Training Summary

Bob Longo Consulting

(Making Learning Possible)

Developmental Planning

Needs Analysis– Vertical Slice

– Work With Plan Training

– Audience

– Media Delivery Evaluation

– Follow-up Work With

– Mentorship

VP

Manager

Employee

Customers

Go to Market Strategy Vision

Execution

Vertical Slice Interviewing

2

Staff Development

Decide on the best course of training (Type of training determines delivery)– Self directed

– Coaching

– In-house module

– Outside option

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Adler DAM Negotiations, Strategic Selling, Effective CommunicationsAnderson 53704 DAM X X X X Presentations, Negotiation TNTAskins 53116 DAM X x X X Personnel public relationsBalsamo 53702 DAM x x x x x Organization > Business Review, planningBertsch 53710 DAM x x x x x x x Presentations, PowerPointBevan 54112 DAM x x x Presentations, Business planning, Personal interactionBond DAMBorkes 53719 DAM X X X DAM training > PivotsBurns 53117 OAMCoigne 53115 DAM X X Sharing knowledge base

PERSONNEL DEVELOPMENT PLANNING

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Field Work WithsName:______________________ Daily Schedule Date:________________

Time Account: Contact: Products: Purpose Sales Process

Objectives:

Employee's Own Goals:

Skills Reviewed:

Concepts Reviewed:

Improvement Opportunities:

Follow-up Training:

Pre-Call Sales CallCall Evaluation: Forward / Changed Professionalism

Sales Objective Set Sales Process Objective Met Time and Territory ManagementBrand Potential Analyzed

Uncover Needs Skills Culinary

Products Targeted Relationship Listening CommunicationSamples Planned / Brought

Ask for the Order Probing Attitude

Questions Anticipated

Set-Up for Next

Handling Objections Preparation / Planning

Possible Objections Post-Call Observing RapportAccount Knowledge

Computer Use Presenter Skills Product Knowledge

Territory Management

Ordering System Closing Presentation

Number of Calls Set / Made

Appointment with Objective Follow-up Mentorship Reviewed

Evaluation

5

Training Initiatives

Go-To-Market StrategyOperator TargetingAccount ProfilingSelling ProficiencyProduct KnowledgeFood SafetyComputer SkillsHiring Process Performance Planning

Sexual Harassment TrainingTraining Needs Analysis Course DesignStrategic SellingNegotiationsClassroom FacilitationCode of Ethics TrainingMeeting PlanningOrganizational Skills

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7

New Hire Training

Leader’s Guide

Presentations

Training In Sales Meetings

– Selling Process

– Account Targeting

– Time Management

– Customized Sell Sheets

– Presentations Skills

– Listening / Questioning

– CRM Systems

– Team Building

– Segment Selling

– Overcoming Objections

– Order Management

– Culinary skills / Kitchen safety

– Negotiating

– Microsoft Training

8

Why use Competences?– Eliminates

misunderstanding about past experiences

– Prevents personal impressions from affecting evaluation

– Reduces applicant “faking”

– What information do I need to assess behaviour?

How do I ask questions to get STARs?– STAR

• Situation• Task - What was the

situation or task • Action – What

actions did you take

• Result – What was the result

Competency Based Interviewing

9

10

A Variety of Ready-to-go Modules

Samples

Confidential

For example purposes only

11

New Hire Training

Bob Longo Consulting

(Making Learning Possible)

Department Overview

MarketingProduct Marketing

After Marketing

Pricing and Program Marketing

Promotions

Communications

Direct Marketing

Business Planning

SalesDirect and Dealer Sales

Global and Major account Sales

High Volume Color Printing

Color laser Printers

Professional Services

Supply ChainProduct Sales Inventory

Forecasting and Planning

Central Purchasing

Customs Compliance

Transportation Management

Logistics Operations

Systems and Service Parts Logistics

Customer AdministrationOrder Management

Accounts Receivable

Billing and Invoicing

Credit and Collections

Cash Applications

Meter Reads

Service Contracts

ServiceField Service Technicians

Installation

Preventative Maintenance

System Troubleshooting

Problem Resolution

Ongoing Service Support13

14

Department Overview

Information Technology Application Development

PC Maintenance

Datacenter Management

Telecommunication Infrastructure

Human Resources Human Resources

Learning and Organizational Development

Facilities Management

Travel

Executive OfficeAlign US business strategies with Company Limited

Define strategies that drive revenue and maximize profit

Remain competitive within the document solutions industry products

Bring value to our customers

Promote and reinforce 's Vision, Mission and Values in all business activity

Finance Enhance Financial Performance

Assure Financial Control

Optimize Financial Operations

15

Take Ownership of Today And Tomorrow With ’s Comprehensive Benefits programs

Live the Values: Take Ownership - Benefits

Medical Dental Vision Life Insurance Disability

Flexible Spending Employee Assistance Program 401(k) Beneplace

16

Take OwnershipLive the Values: Travel & Expenses

Of Your Business Travel Business Travel Expenses

Continuous Improvement Training Introduction

Bob Longo Consulting

(Making Learning Possible)

Why are you Here?

