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LEADERSHIP & MANAGEMENT

LEADERSHIP & MANAGEMENT


TAKE AWAY TRAINING: DELEGATING AND PRIORITISING

Learn techniques for setting priorities and delegating effectively.

Item no.: HL01140671
Format: DVD
Duration: 18 minutes
Copyright: 1997
Price: AUD 295.00

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TAKE AWAY TRAINING: HOW TO MANAGE AND MOTIVATE A SALES TEAM

Featuring:
  • Interviewee Eve Ash
  • Interviewer Peter Quarry

    Sales managers all need to implement the seven essential skills covered in this program to ensure the success of their sales team. Find out how to encourage best performance.

    1. Select the right people
  • Winning characteristics
  • Highly motivated and enthusiastic
  • Good presentation skills, appearance and the way they talk
  • Good listening skills
  • Experience - product, industry or sales
  • Eager to learn
  • Persistence
  • Competitive
  • Attention to detail

    2. Clarify expectations
  • Set targets and goals
  • Setting standards in the way things are done. Eg. Using common procedures
  • Setting territories
  • Handling preexisting clients
  • Service expectations

    3. Provide resources
  • Give people the tools to be able to do their job

    4. Monitor performance
  • Tracking sales
  • Listening to phone calls
  • Go with them to a sales presentation
  • Call customers to ask how the service was

    5. Develop skills
  • Finding out where a team member is lacking skills and develop them
  • Know peoples learning style
  • Help people get rid of negative beliefs
  • Pair someone who is struggling with someone who is doing really well

    6. Reward & motivate
  • Younger sales people in their 20s, need reassurance that they are making progress
  • Sales people in their 30s need higher rewards and incentives
  • Late 30s and 40s, sales people want status and formal recognition
  • Late 50s and 60s they want minimal effort
  • Monetary rewards
  • Peer recognition - ringing a bell for a sale, sales person of the month, top sales in a month

    7. Provide support
  • Showing you care about your employees

    Dealing with burnout:
  • Talk and discuss reasons why they are feeling burnt out
  • Conduct motivation sessions
  • Cut responsibilities



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    Item no.: NN01140806
    Format: DVD
    Duration: 19 minutes
    Audience: Managers
    StdBkNo: 9780975108833
    Price: AUD 339.00

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    TAKE AWAY TRAINING: HOW TO MENTOR

    Featuring:
  • Presenter Eve Ash
  • Presenter Peter Quarry

    In this program, Psychologists Eve Ash and Peter Quarry, discuss strategies for successful mentoring. The role of a mentor is different from that of a supervisor or coach and without this specific understanding a mentor may end up micromanaging, rather than advising.

    This program presents two role plays, modelling how to establish the process in the first meeting and how to identify and confront challenging trends of the mentee. The skills for successful mentoring are outlined.

    Training Points
    1. The first meeting -In the first meeting, the mentor may find that he or she takes the lead role, as there are basic details regarding process and expectations that need to be established.

    2. A middle meeting - As the process progresses, the mentor will have a greater understanding of the issues preventing the mentee from achieving his or her goals. Through providing appropriate and supportive feedback it is possible to assist the mentee to develop skills and implement change.

    3. Skills for a mentor:
  • Active listening
  • Ask open questions
  • Challenge and confront
  • Good facilitation skills
  • Develop trust
  • Agree to confidentiality
  • Show caring
  • Provide networking opportunities



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    Item no.: FK02370853
    Format: DVD
    Duration: 18 minutes
    Audience: Managers, Executives
    StdBkNo: 9781921409349
    Price: AUD 339.00

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    TAKE AWAY TRAINING: LEADERSHIP

    Featuring:
  • Interviewer Eve Ash
  • Interviewee Peter Quarry

    Learn the characteristics of effective leaders and the behaviour required in today's workplaces.

    Item no.: CP02480694
    Format: DVD
    Duration: 17 minutes
    Audience: Managers
    Copyright: 2006
    Price: AUD 339.00

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    TAKE AWAY TRAINING: MAKING TEAMS WORK BRILLIANTLY

    Featuring:
  • Interviewer Eve Ash
  • Interviewee Peter Quarry

    Learn how to set clear directions, facilitate open communication, provide sound leadership and develop cooperation.

    1. Set clear direction
  • Clarify the organisation's goals, objectives and timeframes
  • Clarify the team's role and contribution to support the organisation's goals
  • Communicate direction in an inspiring way by providing examples, telling stories and generating excitement
  • Lead team meetings effectively with variation, and links between team and individual roles

    2. Facilitate open communication
  • Set up ground rules/list of agreed behaviours (meetings confidentiality, day-to-day work issues)
  • Group discussion

    3. Provide appropriate leadership
  • Flexible direction according to situation (strong direction, eg. New person; standing back, empower team)
  • Fostering self direction

    4. Develop cooperation
  • Be a positive role model - pitch in
  • Give rewards
  • Positive public feedback
  • Manage relationships with other groups - cooperation within and across

    5. Continuous improvement
  • Review mistakes
  • Feedback culture

    6. Common mistakes for team leaders
  • Providing insufficient coaching to bridge gaps
  • Expecting a 'team building' activity to carry everyone for a year
  • Not enough shared leadership
  • Not enough celebration of success

    Item no.: PE02370807
    Format: DVD
    Duration: 14 minutes
    Audience: Managers
    Copyright: 2006
    Price: AUD 339.00

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    TAKE AWAY TRAINING: MANAGEMENT MASTERY CHECKLIST

    Featuring:
  • Interviewer Eve Ash
  • Interviewee Peter Quarry

    Discover what staff say about their managers and how you rate on an eight point checklist. Improve your rating.

