Programme Directory

– Measurable Performance Transformation –

Leadership & Teams

“Leadership, like swimming, cannot be learned by reading about it.” — Henry Mintzberg

Sales Performance

“Motivation is what gets you started. Habit is what keeps you going.” — Jim Rohn

Individual Effectiveness

”There is nothing more important than getting the right people, in the right jobs, with the right development and high levels of engagement. Everything else – superior customer service, profitable growth, return on shareholder value and brand – happens from there.” — Roy Valee

Versatile Communication

“It’s wiser to find out than to suppose.” — Mark Twain

Psychological Resilience

“It is not the strongest of the species that survives, nor the most intelligent, but the one that is able best to adapt and adjust to the changing environment in which it finds itself.” — Charles Darwin

Coaching and Mentoring

“Winning companies win because they have good leaders who nurture the development of other leaders at all levels of the organisation.” — Noel Tichy

We offer custom-designed solutions based on your organisational needs

LEADERSHIP AND TEAMS


Leading for Performance

Leading for Performance* (LFP) is a series of leadership effectiveness modules that provides first-line and mid-level operational managers, team leaders, and project managers with the skills and tools they need to create effective working relationships with others. Participants learn proven best practices for communication, team building, conflict resolution, coaching, goal setting, conflict management, problem-solving, and other vital leadership competencies that can drive performance and lead to a sustainable advantage for their organisations.

Included modules:

  • Meeting Leadership Challenges
  • Communicating with Purpose
  • Motivating for Results
  • Setting Goals for Success
  • Coaching for Performance (a/b)
  • Reviewing Performance

Other available ‘add-on’ modules

  • Delegating with Confidence
  • Interviewing for Selection
  • Managing Conflict
  • Building High Performance Teams
  • Taking Smart Risks

 

The Leader-Manager: Achieving Performance with Fulfillment

The Leader Manager*: Achieving Performance with Fulfillment provides strategic leaders with the framework and skills to enable the work unit to achieve Performance with Fulfillment—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.

 

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.

 

Coaching 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 program will enable organizations to gain a competitive advantage using an effective, structural coaching approach that taps employees’ potential and leads to improved performance and fulfillment.

Creating a High-Performing Team

Creating a High-Performing Team uses the Talent DynamicsTM profile and concentrates on individual and team strengths, passions, and natural talents. It delivers results in performance and profitability while aligning your team to the spirit and purpose at the heart of your organisation. The profile and debrief unveil the most natural activities you and each member of your team should focus on to stay in ‘flow’ and be more productive. Discover your strengths and weaknesses, how to channel your strengths, your distractions and opportunities, and why you do what you do in the way you do it.

 

Building Relationship Versatility

Building Relationship Versatility* is based around a Social Styles matrix. After being profiled, participants discover their Social Style and interpersonal versatility rating, based on the perceptions of people they work with. During the workshop, participants learn how to identify others’ Social Styles and, based on understanding their own and others’ style, learn to modify their own behaviors to communicate more easily and effectively with others. The programme also helps people learn how to interact more effectively with people of other Social Styles under stress and in conflict. When people demonstrate ‘back-up behavior’ (predictable responses to high stress), knowing what to do can be critically important.

 

Creating a Culture of Engagement

Creating a Culture of Engagement* is a highly interactive two-day 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.

 

Cross-cultural Effectiveness

Cross-cultural Effectiveness* is based on working within the five cultural dimensions. It will teach participants what types of behaviors 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.


SALES PERFORMANCE


The Counsellor Salesperson

The Counsellor Salesperson* uses a four-step consultative selling process that helps sales professionals 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.

 

The Sales Leader-Manager: Leading Salespeople to Success

The Sales Leader Manager*: Leading Salespeople to Success (SLM) provides a framework and skills for sales managers to enable their sales teams to succeed—to achieve higher revenue, customer satisfaction, and long-term profitability. Sales managers learn how to align their efforts and motivate their sales teams by using Five Practices to create an environment of performance with fulfillment and provide the leadership their people need.

 

Coaching the Counsellor Salesperson

Coaching the Counsellor Salesperson* develops the sales manager’s ability to develop and coach their people, which has a significant impact on sales team results. Learn how to reinforce skill usage of The Counselor Salesperson (CSP) with the program Coaching the Counselor Salesperson. Your sales managers will learn the ABCs of coaching, how to overcome the challenge of coaching, and receive a playbook to help coach sales representatives of all skill levels.

 

Cross-cultural Effectiveness

Cross-cultural Effectiveness* is based on working within the five cultural dimensions. It will teach participants what types of behaviors 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.

Negotiating to Yes (Sales)

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.

 

Persuasion Through Presentation

UPFRONT:TM Persuasion Through Presentation* is a hands-on, results-oriented workshop that will have an immediate impact on one’s ability to effectively influence and persuade any audience to take action. This opportunity to further develop and refine presentation skills has four basic sections: Groundwork, Engage, Develop, and Close

 

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.

 

The Resilient Salesperson

The Resilient Salesperson is a science-based course which uses case studies, exercises, and discussions to grow your mental toughness and resilience and gain new skills which you can use immediately to resolutely pursue your sales targets despite setbacks. During the programme you will receive your personal mental toughness assessment report based on the Seligman Attributional Style Questionnaire (SASQ), used in organisations worldwide. Increasing your resilience, also known as grit, has a huge influence on performance, personal effectiveness, and business productivity. The techniques we teach are easy, fun to learn, can be put into practice immediately, and last a lifetime.


