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Wilson Learning International was initiated 40 years ago in the US and is now the world’s biggest global executive development provider.
With more than 3.000 accredited trainers present in 38 countries, Wilson Learning has been supporting leading organizations from all industries achieve measurable business objectives through Leadership & Management, Sales and Customer Service modular content supported by measurement and assessment know how and technology.
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Wilson Learning Bulgaria has been fully operative since Wilson Learning Bulgaria has been fully operative since early 2006 with a team of accredited consultants who own a valuable business and line management professional background and are able to conduct Development Solutionsin the local language.
Until today in Bulgaria we have successfully supported Until today in Bulgaria we have successfully supported financial, bank, pharmaceutical, FMCG and industrial organizations.
Mission...H l i l d i i hi f Helping people and organizations achieve performance
with fulfillment
Wilson Learning will integrate systems to link human capabilities and human capabilities and company strategy for business impact.
Human Performance Improvement Process
Prepare
PrepareManager Involved Manager Involved
ApplyNew Capabilities
Developthe Target Audience
PrepareClient Organization
Apply Skills
PreparePlan
• Information Sheets
• Planners
Practice Activities
• In Office and In Field Practice ActivitiesPre-Work
Target Audience
Skills
Execute Learning ResourcesTraining
Evaluate
• Planner Reflection
• Information specific to development
Adopt Implementation
Guides
• Behavior Check List
• Opportunity Win/Loss
• Performance Tracker
6 WeeksPursue Target
Opportunities to CloseImpact Evaluation
Manager InvolvedManager Involved
Areas of Expertise
Energizing People to be Developing Leaders with Character andSkill
Energizing People to be Successful and Fulfilled
Turning Salespeople into a Competitive Advantage
Impact of HPI Approach on Sales ProductivityImpact of HPI Approach on Sales Productivity
The Wilson Learning Sales Effectiveness Model
Sales Effectiveness Span
Strategist Focus Consultant FocusStrategist Focus Consultant Focus
Creating Competitive Business Solutions
Selling Competitive Business Solutions
Consulting with Clients
The Versatile Salesperson
Negotiating to Yes
CSP/CP
Inbound Sales Excellence
Managing Sales Performance
The Sales NavigatorPerformance Navigator
The Counselor Sales Approach and its Impact on Sales Effectiveness
•Salespeople received basic selling skills training•Salespeople received basic selling skills training
• Salespeople received consultative selling skills training (on the above skills plus a structured process for establishing a consultative relationship)
• Salespeople received the consultative approach plus specialized advanced consulting skills:- analysis of the impact of switching costs on a customer’s buying Decision- how to analyze a customer’s value chain
how to determine industry and customer critical success factors- how to determine industry and customer critical success factors- how to have a strategy-level discussion with senior executives
i iNegotiating to Yes
Based on the work of Dr. William Ury of the Harvard Negotiation Teamy gTeaches how to focus on the interests (as opposed to positions or price)Build skills in questioning, listening, problem-solving, persuading and
countering bargaining tactics.g g g
© Wilson Learning Worldwide Inc.© Wilson Learning Worldwide Inc.
Dr. Ury Intro Dvd
Sales Effectiveness Suite
The Counsellor SalespersonThe Counsellor SalespersonPhysician Focused Selling Counselor ProspectingThe Consultative ProcessThe Consultative ProcessConsulting with ClientsTurning Information into Sales: An Approach to Advanced DiscoveryThe Versatile Salesperson The Versatile Salesperson Negotiating To Yes Inbound Sales ExcellenceSales Advantage PortalSales Advantage PortalCreating Competitive Business Solutions
Aligning Sales Process with Business StrategyBuying Behaviors and Value Creating StrategiesBuying Behaviors and Value Creating StrategiesDiscovering Customer Critical Success FactorsLinking Your Customer’s Business ProcessesDifferentiating Business SolutionsDifferentiating Business Solutions
Customer Service Excellence Suite
Signature Customer Service: The Key to Customer SatisfactionManaging Signature ServiceManaging Signature ServiceInbound Sales Excellence (for Call centers)The Power of VersatilityThe Power of VersatilityConsulting with ClientsThe Consultative ProcessBuilding Relationship Versatility: Social Building Relationship Versatility: Social Styles at Work
The Wilson Learning Integrated Leadership Model
Growth Leader
Performance Leader Strategic Leader
The Leadership Growth Curve
Formative Normative Integrative
Development Focus
f
Alignment Focus
f
Change Focus
Leading for Performance
B ildi R l ti hi
Leading from Within
Leading for Growth
The Leader Manager
Leading in Challenging TiBuilding Relationship
Versatility Creating Team Mastery
Negotiating to Yes
Times
Innovation in Action
Front line Manager
Negotiating to Yes
Middle Manager Senior ManagerFront-line Manager Middle Manager Senior Manager
L d hi Eff ti T i i S itLeadership Effectiveness Training Suite
Leader Navigator
Leadership Effectiveness
The Leader Manager
Leading For Performance
Performance Leadership
Leading From Within
Growth Leadership
Interviewing for Selection Coaching for Performance
Working Styles Managing Conflict
Communicating with Purpose Meeting Leadership Challenges
Leading For Growth
Leading in Challenging Times
Communicating with Purpose Meeting Leadership Challenges
Delegating with Confidence Managing Time Wisely
Motivating for Results Building High Performance Teams
Problem Solving Managing Styles in Conflict
Goal Setting for Success Reviewing Performance
Negotiating to Yes
Goal Setting for Success Reviewing Performance
Creating an Empowering Environment Taking Smart Risks
Creating Team Mastery
High-Performance Team workshopHigh Performance Team workshop
Managing Human Performance
The Leader Manager
Th L d M P ti
Leadership Management
The Leader- Manager Perspective
Leadership and Management IntegrationLeadershipFulfillment
“Why?”I i ti
ManagementPerformance
“How?”Cl ifi tiInspiration
ServiceStrategy
ClarificationFinancial Factors
OperationsBreakthrough
VersatilityAlignment
ImprovementConsistency
Accountabilityg y
Individual & Communication Effectiveness
• The Leader ManagerL di f G th• Leading for Growth
• Building Relationship Versatility: Social Styles at Worky
• Social Style Series • Leading from Within• Consulting with Clients• Consulting with Clients• The Consultative Process• UPFRONT: Persuasion through
Presentation
Assessment and Measurement for Selection and Development
Define St t i W k P filiDefine
Attract
Screen
Strategic Work Profiling
Realistic Job Previews
Performance-Based Interviews Screen
SelectTelephone Assessment
Performance-Based InterviewsAssessment Centers
HIREAssessment Centers
Pre/Post Measurement Tools
Develop
360 Feedback Development Centers
Certify
Retain
Leadership Coaching Career Planning, Succession Planning Organisational SurveysRetain
The Wilson Learning Difference
• Latest tested concepts
• Researched models and validated technology
• Complete range of products and capabilities
• Integrated custom solutions
• Results-driven learning
• Global reach, local responsiveness
• Distinctive subject-matter expertise
• Local language capability
• Measurement capability
Th k YThank You
Please contact us at:Please contact us at:Wilson Learning Bulgaria
Tel: 02/ 962 8659T l/f / 6 8Tel/fax: 02/ 962 8347
www.wilsonlearning.com