    1. Lead by example
  • Be a role model
  • Lend a hand - step in
  • Same rules for yourself as for team
  • Manager in customer service role with team
  • Be exemplary at own work

    2. Build trust
  • Be consistent, not moody
  • Keep promises
  • Treat appointments for team members same as external
  • Stick by your word
  • Admit mistakes
  • Admit what you don't know
  • Be fair

    3. Inspire and motivate
  • Be enthusiastic yourself
  • Be optimistic, positive
  • Give praise and encouragement regularly

    4. Communicate effectively
  • Explain tasks and roles clearly - check understanding
  • Use appropriate method - spoken, writtenˇK
  • Ask for feedback on specific issues
  • Don't over-talk - cluster or group your information

    5. Develop the team
  • Be there!
  • Understand skills needed
  • Identify gaps
  • Be a coach, mentor
  • Individual development

    6. Be supportive
  • Understand concerns
  • Show empathy
  • Be flexible, creative in supporting through a specific problem
  • Support the most desired management characteristic according to surveys

    7. Create a feedback culture
  • Encourage open, honest feedback
  • Ask for/welcome feedback yourself
  • Be non-defensive
  • Regular feedback
  • Time for each person

    8. Focus on results
  • Don't do other behaviours, then miss this critical one!
  • Maintain focus on goals and how they can be achieved

    Item no.: LL02370592
    Format: DVD
    Duration: 14 minutes
    Audience: Managers
    Copyright: 2006
    Price: AUD 339.00

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    TAKE AWAY TRAINING: MANAGING A MATURE AGE WORKFORCE

    Featuring:
  • Interviewer Eve Ash
  • Interviewee Peter Quarry

    What is the impact of the decline of the 'baby boomers' in workplaces? Learn why companies must retain these workers.

    Does age discrimination exist?
  • 50% of men over 45 years leaving jobs did so because of retrenchment, redundancy, mandatory retirement
  • Average hiring age is shrinking
  • According to research: 50% of senior managers and HR managers believe older workers are less productive; 73% of workers over 55 years feel age is limiting their careers

    Myths about mature age workers
  • Unreliable because of health problems
  • Less flexible
  • Not "attractive", eg. For reception work
  • More expensive to employ and insure
  • Have physical limitations, prone to injury
  • Less easy to "mould" to positions

    Facts about mature age workers:
  • Take less time off - many companies report drop in absenteeism rates after hiring older workers
  • Have fewer accidents per employee hour
  • Have better judgement and critical thinking ability - "have been around the block"
  • Higher productivity levels, more loyal than younger staff
  • More committed to excelling in their job
  • Over 55 year demographic has highest uptake of internet useage (IT is the only industry sector with a good balance of mature age and younger workers)

    The advantages of having mature age workers:
  • Balance young (naive?) enthusiasm with mature wisdom
  • Knowledge transfer as Gen X workers take up senior roles
  • Mature workers help maintain the "organisational memory"

    Promoting a mature age workforce:
  • Need better informed HR and line managers - challenging incorrect stereotypes, changing recruitment practices
  • Company-wide policies to encourage mature age workers - training programs; "eldercare" challenge; greater flexibility
  • Be an employer of choice

    Item no.: PE01140809
    Format: DVD
    Duration: 14 minutes
    Audience: Managers
    Copyright: 2006
    Price: AUD 339.00

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    TAKE AWAY TRAINING: MANAGING PERFORMANCE

    Featuring:
  • Interviewer Eve Ash
  • Interviewee Peter Quarry

    Practical advice explaining the steps to successful performance management.

    Item no.: WA01140705
    Format: DVD
    Duration: 11 minutes
    Audience: Managers
    Copyright: 2006
    Price: AUD 339.00

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    TAKE AWAY TRAINING: SUPERVISORY STYLES

    Featuring:
  • Interviewer Eve Ash
  • Interviewee Peter Quarry

    Learn to choose the right style of supervision for the right situation.

    Item no.: YN02480740
    Format: DVD
    Duration: 14 minutes
    Audience: Managers
    Copyright: 1993
    Price: AUD 339.00

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    TAKE AWAY TRAINING: THE NEW SUPERVISOR

    Featuring:
  • Interviewer Eve Ash
  • Interviewee Peter Quarry

    Discover the challenges and opportunities awaiting the newly appointed supervisor.

    Item no.: EH01140742
    Format: DVD
    Duration: 13 minutes
    Audience: Managers
    Copyright: 1993
    Price: AUD 339.00

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