapt, Absence Management Policy...
Account Management (Process for Managing Significant Accounts)
In this detailed resource, the four main elements of the account management process are outlined, and detailed flow diagrams and templates are provided for each:...
Account Management Skills
Course Overview...
Account Management the Key Ingredients for Success (Article)
The supplier sees the account manager as someone whose job it is to PROTECT AND GROW the account...
Achieving a work life balance (survey plus explanatory notes, hints and tips)
One of the ways to maximise your personal effectiveness is to strike the right balance between your home and working life...
Adding Value in the Sales Process using Specialists (Explanatory Notes and Four Tools)
This resource provides explanatory notes on the effective use of specialists in the sales process...
Annual Leave (holiday) Policy
This resource provides a ready to adopt or adapt Annual Leave Policy, including:...
Appraisals And Performance Management
This detailed resource provides guidance for mangers and staff on appraisals and perfromance management...
Building Relationships With Others (models and processes)
Building positive relationships with those whom you manage and those with whom you need to work is a vitally important skill if you are to progress your career...
Call Planning And Preparation including Closing Skills (Plans, Templates, Checklists and Qnaires)
This resource provides template documents for planning and preparing sales calls...
Coaching Sales People (Processes, Guidelines and Checklists)
The world of business has only recently begun really to explore the power of “coaching...
Communicating effectively face to face (models and processes)
This detailed resource deals the following areas:...
Communicating effectively over the telephone (models and processes)
This resource covers the following areas:...
Consultative Selling - The Key to Sales Success
This resource explains 5 simple rules that clients want sales people to follow...
Consultative Selling - The Knowledge and Skills Requirements (Checklist, Questionnaire, Plan)
Consultative selling is the process and skill used by a sales person with his / her customers which enables them both to identify the real needs and problems of the customer and which result in a solution perceived to be in the best interest of the customer by the customer...
Consultative Selling Skills
Course Overview...
Corporate Social Responsibility Policy and Guidelines
A model CSR policy including an introduction to CSR and placement in the wider company management framework...
Customer Care Training and How to Get It Right (Article)
Superficial or ill-conceived customer care programmes born out of the wrong motive can be at least a disastrous experience, and at worst a negative marketing ploy which inoculates both customers and employees for life against the organisation...
Dignity at Work Policy and Procedure
A model policy statement dealing with ensuring that employees are not subjected to harassment of any kind where organisations aim to create a working environment that is free from sexual, racial or any other form of discrimination, harassment, intimidation or bullying...
Disciplinary policy and procedure
This document provides a ready to use or ready to adapt policy and framework for disciplinary procedures...
Effective Communication Skills
Communication is without doubt the most important skill required to live successfully...
Employee Handbook
This detailed document provides a complete Employee Handbook...
Equal Opportunities Policy
This is a ready to adopt or to adapt model Equal Opportunities Policy...
Essential Customer Service Skills
Course Overview...
Exit Policy (Leaving the Organisation)
This document provides a model policy for when employees leave an organisation...
Flexible Working Policy
This document provides a model policy and deals with the legal framework for flexible working, followed by a typical procedure that an organisation can adopt for managing flexible working...
Grievance Procedure
This resource provides a ready to adopt / adapt grievance policy...
Health and Safety Policy
This comprehensive resource provides a ready to adopt / adapt Health and Saftey Policy...
How effective are you as a manager (survey and explanatory notes)
This resource provides surveys for 360 degree profiling of your management effectiveness:...
How to be assertive (model, diagnostic and explanatory notes)
In a time of increasing complexity and challenge in business and social relationships, an understanding and awareness of our own behaviours, motivation, beliefs and values as well as other those of other people is critically important to both personal and organisational success...
How to build effective relationships between team members (questionnaire and explanatory notes)
The Effective Teamwork Questionnaire is designed around six “C’s” which are six generic principles of effective teamwork: ...
How to create and communicate a vision (example, checklist and tips)
A vision is a statement of a preferred future...
How To Re-ignite Your Career
Not happy with your current career? Find yourself at a crossroads because of redundancy or following a career break?...