18

To learn tools and techniques to achieve…

1. Value

2. Identify Value

Stream

3. Flow4. Pull

5. Seeking Continuous

Improvement Five Principles

Five Principles of CI Transformation

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Five Principles – What it Means

1. Value What is the customer willing to pay for?2. Identify the Value Stream The way the value is delivered, then reduce the wasteful steps3. Flow Make the remaining “value steps” flow without interruptions

using 1-piece flow, standard work, pull, 6-S 4. Pull Triggering pull from customer needs5. Seeking Continuous Improvement

By challenging the current state

Value

Identify Value Stream

Flow

Pull

Seeking Continuous Improvement

20

Clean air solutions

How do we Accomplish CI?

Kaizen simply means change for better

Kaizen is the practice of continuous improvement

21

Filtration and Indoor Air Quality

Bob Longo Consulting

(Making Learning Possible)

The Air We Breath

23

We eat 2 pounds of food per day

We drink 4 pounds of fluid per day

We breathe 48 pounds of air per day

24

our atmosphere is constantly changing

Nature and Humans are responsible for:• Generating • Moving several objects and things

How do we protect ourselves against these moving objects ?

What are these objects? How big these objects?Could we see them?Could we smell them?

Our Atmosphere

Sales UpdateU.S.

Indoor Air Quality

Energy Costs

Inventory Control

Maintenance Costs

Labor Costs

Waste Removal

Indoor Air Quality

Apparent Expense

Hidden Costs

Filter First Cost

Compliance Issues

Performance Problems

Administration Costs

Total Cost of Ownership

Prospecting and Understanding PersonalitiesBob Longo Consulting

(Making Learning Possible)

CUSTOMER BUY-IN

CONCEPTUAL TCO VALUE

PREPARATION

DISCOVERY

CONFIRM DISCOVERY

DATA COLLECTION

PRESENT TECHNICAL /

ROI

CUSTOMER ACCEPTANCE

FORMALIZE QUOTATION

NEGOTIATIONS

CUSTOMER SATISFACTIO

N

Qual

ifyin

g the

Value Q

uantifying the ValueTAILOR SOLUTION / VALIDATION

CLOSE AND IMPLEMENT

PROSPECT

SUSPECT

Sales Process

Why Study Personality Patterns?

This will help you develop: An awareness about yourself Your ability to resolve conflicts An ability to overcome

communication roadblocks Your own leadership style A more positive work relationship A happier family environment

29

Quick View

Dominance Influencer

SteadyConscientiousness

Extrovert

Introvert

PeopleTask

30

ACTIVE / OUTGOING

Dominance or

Influencing

RESERVED

Steadiness or

Conscientious

TELLS “I” Direct Confident Restless Takes initiative

ACCEPTS

“He, she, they” Calm

Supportive Loyal

Team Player

PERSUADES “We” Friendly Smiling Touching Optimistic

ASSESSES

“It” Calm

Factual Rational

Organized

May Clash

Developmental Planning

31

Sales Process Suspect – Body Language

Bob Longo Consulting

(Making Learning Possible)

33

Body Language What are the non-verbal messages are being

sent?– If your Customer is not Responsive or Reflective

it is not a good time to close

– How are they sitting? Leaning?

What non-verbal messages are you sending?– Face your Customer

– Make Good Eye Contact

– Lean Forward and Keep an Open Posture

– Nod, as it is the most effective gesture and positive reinforcement we have

34

Components of communication*

What effects people during a presentation

– 7% - Your choice of words

– 38% - The way you say it

– 55% - Your body language

*Mehrabian communication research

Gesturing

Body Language

Do your non-verbals match your message?– Do you say one thing but your body language

says another? Hand-Gestures give good signals

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EagerSprint Position Open Legs

Feet Under Chair

On Toes

Responsive

EngagedLeaning Forward

Open Body

Open Arms

Open Hands

37

Reflective

ListeningHead Tilted

Lots of Eye Contact Nodding

High Blink Rate

EvaluatingStrokes Chin Position Looks Up and Right

Legs Crossed in 4 (Ankle on Knee)

 Trying to recall memories.

 Eyes - upward to the right (their left).

Bob Longo Consulting(Making Learning Possible)Bob Longo

 

20 Maxal St. Green Brook NJ 08812 Phone: 732 968 7808 Cell: 732 991 1379

E-mail: Bob_Longo1@Yahoo.com

http://www.linkedin.com/in/BobLongoConsulting