Development Programs

Development Programs

"The added value brought to each conference was money in the bank."
Mike Shannon, WHLY Radio

"The training of the Torch Bearers Group, the Executive Leadership training, and now assisting us in strategic planning is very helpful."
LeRoy S. Troyer, PAIA
President, The Troyer Group

"We are working internally on the agenda you helped us develop"
LeRoy S. Troyer

"I highly value your wisdom and counsel."
Terry L. Troyer
CEO, The Troyer Group

"Thank you for all you have done for me and my company."
Lisa A. Cotton, CEO,
Ergonomic Health Solutions

"Real - Hands-on trainer – Real world experience – School-of-hard knocks trained. Blunt. Matter of fact."
Nate Zolman, President,
Zolman Tire

Professional, results oriented, compassionate but tough.
Pam Batcho, Admissions Representative,
Indiana Tech

We appreciate your knowledge, attention to detail, and insight.
Walt Jaqua
Priority Computer Services

I greatly appreciate your Spirit-led leadership qualities and your “purpose- filled” leadership style.
Greg Crump, Pastor,
South Side Church of God

"Tom has been a wonderful mentor and advisor for my business."
Lisa A.Cotton

"We appreciate your help in many areas."
Walt Jaqua

"Thanks for helping me grow my business! Without your guidance - not possible."
Lisa A.Cotton

"God has gifted you with a wonderful leadership and administrative skill."
Pastor Greg Crump

---------------

Sales Development

"(SPIN) This class was very valuable - made me really think."
Gail Companaro
Ergonomic Health Solutions

"The sales class was extremely beneficial."
Edward Camp, CEO
Advanced Estate Planning

"I am gaining more confidence in my selling skills."
Bill Lawrance

"The sales course was all valuable in one way, shape, or form."
Christo Lowe, CEO
Excelisys

"I learned ways to uncover problems and what not to do."
Chassidy Smith
Advanced Estate Planning

"(SPIN) All information was new and valuable/relevant."
Chris Garber
The Troyer Group

"(SPIN) I learned how to watch for and identify personality types."
Gary Hall, Project Leader
The Troyer Group

"(SPIN) I learned what questions to ask to develop needs in the mind of the buyer."
Kelton Dickey


Skills Development

In order to achieve the targeted revenue and profit objectives, what programs and processes must be put into place to prepare my people?

How proficient are my people at forecasting obstacles and suggesting solutions and action steps without my involvement?

Are my team leaders proficient in leading their subordinates in the goal-setting and achievement process?

If any of the above questions leave you wondering, we encourage you to explore the development programs below.

* Executive Leadership Development - Training
* Management Development - Training
* Sales Development
* Leadership Development
* Supervision Development
* Customer Service Development
* Coaching
* Imaginology - Team Building
* Goal Attainment

Most training seminars focus on teaching knowledge and skills, but when the people return to work nothing happens. My programs teach knowledge and skills , but emphasize attitude change and habit development. Because attitudes and habits produce the desired changes.

Executive Leadership

The development of vision, values, strategy and communication will be emphasized during this ten week seminar.

Each conference will include

* Case Studies
* Presentations Targeted discussions in a facilitation format
* Dynamic Group Discussions
* Interaction with other executives

Course Outline

* The challenge of leadership)
* Transforming the organization
* Goal planning into sustained successes
* Leadership and you
* Formal leadership
* Collaborating for results
* Building teams
* Understanding what motivates people
* Understanding behavior
* Developing peak performers
* Leadership communications

Opportunities of this caliber are rare.

Many topics and issues will be discussed including:

* Establishing a vision
* Effectively communicating that vision
* Persuading others to be committed to realizing the vision
* Clarifying values
* Exhibiting behaviors consistent with these values
* Determining strategies
* Focusing on long-term direction
* Challenging the status quo
* Doing the right things
* Aligning resources to support the vision

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -
back to top
Management Development

Since any company is a collection of individuals, the emphasis is on management of people -- not things. The focus is on developing the manager who is skillful at recognizing the employee's needs and aligning them with company objectives.