How to structure a presentation including Visual Aids (models, checklists and tips)
This resource provides guidelines and processes for structuring presentations, focusing fist on the general structure for presentations: ...
How well do you manage change (questionnaire and explanatory notes)
This Change Management Profile Questionnaire is designed to provide you with feedback on how you see yourself when it comes to four aspects of managing change, namely...
Identifying & Planning to Achieve Your Personal Goals (diagnostic and notes)
A simple resource to help you identify your personal goals...
Identifying Different Customer Buying Styles (Questionnaire and Interpretive Notes)
The Customer Buying Style Questionnaire provides eight factors to consider in determining the buying style of the customer...
Identifying the best roles for people in teams (questionnaire plus explanatory notes)
Understanding how different members of your team fit best into different roles is essential in enabling them, and the team, to do its best...
Identifying the influencing behaviours of people (model and explanatory notes)
A personality type model outlines personality types:...
Identifying your own influencing style (diagnostic plus explanatory notes)
This questionnaire provides 36 self-diagnostic questions along with an answer grid to interpret the results providing an influencing style profile...
Implementing Strategic Plans (process and checklists)
This resource takes you through the key steps in implementing strategic plans...
Improving Your Problem Solving Skills (processes and checklists)
What makes innovative problem-solving different to linear or logical problem-solving?...
Improving Your Written Communication (process and checklist)
This detailed resource provides a 15 point checklist to help you plan written communications...
Increasing Your Personal Impact (hints and tips)
Creating a positive and memorable impact on people whom you meet ultimately goes beyond what you say...
Influencing and Managing Key Stakeholders
A key contributor to your success when leading and managing change is your ability to influence key stakeholders whose support you need to implement the change...
Influencing Skills
Course Overview...
Introduction to Effective Selling (Article)
This article outlines the few simple rules buyers would like sales people to follow...
Introduction to Insight Selling (Article)
This article introduces the concept of Insight Selling...
Introduction to Negotiation (Article)
A negotiation has been called the process by which parties experiencing a conflict attempt to resolve that conflict by agreement...
Introduction to Team Leadership Skills
Course Overview...
Introduction To Written Communication Skills
Course Overview...
Key Consultative Selling Skills (Hints and Tips)
This detailed resource covers five areas of tips to assist you in successfully using the Consultative Selling process...
Knowing How and When to Trade Concessions (Guidelines and Methodologies)
This resource provides a list of practical tips on making concessions when negotiating...
Leading and Managing Change
Leading and Managing Change...
Leading Cross Functional Teams (Guidelines and Checklist)
Your primary objective is to create new sales to grow the business and shut out the competition...
Learning And Development Policy and Guidelines
This detailed resource provides a ready to use organisational policy for learning and development...
Learning Styles (Questionnaire and Notes)
This questionnaire 10 statements...
Listening effectively (models, processes and checklists)
This resource outlines a number of ways to demonstrate active listening...
Managers Guidelines on Dealing With Redundancy
This detailed guide is designed to help managers dealing with redundancy...
Managers Guidelines on Ill Health
Everyone suffers an illness from time to time and we understand that sickness absence is a part of everyday business life...
Managing Decision Makers (Diagnostics, Templates, Checklists and Process Guides)
Identifying the Decision Making Unit (DMU) and who are the key decision-influencers or decision-makers within the unit is crucially important to sales success and ongoing account management...
Managing Different Attitudes To Change (model, process and explanatory notes)
When going through change, or transition, people experience a variety of emotional states...
Managing The Basics Of Good Customer Service
Course Overview...
Maternity Policy
A
Negotiation Skills
Course Overview...
Networking Skills (Guidelines on the use of a Networking Process and Skills)
Networking is a skill or activity that is vitally important in selling and account management...
Paternity Leave Policy
A
Personal Data Protection and Confidentiality Policy
This ready to use or adapt policy explains to staff the implications of the Data Protection Act and how it affects them both as users of information relating to others and as data subjects themselves...
Presentation Skills
Course Overview...
