Sales Effectiveness *
Challenges
Vital to creating business value for the customer and profitable opportunities for the selling organization, is a requisite for competing effectively in today’s market. Salespeople must be seen by clients as true business advisors, setting them apart from the competition.
ABL’s Offerings
The Versatile Salesperson -People are most likely to buy from those they are most comfortable with. In fact, studies show that salespeople who can adjust their selling styles to customers’ buying styles enjoy up to a 30 percent win-rate advantage. This offering gives salespeople the interpersonal awareness necessary to strike a chord with customers – and get more wins.
Leadership Effectiveness *
Challenges
Today’s employees don’t respond to a manager who gives direction, but rather commit to a leader who asks for their help in setting direction. Smart organizations create an environment of shared accountability and partnership between leaders and employees.
Meeting Leadership Challenges offers insights into the many challenges managers face as effective leaders. Participants learn about the responsibility and accountability inherent to leadership positions, explore the many nuances around leading people in today’s dynamic workplace, and examine the leadership needs of their associates to create a work environment that ensures both performance and long-term fulfillment.
Customer Service and Call Center Efficacy *
Challenges
The definition of customer service in the 21st century has changed: It is no longer about Satisfaction; it is about Engagement, it is about Exceeding Expectations. Organizations are looking for something sustainable that can support business success and meet their full potential. Today’s customers have more options and choices than in the past. In addition, customers have more access to information and comparisons, and greater knowledge of their options. Customers are more informed than ever. As a result, there is an escalating set of customer expectations. As these changes come faster and faster, businesses in every sector are finding it more difficult to achieve differentiation through product or price.
ABL’s Approach
We work with our customers to focus on differentiating themselves on their service to customers. This “branding” of the total customer experience goes further than just meeting needs and expectations. The key to success requires that organizations engage customers to a higher degree than ever before.
Individual Effectiveness and Efficiency *
Challenges
Organizations constantly struggle to develop methods to help employees stay motivated and engaged so results are consistently high. Most managers “believe” it is there job to motivate others. In fact, and widely misunderstood, it is the individual who ultimately determines their own motivation. Managers can only influence the conditions under which they are more likely to be motivated and apply newly acquired skills over the long term.
ABL’s Approach
The research is compelling… the success of any learning initiative rests with the leaders of the organization. When individual contributor training is combined with manager training, results are astounding! Studies show that during a quarter in which managers and employees received training, there was an immediate increase in productivity of about 24%, a 57% increase over the improvement for employee training alone.
* = A Wilson Learning course
ABL’s Approach
To succeed, leaders must engage their people in ways that keep everyone aligned and focused on objectives and mission.
Today’s employees don’t respond to a manager who gives direction, but rather commit to a leader who asks for their help in setting direction. Smart organizations create an environment of shared accountability and partnership between leaders and employees.
Leading for Growth
Teaches leaders how to build a cohesive, shared-responsibility team with a common vision that guides strategy implementation. This program challenges managers to rethink their roles as leaders, shifting from traditional “heroic” managers to growth leaders who fully develop their employees’ potential to achieve business results.
Working Styles
Offers insights into the many challenges managers face as effective leaders. Participants learn about the responsibility and accountability inherent to leadership positions, explore the many nuances around leading people in today’s dynamic workplace, and examine the leadership needs of their associates to create a work environment that ensures both performance and long-term fulfillment.
Setting Goals for Success
Offers leaders proven interpersonal versatility skills for identifying the various Social Styles in the workplace, then adapting their own behavior to work more effectively with direct reports and other coworkers. There is great value in the diversity of people and their Social Style preferences and it is these very differences that are so critical to individual effectiveness and organizational productivity.
Coaching for Performance
Provides managers with perspectives and skills associated with setting goals for associates. Successful goal setting is a shared responsibility that ensures alignment between the individual and the organization. Participants explore proven goal-setting processes, best practices for linking goals to strategy execution, and the importance of setting goals that address both performance and fulfillment considerations.