Training

The Retail Management program targets managers and team leaders with leadership and managerial deficiencies.

  • Operational management of trade centers
  • Achieving results with the resources available and solving daily problems
  • A holistic picture of the center’s positioning
  • Personal contribution to the results at the center
  • Prioritizing short-term and long-term tasks
  • The 5steps to obtaining income
  • Collecting, reporting and analyzing the basic business indicators
  • Interaction with other centers of the trade network
  • Management of indicators and processes that are key to the business and industry
  • Planning, communication and objective treatment of employees

The essence of the module is in looking at the sales phases, the interrelations between them, and the appropriate sequence in terms of business.

  • Types of clients
  • The client’s psychology and expectations
  • Approach and attitude for success in sales
  • Cycle of the sale: planning, preparation, processing, and monitoring
  • Relationship between sales services and after-sales services
  • Competences of the successful salesperson
  • Strategies for finalizing sales

About the Training

The Sales Process training is a map with instructions through which the whole process should go. The difference between the average salesperson and the successful one is that the average on goes through it in a chaotic way, whereas the successful one follows the phases one by one.

The goal is to present the framework of the sales process. After that, we will formulate the individual way of going through the process with every participant, which will be based on their specific strengths and weaknesses.

With the objective of applying the knowledge from the trainings and its transformation into skills, we recommend that the Business coaching take place in the form of joint work sessions after the respective module:

  • Assessment of competencies that have been selected and formulated in advance;
  • Examining and analyzing the employee’s behavior;
  • Understanding motivational and demotivational factors;
  • Providing feedback with regard to behavior and results;
  • Providing recommendations related to deficits in communication, behavior, and work style;

The module is a practical work meeting during which the successful strategies for leading negotiations are explained and practiced.

  • The essence and goal of negotiations
  • Strategies in the negotiation process
  • Characteristics and skills of the effective negotiator
  • Steps in the negotiation process
  • Persuasion skills and skills to resist persuasion

Some people are good at negotiating, others are not. Which of the two we choose to be is a question with a clear answer.

The key to improving these skills lies not only in boosting self-confidence but also in acquiring listening skills, explaining one’s point of view, standing one’s ground, and asking relevant questions. A great number of research studies conducted in the field of communication and negotiations reveals namely these characteristics.

Negotiation skills can be learned. Contrary to popular belief, skilled negotiators are not born. Neither do they include only gifted speakers. They are not aggressive or annoying. They do not necessarily make their partners lose. In a sense, negotiating is a science which can be learned and not an art at which one is talented or not.

A fundamental principle in our concept is to assess the business, the structure and the relationships in advance in order to take into consideration all the business and regional specifics.

 The duration of each topic is in accordance with the client’s needs. The trainings take place at a venue and time based on the nature of the business and our clients’ requirements.

Stress Management aims at controlling stress within a healthy range, which would lead to mobilization and, hence, increased efficiency..

  • Causes of stress
  • Types of stress
  • Preventing the emergence of unhealthy stress
  • Improving the work climate in the company
  • Eliminating the minor causes of stress
  • Discussing the major causes of stress and the reasons for their existence
  • Team attitude towards the causes of stress
  • The relationship between stress and the turnover in the team

The essence of the present module is in gaining an insight into and understanding stress. Facing the challenge of controlling it, we focus on the three fundamental key steps.

1. Understanding the source of stress and how it affects in individual and team aspects.

2. Developing habits for its daily management in all kinds of situations – routine and exceptional.

3. The personal stress relief and preventing stress from affecting the personal performance and interpersonal relationships.

A fundamental principle in our concept is to assess the business, the structure and the relationships in advance in order to take into consideration all the business and regional specifics.

The duration of each topic is in accordance with the client’s needs. The trainings take place at a venue and time based on the nature of the business and our clients’ requirements.

A combination of modules offering strategies for taking effective and logically sound decisions based on result and probability.

  • Decision making process – analysis, structuring, and forming
  • Objective and subjective attitude towards the decisions we take
  • Result and probability – reducing the uncertainty in decision making
  • Filtering information
  • Balance between decisions and relationships with the team
  • Dealing with uncertainty
  • Engaging the team in decision making

One of the most important elements of successful management in the present complex and fast-changing environment is the possibility to quickly recognize situations and make decisions. Understanding the essential characteristics of the relevant case is key since this kind of understanding should clearly indicate what the appropriate action is and why.