28 Skills / Areas stressed include:

* The Changing Managerial
* Motivation: The Problem & the Solution
* Organizational Development
* The Manager as a Leader
* Authority & Power
* Managerial Types
* Criteria for Personal Goal Setting
* Different Types of Goals
* The Value of Goal Setting
* Confidence Inhibitors
* Overcoming Fear
* Work Environment & Motivation
* Using Motivation at Work
* A Basic Understanding of T/A
* T/A & Management
* Decision Making
* Participative Decisions
* Management Communications
* Communication Guidelines
* Active Listening
* Time Management
* Developing Subordinates through Goal Setting
* Dealing with Negative Behavior
* Creating a Problem-Solving Environment
* Managing through Goal Setting
* Criteria for Selling Organizational Goals
* Department Goals

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -
back to top
Sales Development

It has been said that no one ever pulled a rabbit out of a hat without having put the rabbit there in the first place. An effective sales presentation is a lot like pulling a rabbit out of a hat. Any magician who has successfully performed this feat relies on timing, practice, preparation, and reading the audience -- his customer.

Although reputable salespeople do not engage in sleight of hand, they are prepared and can read the customer.

Knowing one's product line and being able to read a brochure upside down do not equate to a top-notch salesperson. Timing, reading the customer, and preparation are the essentials.

The 32 Skills - Areas emphasized include

* Understanding the Buying and Selling Processes
* Where and How to get Referrals
* Persuasive Presentations

The student learns when to stop the sales process, when to proceed with caution and when to move to the successful close. Following are samples of sales skills covered in the program:

* Gaining Favorable Attention
* Discovering wants and needs
* Getting commitments
* Persuasive Presentations
* Closing Techniques
* Overcoming Stalls & Objections

My Sales Development Seminar has a much different focus than other training sessions. The major objective is to become skillful at developing business - not merely learning the 6 basic sales steps.
Capstone Selling
Situation - Problem - Implication - Need

You will learn to master the Capstone selling process (situation, problem, implication, need-payoff) as used by IBM and Xerox, among other Fortune 500 companies. Fortune 500 companies averaged a 17% increase in revenue with each Capstone graduate.

WHY Capstone? I have taught sales training throughout my professional career. Capstone is simply the most effective method of selling I have seen.

Additionally you will become an expert in utilizing the GAP process: a skill that, when combined with Capstone, quickly separates you from your competition, and produces the sales results you are capable of generating.

We will practice extensively in the classroom with a variety of role plays, designed to make the selling skills second nature to you, and build your confidence in making the sale.

You will learn to recognize and deal effectively with the 4 basic personality styles.

However, the seminar is not a lecture/training class. You will be actively involved in dynamic discussion. Why? This format has been proven to produce the highest level of cognitive skill retention and habit formation.
- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -
back to top
Leadership Development

Leaders are made -- not born.

Everyone in the organization (Board Room to Boiler Room) is a leader or an influencer. Why not hone these abilities for the success of the company? This most effective program can be implemented in varying forms to address all leadership needs at any level within the business. Also ideal for churches, civic and social organizations.

Emphasis of these 29 Skills - Areas includes:

* Tapping Hidden
* Potential
* Self-Motivation
* Emotion and Logic
* Building Success Attitudes and Habits
* Effective Communication
* Problem-Solving
* Decision-Making.

Who are your leaders for tomorrow? Are they ready now? What will it take to prepare them?

Below are a few other topics reviewed in the "Leadership Development" program. Ideal for building self-confidence, either with a group or 1-0n-1 coaching format.

* Why People Resist Change
* Roadblocks to Success
* Creative Power Through Visualization
* Management & Delegation for Leaders
* Effective Decision Making and Problem Solving

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -
back to top
Supervision Development

Most supervisors come from super workers. That is, on Friday they were a super worker and the following Monday they take on the responsibilities of a supervisor.

Technically, the new supervisor is at the top of his field. However, he usually is strongly lacking in the people and management skills, the resultant impact on productivity, employee motivation and even the organization more often than not is harmful.

Hopefully this dilemma will resolve itself to a positive relationship between the supervisor and the workers. Often it will - in due course, but, why wait, and why run the risk that resolution will not work?

The Skills / Areas covered in the 10 week program include:

* The Supervisor as a Manager
* The Supervisor as a Leader
* The Role & Function of a Supervisor
* What Makes a Supervisor Succeed
* Personal Goal Setting
* Organizational Goal Setting for Improved Productivity & Increased Profits
* Guidelines for Setting Goals
* Types of Goals
* The Interdepe