VERSATILE COMMUNICATION


Building Relationship Versatility

Building Relationship Versatility* is based around a Social Styles matrix. After being profiled, participants discover their Social Style and interpersonal versatility rating, based on the perceptions of people they work with. During the workshop, participants learn how to identify others’ Social Styles and, based on understanding their own and others’ style, learn to modify their own behaviors to communicate more easily and effectively with others. The programme also helps people learn how to interact more effectively with people of other Social Styles under stress and in conflict. When people demonstrate ‘back-up behavior’ (predictable responses to high stress), knowing what to do can be critically important.

 

Cross-cultural Effectiveness

Cross-cultural Effectiveness* is based on working within the five cultural dimensions. It will teach participants what types of behaviors 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.

Negotiating to Yes

Negotiating to Yes* helps 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 and actually strengthen professional relationships. (Sales version also available).

 

Persuasion Through Presentation

UPFRONT:TM Persuasion Through Presentation* is a hands-on, results-oriented workshop that will have an immediate impact on one’s ability to effectively influence and persuade any audience to take action. This opportunity to further develop and refine presentation skills has four basic sections: Groundwork, Engage, Develop, and Close.

 


INDIVIDUAL EFFECTIVENESS


Developing Mental Toughness and Resilience

Developing Mental Toughness and Resilience is a science-based course which uses case studies, exercises, and discussions to grow your mental toughness and resilience. During the programme you will receive your personal mental toughness assessment report based on the Seligman Attributional Style Questionnaire (SASQ), used in organisations worldwide. Increasing your resilience, also known as grit, has a huge influence on performance, personal effectiveness, and business productivity. The techniques we teach are easy, fun to learn, can be put into practice immediately, and last a lifetime.

 

Coaching 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 program will enable organizations to gain a competitive advantage using an effective, structural coaching approach that taps employees’ potential and leads to improved performance and fulfillment.

 

Resilience Coaching

Resilience Coaching is usually conducted in one-to-one sessions in which we coach you for optimism and resilience by identifying your self-defeating beliefs (which you may not be aware of) and what triggers them, evaluating how accurate these beliefs are, and replacing them with more constructive and accurate ones. We teach you how to tune in to and change your internal dialogue. Research on positive psychology has shown that your expectations of success or failure are often self-fulfilling prophecies; if you believe you will succeed you are more likely to overcome adversities and achieve your goals. This coaching is not only of benefit to individuals, but also to organisations with employees who have the ability and desire to achieve, but not the necessary emotional and mental toughness. Through this coaching, they can turn their attitudes around, leading to more personal and professional success.

 

Building Relationship Versatility

Building Relationship Versatility* is based around a Social Styles matrix. After being profiled, participants discover their Social Style and interpersonal versatility rating, based on the perceptions of people they work with. During the workshop, participants learn how to identify others’ Social Styles and, based on understanding their own and others’ style, learn to modify their own behaviors to communicate more easily and effectively with others. The programme also helps people learn how to interact more effectively with people of other Social Styles under stress and in conflict. When people demonstrate ‘back-up behavior’ (predictable responses to high stress), knowing what to do can be critically important.

Negotiating to Yes

Negotiating to Yes* helps 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 and actually strengthen professional relationships. (Sales version also available).

 

Persuasion Through Presentation

UPFRONT:TM Persuasion Through Presentation* is a hands-on, results-oriented workshop that will have an immediate impact on one’s ability to effectively influence and persuade any audience to take action. This opportunity to further develop and refine presentation skills has four basic sections: Groundwork, Engage, Develop, and Close.

 

Powerful ‘Intrepreneurship’

Innovation in Action* 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.

 

Cross-cultural Effectiveness

Cross-cultural Effectiveness* is based on working within the five cultural dimensions. It will teach participants what types of behaviors 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.


PSYCHOLOGICAL RESILIENCE


Developing Mental Toughness and Resilience

Developing Mental Toughness and Resilience is a science-based course which uses case studies, exercises, and discussions to grow your mental toughness and resilience. During the programme you will receive your personal mental toughness assessment report based on the Seligman Attributional Style Questionnaire (SASQ), used in organisations worldwide. Increasing your resilience, also known as grit, has a huge influence on performance, personal effectiveness, and business productivity. The techniques we teach are easy, fun to learn, can be put into practice immediately, and last a lifetime.

Resilience Coaching

Resilience Coaching is usually conducted in one-to-one sessions in which we coach you for optimism and resilience by identifying your self-defeating beliefs (which you may not be aware of) and what triggers them, evaluating how accurate these beliefs are, and replacing them with more constructive and accurate ones. We teach you how to tune in to and change your internal dialogue. Research on positive psychology has shown that your expectations of success or failure are often self-fulfilling prophecies; if you believe you will succeed you are more likely to overcome adversities and achieve your goals. This coaching is not only of benefit to individuals, but also to organisations with employees who have the ability and desire to achieve, but not the necessary emotional and mental toughness. Through this coaching, they can turn their attitudes around, leading to more personal and professional success.


COACHING AND MENTORING


We provide a variety of coaching and mentoring services including:

  • High performance coaching
  • Executive coaching
  • Sales performance coaching
  • Leadership mentoring
  • Development of in-house coaches and mentors

ORGANISATIONAL MEASUREMENT TOOLS

As part of our organisational development services, we work with a range of diagnostic tools, including:

Leader-Manager InventoryTM
Sales Leader-Manager InventoryTM
Customer Relationship InventoryTM
360o Engagement AuditTM
Social Styles ProfileTM
Growth Leadership InventoryTM
360o The Leader NavigatorTM
360o The Sales Leader NavigatorTM
360o The Salesperson NavigatorTM
Seligman Attributional Style QuestionnaireTM
Talent DynamicsTM


*A Wilson Learning Programme

The road to success is always under construction…

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