The Effective Manager

Outline

This workshop is based on the management principles of Peter Drucker. Good management ideas learned and practice by Dr. Chen and other executives on our team are also included. The main purpose of this workshop is to help participants become better bosses. The importance of a good boss can not be overstated. Under a good boss, employees are much more likely to be happier and engaged in their jobs. A happy worker, in turn, will affect their colleagues, friends and family members in a positive manner. We have condensed these best management practice into the SOMAD principles:

  • Setting Meaningful Goals

  • Organizing Work

  • Motivating Team Members

  • Assessing Progress

  • Developing Self and Others

Deliverables

On completion of this workshop, the participants will be able to:

  1. Effectively complete strategic analysis on a Single Sales Objective using the Blue Sheet.

  2. Understand the underlying principles of each block the Blue Sheet, including :

    • Single sales objective
    • Buying influences and their roles and modes
    • Wins and results
    • How well are the bases covered?
    • My position vs. competition
    • Ideal customer criteria
    • Sales funnel
    • Summary of my position today
    • Possible actions
    • Best action plan

  3. Apply the following tools throughout the strategic selling process:
    • Strengths
    • Red Flags