Workshops & Seminars

The Talent Crisis is worsening and what to do about it…

 Benchmarking top Performers

Where:  The Construction Exchange Headquarters
2660 William St, Buffalo, NY 14227

When:  Wednesday April 26th    8:30 AM til 12:30

Cost: $199 PP

 

 


All Seminars Offered Through Champ Trainer

Click any of the links in the list below to learn more!


CHAMPion Leaders

Exceptional leaders understand the value of human relations and the distinction between leadership, management, supervision and training. In addition, and perhaps most importantly, they are able to apply these skills in appropriate doses and at appropriate times. Great Leaders are able to rise above the Minutia and sustain allocating 80% of their time on 5 critical areas:

  • Coaching well
  • Hiring Right
  • Assessing and Benchmarking
  • Managing and Leading
  • Planning and executing

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The Platinum Rule of Sales

One of the most powerful seminars you will ever attend. It is said that Trust is the cornerstone of all sales relationships. Buyers display parts of four distinct behavioral characteristics. These characteristics influence their buying tendency and directly effect the way information is processed, risk is evaluated and opportunity is sought. This seminar will examine your behavioral style and its impact on others and allow you to adapt to others, by engaging the “platinum rule” and selling to them in a way they in which they wish to be sold.

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Dynamic Communications

Designed to help people win and achieve a greater degree of success in life and work. This seminar will open your eyes to a new way of viewing yourself and others and will allow you to discover how to communicate more effectively based on the DISC behavioral model. Specifically, the Dynamic Communication seminar will help you:

  • Understand the benefits of applying a behavioral communication model.
  • Understand your own behavioral design.
  • Recognize, understand and appreciate others’ behavioral designs.
  • Adapt your behaviors for enhanced communication, understanding and relationships.
  • Identify behavioral styles by observing tone of voice, words, body language and pace.

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Coaching for Improved Performance

The greatest growth opportunity in any corporate environment is to be coached effectively. The majority of mid level managers do not know how to effectively coach. They choose to supervise instead of mentor or mentor instead of coach simply because the do not understand the fundamental differences, or choose not to devote the appropriate time which coaching requires. This workshop helps you unlock the keys to becoming an effective leader and coach.

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Hire Right…Now

Designed for all managers who are involved in the interviewing and selection process. 80% of selection decisions are based solely on the interview. Interviews are only 11% valid. The choices we make steer the course of our company. There is no more critical time in your career when you will add to or detract from the corporate mission than when you Hire. Learn proven strategies and tactics designed to mitigate poor hires as we define the specific criteria for each open position, and develop a robust hiring process

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Managing Chaos or Enabling Growth?

Designed for Leaders, this course provides proven ideas to make your team efficient, effective and self sufficient in contributing to the corporate mission. Participants will be exposed to 11 key guidelines to making effective management decision such as:

  • Hire well
  • Establish effective standards
  • Coach/motivate to standards
  • Leading vs. Managing

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Managing for Optimum Sales Performance

Reserved for CEO’s, owners and executive sales leaders, this interactive workshop will examine sure-fire ways to raise sales standards across the company and demonstrate how effective managers use technology and tools to measure and track activity. Attendees will learn:

  • The importance of goal setting as a way to align the corporate mission and create personal focus.
  • How to establish, communicate and reinforce sales forecasting and activity standards.
  • Choosing and effective SFA or CRM tool.
  • How to effectively manage both the QUALITY and QUANTITY of corporate sales activity.

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Top Grading Your Team

Participants will learn fundamentals on how to enhance their teams. Learn a proven 5 step recruitment and Hiring system. Participants of this workshop will:

  • Determine the Crucial elements of success.
  • Learn the elements of an effective “KASH ACCOUNT” model.
  • Establish a rigorous & standard hiring process.
  • Reduce the impact of “false positive” hires.
    • Establish proven on-boarding processes for newly hired personnel.

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Effective Management

Designed for front line managers, this course provides proven ideas to make the team efficient, effective and self sufficient in contributing to the corporate mission. Participants will be exposed to 21 key guidelines to making effective management decisions, such as:

  • Hiring well
  • Establishing effective standards
  • Coaching/motivating to standards
  • Leading vs. Managing

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“In Search of a Superstar” Identifying & Hiring the Best

Designed for CEO’s and “C” Level Executives. In two short hours you will:

  • Learn what characteristics make a “superstar.”
  • Determine how to find these superstars in today’s job market.
  • Differentiate the true superstars from the perennial “wanna-be’s.”
  • Discover proven techniques to avoid the enormous expense of a “poor hire.”
  • Explore assessments tools that validate desirable characteristics.

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“Change the Game” (* 2 day seminar)

If you are an Owner, Principal or “C” Level Executive committed to enhancing your top line revenues, you are invited to join us for a two day interactive, experiential leadership conference designed to “Change the Game” & maximize results.