Public Speaking (Hints, Tips and Techniques)
This booklet contains some ‘tips’ and techniques that will complement your presentation skills and further help you to deliver effective speeches in the ‘public’ arena...
Putting Your Message Across & Managing Questions & Objections (processes and checklists)
Ask yourself the question ‘What do good speakers do that enables them to put their message across effectively’? ...
Redundancy Policy
This resource provides as ready to use or adapt policy for dealing with staff redundancy...
Relationship Building Skills (Questionnaire And Interpretive Notes)
This resource provides a detailed questionnaire to enable an employee to create a Personal Development Profile consisting of a list of 35 skills required of them in their job as a sales person or account manager covering:...
Sales Force Management
Course Overview...
Sales Manager Leadership Style Survey (Questionnaire and Interpretive Notes)
The leadership style survey is designed to give Sales Managers:...
Selling Skills (Questionnaire and Interpretive Notes)
The Selling Skills Questionnaire consists of a list of 60 skills required in a sales job to be successful in the market-place...
SESSION 1: Profiting From Performance Management
Performance Management Session 1...
SESSION 2: Setting and Agreeing Performance Measures
Performance Management Session 2...
SESSION 3: Solving Performance problems
Performance Management Session 3...
SESSION 4: Increasing Peoples Job Satisfaction
Performance Management Session 4...
SESSION 5: Coaching Skills
Performance Management Session 5...
Setting Sales Targets & Measuring Performance (Models, Guidelines, Checklists, etc)
After outlining the Performance Management Process, this resource goes on to explain the steps in more detail...
Setting Your Negotiating Strategy (Processes, Guidelines and Checklists)
The primary focus of this resource is on identifying your own and the other party’s Negotiation Objectives...
Solving Customer Related Problems (Problem Solving and Decision-Making Techniques)
In this resource you will find four problem solving processes and a decision-making process as follows:...
Stages of Team Development
Course Overview...
Strategic planning templates (documents and instructions for completion)
This detailed resource begins with an explanation of the strategic planning process:...
Stress Management
Course Overview...
Structuring The Consultative Selling Sales Call (Process And Guidelines)
This resource provides objectives and processes for each of the following stages of the consultative sales call:...
Successfully Navigating the Negotiation Process (Guidelines and Checklists)
Generally, the quality of preparation is the most consistent guide to the success or failure of a negotiator...
Succession Planning Policy and Procedure
This resource provides an explanation of the importance of succession planning for an organisation and its staff, how it relates to other relevant policies and procedures and the benefits it brings...
Tackling Under-Performance with Sales People (Models, Guidelines, Checklists and Processes)
After reviewing the performance management process, this resource covers:...
Telecommunications Policy
This policy relates to the use of e-mail, Internet, telephones and other equipment at work, and the workplace monitoring of e-mail and Internet use...
Territory Planning & Personal Productivity (Guidelines, Checklists, Questionnaire, Templates)
This resource introduces and then explains in detail the territory planning process...
The Consultative Selling Process (Guidelines and Checklists)
This resource provides practical guidelines in the context of detailed explanations of the 5 step consultative selling process...
The Insight Selling Process (Process, Guidelines for Use, and the Key Skills Required)
This detailed resource explains the insight selling process...
The Key Elements of Strategic Thinking (model and explanatory notes)
Strategy is about the choices we make to achieve our objectives to deliver our vision...
The Management Process (model and diagnostics)
A 5 step process designed to achieve the most effective results from a team of people...
Time Management
Course Overview...
Understanding how and when you give of your best (diagnostic plus explanatory notes)
This resource starts by explaining the "Flow" state model, showing the importance of balancing challenge and competance and avoiding stress and boredom! ...
Understanding Sales People’s Motivational Needs (Questionnaire and Interpretive Notes)
The questionnaire consists of 64 pairs of statements...
Using Sales Meetings Effectively
This resource lists 40 tips for making sales meetings enriching and motivating events for sales people...
Well-Being Policy
This ready to use or adapt policy document helps organisations who are committed to developing a working environment that promotes the health and well-being of the organisation and its employees...
