DuoPraxistraining

Efficient Management 1
Positioning

Seminar objectives

The participants
- Learn to question their own strengths and weaknesses
- Create their own DISG personality profile
- Recognize other people's behavioural styles and learn how to take them into consideration in management
- Learn to recognize the appearance of inner attitudes and how these can be changed or eliminated if necessary
- Identify basic ethical values, clarity and transparency as a basis for successful leadership
- Detect the effects of his or her attitude on the person they are talking to and the behaviour of colleagues
- Check their own way of dealing with objectives
- Learn how to set their own objectives and to apply these to their employees
- Check their own sales know-how and supplement this by modern means of sales control, sales planning and sales success
- Intensify their dealing with planning instruments (active planning, statistics)
- Train to have efficient conversations with their employees
Contents
- Leadership Profile
- Positioning of the own leadership style
- Attitude
- Setting Objectives
- Management by Objectives
- Agreement on Objectives
Methods
- Lectures
- Group work
- Exercise – Case studies
- Role-play
- Feedback
Organisation
- Target Groups
  - Managers
  - Product managers
  - Group leaders
- Period
  - 2 days

Efficient Management 2
Solving conflicts

Seminar objectives

The participants
- Know how to deal with conflicts
- Learn how to solve a conflict of goals
- Learn to give and take the right feedback
- Learn to identify and interpret the background of a conflict
- Learn how to understand other people's standpoint and to show interest from a management point of view
- Know the various team behavioural patterns
- Know the various team situations and their natural consequences
- Improve their work in their team
- Control and achieve their sales targets through their team
- Learn how to hold efficient meetings

Contents

Target conflicts
The mind map (from NLP)
Team clock
Team development
Motivation of a team

Methods

Lectures
Group work
Role-play
Feedback

Organisation

Target Groups
- Managers
- Product managers
- Group leaders
Period
- 2 days

Efficient Management 3
Supporting employees

Seminar objectives

The participants
- Learn their role as a coach to their employees
- Know the benefits they bring to their employees
- Learn to give objective-oriented support to employees
- Learn the optimal process for coaching employees
- Know the correct behaviour of a coach in discussions with customers
- Learn to give feedback in development discussions
- Learn to set objectives for long-term employee development
- Learn to accompany employees in their development of self-reliance and responsibility

Contents

Basics of coaching
Procedure of coaching
Coaching / development discussions
Employee development
Setting of targets in a coaching process

Methods

Lectures
Group work
Exercises
Case studies
Role-play
Feedback

Organisation

Target Groups
- Managers
- Sales managers, Regional managers
Period
- 2 days

Change Management

Seminar objectives

The participants will
- Be able to understand the influence of behaviour with regards to change processes.
- Be able to understand what factors to consider when developing new processes.
- Learn what can stand in the way of change processes.
- Learn what promotes change processes.
- Be able to develop a team change strategy.
- understand team dynamics and reciprocal effects on the (new) organization
- Learn how to carry out a team analysis.
- Be able to develop a project plan.
- Be able to develop a communication plan and market it within a team.
- Learn to analyze real-life situations and suggest potential areas for improvement.

Contents

What is 'Change Management'?
Leadership and the process of change
Team management and the process of change
Team dynamics
Motivations for change
Team analysis
Process management

Methods

Lectures
Group work
Exercises
Case studies
Role-play
Feedback

Organisation

Target Groups
- Managers
- Product managers
- Persons in Leadership function
Period
- 2 days

Employee Selection and Interview

Seminar objectives

The participants will
- Be able to produce a job specification for a position.
- Be able to read references and evaluate the candidate's documentation.
- Be able to recognize the relationship between the applicable motives required to perform the role and career success.
- Be able to understand how the interview atmosphere impacts the outcome of the interview
- Be able to conduct the interview process professionally and utilize the various types of interview questions:
  - Situational questions
  - Questions relating to professional motivation
  - Projective questions
- Be able to identify suitable candidates.
- Be able to develop a plan of action to improve the employee selection process

Contents

Requirement analysis (objectives, key criteria, personal requirements, k.o. criteria, DISG®-types, motive)
Defining requirement profiles
Reading and evaluating candidate's documentation (cover letters, references, resumes...)
Interview techniques (situational questions, questions regarding professional motivation, projective questions, interview guidelines, motivational structure, DISG® types)
Interview: Role-play

Methods

Lectures
Group work
Single work
Exercises
Role-play

Organisation

Target Groups
- Managers
- Product managers
- Group leaders and others
Period
- 2 days

Convincing presentations and meetings

Seminar objectives

The participants
- Learn how to transfer a vision into a plan
  - Inspiring power and character of a vision
  - Emotional aspects of goals
  - How to keep motivation alive while setting objectives in a project plan
- Make a well designed project plan for upcoming objectives for their situation and function
- Will present their project plans to the group
- Use the plan to communicate their objectives to their team
- Learn the fundamental rules of professional rhetoric skills
- Learn the basic knowledge of good presentations
  - Rules of power point presentations
  - How to use medias in a convincing way
  - Rules of professional visualization
- Make a presentation in front of the group and will get feedback if their/what message came across
- Will prepare a convincing strategy for meetings and use the presentation

Contents

Project plan – method
How to convince
Professional rhetoric skills
Professional presentations
Professional meetings
Motivation