Attendees of this hard-hitting, hands-on two-day workshop will receive the following tangible benefits:

  • Creation of an empowered, results-driven Business Development culture.
  • Alignment of marketing & sales goals, strategies and tactics to organize the “chaos” that may exist today.
  • Templates for defining best fit customers and creating a tactical, results-driven marketing plan for the coming year.
  • Tools to evaluate the talent of your team and to define your role within the organization.
  • Ways to upgrade your team’s performance both in the short-term and the long-term.
  • Leadership tools & concepts that hold people accountable and get results.
  • Coaching and mentoring skills guaranteed to maximize your team’s individual and group revenue results.

 

How to upgrade your organization in a down economy

“Every minute devoted to putting the proper person in the proper slot is worth weeks of time later.” -. Discover your company’s hidden strengths and weaknesses and overall growth potential. Eliminate costly hiring mistakes and learn how to make only A+ personnel decisions in your sales and sales management department. For Senior Executives and Business Owners Only.

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Setting the Pace: Knowing & Leading your People

Objective: develop leadership qualities of your management team. Learn invaluable insights into the role which behavior plays in effective communications. Learn powerful ways to empower, coach and develop your most precious asset… human capital. This workshop will be the very best 1 day investment you will ever make…GUARANTEED.

  • The Art of Leadership
  • High Gain activities of Leaders
  • Common traits of exceptional leaders… how do you stack up?
  • Top 7 reasons people fail… and what to do about it
  • Leading Change/Setting the Culture
    • The importance of alignment and goal setting:
    • Vision/Strategy/Tactics
  • DISC… an introduction of the concept
  • Overview of the model
  • Uses and applications
  • Coaching… What is it? What isn’t it?
  • Coaching versus mentoring and managing
  • Applying DiSC to interpersonal relations: work, home, sales, life
    • Crucial Elements of Success

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Time Management

The average person operates at 30% efficiency. This workshop will show you how to increase your personal productivity, become more pro-active, be better balanced, and experience less stress!

Do you want to: Increase your productivity by 15% to 20%. Learn how to schedule and identify your priorities. Learn the four steps of pro-active self-management Learn to set goals and go for them! Stop letting your commitments slip through the Cracks!

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Managing Human Capital to Grow the Top Line

Owners, Principals and Executives committed to enhancing their top line revenues through creating a more focused and effective sales culture. Participants will learn:

  • How to create an empowered, results driven culture
  • How to hire, assess and maximize talent
  • Ways to upgrade your teams performance both in the short term and the long term
  • Standards and metrics designed to hold your teams accountable
  • Coaching and mentoring skills designed to maximize your team’s professional growth

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Powerful Negotiation Techniques

A successful Negotiation meets 2 objectives:

  • Protects you against making an agreement you should reject
  • Helps you make the most of your available assets given your goals

Using principles of the Harvard Law School’s “Program on Negotiation,” we will examine the 4 basic phases of negotiation and why each is important. Takeaways include:

  • Understanding the value triangle and its impact on negotiations
  • Mastering routine negotiation strategies
  • Gaining exposure to concession management strategies based on interests and concerns
  • Learning the 10 deadly sins of negotiation and what to do about them
  • Learning how your communications style effects negotiation

“Keep it in the fairway”…18 principles to Sales Success TM *

Sales, like golf, is a mental game. Join us for an intriguing, thought provoking, and memorable workshop in which we will explore 18 of these principles first hand and provide you with a few more shots to put in your “sales bag.”

You should attend this workshop if you are looking to lower your sales handicap:

  • Frustrated with roller coaster-like results?
  • Have your results hit a plateau?
  • Do you need to brush up on some fundamentals?
  • Does the mental part of the game have you down?

(*CAUTION: This is not a golf workshop. Your instructor is a 14 handicap… but a heck of a sales coach!)

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Strategic and Tactical Planning

A full day, interactive, workshop leading to a completed marketing plan inclusive of target markets and positioning strategy, value proposition, SWOT analysis, contact management strategy, sales objectives and activity standards by rep.

Upon completion of the workshop participants will be able to:

  • Identify best fit markets and prospects given their sales objectives
  • Identify key strategies to maximize revenue attainment based upon their goals inclusive of;
    • A contact management strategy to support retention and acquisition objectives
    • Lead generation strategy
    • Market development strategy
  • Present a consistent sales and marketing message consistent with the corporate vision
  • Develop a tactical, results based activity plan, at the rep level, which will support & leverage marketing initiatives

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Other common workshops

  • Effective Communication in the Workplace
  • Working with Difficult People
  • How to Produce More with Fewer Resources… Maximizing strengths and Minimizing Weaknesses within Your Organization
  • Personal Skills… More Important to Superior Performance than Job Skills
  • How Your Company Can Be More Productive with Survey and Assessment Tools
  • How to Diagnose Effective Teams and Keep Them on the Right Track
  • Coaching for High Performance
  • Customer service that “SELLS”
  • Change management
  • Negotiation
  • Creative Problem solving
  • Time management

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 Leadership Institute

The initial transition from staff member to supervisor is the toughest leap in any organization. You may find yourself asking questions like:

  • What do I do to get to the next level?
  • Is everybody motivated differently than me?!
  • Why were things much more straight forward in my old job…what do I do next?

   Series program modules offers

  1. High Performance Coaching
  2. Recruitment & Interviewing for High Performers
  3. Benchmarking your Organization
  4. Management & Accountability
  5. Strategic Planning

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