Whistleblowing Policy and Procedure
This procedure is design to help staff when something is troubling them which they think their line manager (or another senior person) should know about or look into...
Complementary Documents
A process for building and managing teams (model, process and checklists)
The survey is based on the eight key issues relating to team building:...
Achieving a work life balance (survey plus explanatory notes, hints and tips)
One of the ways to maximise your personal effectiveness is to strike the right balance between your home and working life...
Adding Value in the Sales Process using Specialists (Explanatory Notes and Four Tools)
This resource provides explanatory notes on the effective use of specialists in the sales process...
Building Relationships With Others (models and processes)
Building positive relationships with those whom you manage and those with whom you need to work is a vitally important skill if you are to progress your career...
Building Understanding Using Paraphrasing, Silence and Empathy
Exercises...
Communicating effectively face to face (models and processes)
This detailed resource deals the following areas:...
Counselling Role Play Pack
Role-Plays...
Customer Care Training and How to Get It Right (Article)
Superficial or ill-conceived customer care programmes born out of the wrong motive can be at least a disastrous experience, and at worst a negative marketing ploy which inoculates both customers and employees for life against the organisation...
Flow State Questionnaire
Questionnaires...
How to be assertive (model, diagnostic and explanatory notes)
In a time of increasing complexity and challenge in business and social relationships, an understanding and awareness of our own behaviours, motivation, beliefs and values as well as other those of other people is critically important to both personal and organisational success...
How to build effective relationships between team members (questionnaire and explanatory notes)
The Effective Teamwork Questionnaire is designed around six “C’s” which are six generic principles of effective teamwork: ...
Identifying the best roles for people in teams (questionnaire plus explanatory notes)
Understanding how different members of your team fit best into different roles is essential in enabling them, and the team, to do its best...
Identifying the influencing behaviours of people (model and explanatory notes)
A personality type model outlines personality types:...
Identifying your own influencing style (diagnostic plus explanatory notes)
This questionnaire provides 36 self-diagnostic questions along with an answer grid to interpret the results providing an influencing style profile...
Improving Your Problem Solving Skills (processes and checklists)
What makes innovative problem-solving different to linear or logical problem-solving?...
Improving Your Written Communication (process and checklist)
This detailed resource provides a 15 point checklist to help you plan written communications...
Influencing and Managing Key Stakeholders
A key contributor to your success when leading and managing change is your ability to influence key stakeholders whose support you need to implement the change...
Introduction to Insight Selling (Article)
This article introduces the concept of Insight Selling...
Job Satisfaction Needs Questionnaire
Questionnaires...
Leading Cross Functional Teams (Guidelines and Checklist)
Your primary objective is to create new sales to grow the business and shut out the competition...
Listening effectively (models, processes and checklists)
This resource outlines a number of ways to demonstrate active listening...
Listening Skills
Exercises...
Management Style Questionnaire
Questionnaires...
Manager 360° Feedback Questionnaire
Questionnaires...
Performance / Satisfaction Questionnaire
Questionnaires...
Performance Appraisal Pack
Plans and Templates...
Personal Development Plan
Plans and Templates...
Personal Management Plan
Plans and Templates...
Personal Values Questionnaire
Questionnaires...
Questioning Skills
Exercises...
Solving Customer Related Problems (Problem Solving and Decision-Making Techniques)
In this resource you will find four problem solving processes and a decision-making process as follows:...
Spot the Values Questionnaire
Questionnaires...
Talents and Strengths Questionnaire
Questionnaires...
Talents Survey
Questionnaires...
Territory Planning & Personal Productivity (Guidelines, Checklists, Questionnaire, Templates)
This resource introduces and then explains in detail the territory planning process...
The Insight Selling Process (Process, Guidelines for Use, and the Key Skills Required)
This detailed resource explains the insight selling process...
Understanding Sales People’s Motivational Needs (Questionnaire and Interpretive Notes)
The questionnaire consists of 64 pairs of statements...
Using Sales Meetings Effectively
This resource lists 40 tips for making sales meetings enriching and motivating events for sales people...