Methods

Lectures
Group work
Exercise – Case studies
Role plays
Feedback

Organisation

Target Groups
- Managers
- Persons in Leadership function
Period
- 2 days

Proactive Sales Management

Seminar objectives

The participants
- learn the methods of sales territory segmentation and alignment
- get aware of the connections of sales activity, quality of the sales talk and the sales performance
- learn current methods of controlling the sales activity, the planning of sales and sales success
- learn methods to plan an optimal sales tour and time schedule
- can assist the salesmen to plan an optimal sales route
- convince the sales of the benefit of the tools (Route planning, Scheduling, CRM, Planning of sales visits)
- learn to motivate the sales to make 5 visits/day
- can realize the route planning and time schedule with the salesmen
- support the salesmen to do cold calls
Contents
- Sales territory management
- Sales activity, quality of sales talks, sales performance
- Current methods of planning, controlling and success of sales
- The optimal route and schedule planning
- Realization of appointments and targeted phone calls
- Discussions with the sales
  - to increase the activity and efficiency
  - realize the optimal route and schedule
- Cold Calls, Customer selection, Preparation
Methods
- Lectures
- Group work
- Workshop
- Key Player Training
- Feedback
Organisation
- Target Groups
  - Managers
  - Persons in Leadership function and others
- Period
  - 2 days

Working more efficiently
Time Management and Self organization

Seminar objectives

The participants will
- Recognize the setting of objectives as a basis for an active life
- Learn to understand and use fundamental criteria of setting goals and priorities to reach ones goals
- Learn methods of self-discipline, self-organization and self-motivation
- Be able to plan an efficiently structured day-schedule
- Know how to delegate tasks
- Learn to say NO in the right way
- Learn to make meetings more efficient
- Get a better understanding of a positive attitude, courage and consequence as a key of achieving objectives
- Recognize the own weakness and strength in ones time management and finding out how to improve planning

Contents

Defining principles
Objections and influence of criteria of goals
Pareto – Principle, Eisenhower-Principle (ABC-Analysis)
Productivity curve, ALPES – Method (day plan)
Saw blade- effect (calm hours)
Interference factors
Used to postpone
Meetings
Rational waste basket
Delegation of tasks
How to say NO
Self-full-filling-prophecy

Methods

Lectures
Group work
Single work
Exercise
Case studies

Organisation

Target Groups
- Managers
- Persons in Leadership function and others
Period
- 2 days

Train the Trainer

Seminar objectives

The participants will
- understand the construction of a training
- learn to use the different methods of trainings
- learn to adapt the documents for the participants
- get to know positive and negative behavior of a trainer
- get the basic information of group dynamic
- learn the basics to give a successful training
- learn to control the success of transfer

Contents

Construction of a technical training
Different methods for moderation
Design of a work book
Basics of a successful training (objectives, relationship management, time management, control of transfer)
Design of a concept for technical trainings
Group dynamics

Methods

Lectures
Group work
Single work
Exercise
Case studies

Organisation

Target Groups
- Managers
- Persons in Leadership function and others
Period
- 2 days

Communication and Rhetoric

Seminar objectives

The participants
- Learn the background of good and clear communication and how to reduce misunderstanding
- Learn about the part of relationship and the part of information in their communication
- See the difference of their intention "what to say" and the result "what is heard (and interpreted)"
- Work on a clearer communication to reach their goals
- Know the difference of verbal and nonverbal communication and the subconscious messages they send
- Learn about the strength of hypnotic language patterns
- Learn the effects and results of generalisation
- Learn how to listen
- Learn what it means to take self responsibility in communication
- Work on their communication regarding – what message / information they give
- when what how to whom
- Get to know, what tells communication about a person?

Contents

Background knowledge of communication
Verbal and nonverbal Communication
Hypnotic communication patterns
Generalization
Meta language and language patterns
Interpretation of messages
Self responsibility
Active listening
Rhetoric

Methods

Lectures
Group work
Single work
Exercises
Case studies

Organisation

Target Groups
- Managers
- Persons in Leadership function and others
Period
- 2 days

How to change Prospects into Customers

Seminar objectives

The participants
- to prioritize prospects
- the best practice strategies to turn prospects into customers
- to convince the prospects to visit the plant and the compressor room
- what to check and what to ask in the plant and in a compressor room
- to talk about deficiencies in the current installation without to upset the prospects
- to win the trust of the prospects and to move forward to turn them into customers
- to do a SWOT Analysis (compressors, concepts...) and to define the strategy how to convince the prospects
- to teach their sales men how to turn prospects into customers

Contents

Strategies to turn prospects into customers
Prioritization of prospects
Check list and questions for the visit of the plant and the compressor room
Talking about deficiencies in the current installation
Winning trust
Evaluation matrixes of the purchasers
SWOT-Analysis
Compressors
Concepts
Additional opportunities (SAM, AMCS...)
Teaching the sales men

Methods

Lectures
Group work
Single work
Exercises
Case studies

Organisation

Target Groups
- Managers
- Persons in Leadership function and others
Period
- 2 days

Energize your Life and Work

Seminar objectives

The participants
- learn to observe their own rhythm
- learn to know how their level of energy is dependent on external factors
- learn the correlation between a good mood and energy levels
- get to know the influence of external factors on their energy and motivation
- Understand to set balanced objectives basically for an active life
- Understand and use the fundamental criteria of setting goals and priorities to reach ones goals
- Learn the knowledge of methods of self-organization and self-motivation
- will be able to plan their week, as a balanced and energizing week
- will learn how to get fresh and new energy
- Understand a positive attitude, courage and consequence as a key of achieving objectives

Contents

Competence in use of own energy
How to be an energizer
Where to get energy
Mood Management
Defining principles
Objections and influence of criterias of goals
Pareto – Principle, Eisenhower-Principle (ABC-Analysis)
Productivity curve
Rational waste basket
Self-full-filling-prophecy
Attitude
How the subconsciousness is working

Methods

Lectures
Group work
Single work
Exercise
Case studies

Organisation

Target Groups
- Managers
- Persons in Leadership function and others
Period
- 2 days

Manager Seminars