The objective of this training is to provide the opportunity, through the use of tools and strategies, of improving decision making skills under the conditions of uncertainty, competitive goals, and limited resources. The module includes behavioral, analytical, quantitative and strategic aspects and techniques for making decisions related to management and operations.

The Strategic Decision Making training focuses on practical cases, exercises, analyses of real cases and group discussions. A fundamental principle in our concept is to assess the business in advance in order to take into consideration all the business and regional specificities.

The duration of each topic is in accordance with the client’s needs. The trainings take place at a venue and time that take into consideration the nature of the business and our clients’ requirements.

The program focuses on acquiring knowledge related to the most important element that leads to achieving results – relationships and their management.

  • A process of building and developing relationships
  • Strategies for initiating, planning and managing relationships
  • Balance between professional and personal relationships
  • Models of maintaining long-term and productive relationships
  • Behavior in complicated situations
  • Productive communication and providing feedback

Modules that look at giving feedback as one of the most effective modern methods of motivation and engagement in a team.

  • Essence and meaning of providing feedback
  • Styles and ways of providing feedback
  • Receiving feedback
  • Differences between feedback and constructive feedback
  • Re-enforcing feedback
  • Redirecting feedback
  • Reasons for bad feedback and its consequences

According to statistics:

  • Staff turnover decreases by around 14% if companies encourage feedback among colleagues
  • When there is no feedback from the direct manager and colleagues, the probability for an engaged employee to become disengaged is over 50%
  • Around 65% of employees claim that they want to receive feedback
  • Around 58% of managers think that they give enough feedback

These statistics show that there is something wrong with the way of providing feedback. Only a few people prefer to give negative feedback; on the other hand, a lot of people want to receive such feedback.

We from IBTrainings explain our way of providing feedback (positive and negative) and present its components. We encourage establishing clear and constructive professional relationships, which will be the basis of achieving and exceeding team results.

A combination of trainings, work meetings and coaching sessions that practically show how projects are planned, implemented, monitored and analyzed.

  • Basic principles and key concepts in project management
  • Key characteristics of a project
  • Key stages of a project
  • Temporary teams
  • Management without structural authority
  • Planning the work on the project
  • Planning, resources and plan of expenses
  • Risk analysis and management
  • Implementation and monitoring
  • What we learn from every project

The Goal of the Training

Assessing and improving the application of knowledge, skills, tools and activity strategies for meeting the project’s requirements.

We focus on the knowledge in the ten key areas of the project management process:

1. Integration

2. Scope

3. Time

4. Cost

5. Quality

6. Benefits

7. Human resources

8. Communications

9. Risk management

10. Coordination of stakeholders

A fundamental principle in our concept is to perform in advance an in-depth research of the business and the structure of the organization in order to take into consideration all the specificities. The duration of each topic is in accordance with the client’s needs. The trainings take place at a venue and time based on the nature of the business and our clients’ requirements.

A practical session that exclusively takes into consideration the management methods and control over people of different generations in the present reality.

  • Role and responsibilities of the manager
  • Motivation for every team member, regardless of how different they are
  • Use of the most appropriate management and personal style according to the needs in different situations
  • Effective dealing with conflicts in different circumstances
  • Completing more tasks through the most effective delegation strategies
  • Turning difficult and weak performers into team players
  • Gaining the trust and cooperation of different people in the organization
  • Boosting the self-confidence, leadership skills, and personal and professional satisfaction from work through successful people management
  • Appropriate use of re-enforcing and redirecting  feedback
  • Difficulties and challenges in the transformation from an expert to a manager

A project of trainings and business coaching sessions allowing for finding and applying individual and team motivators.

  • Achievement motivation
  • External and internal motivation
  • Motivation 2.0 – when and where it is applicable and effective
  • Motivation 3.0 – when and where it is applicable and effective
  • Engagement (involvement) of the team and relation with motivation
  • The team’s attitude towards results – importance and significance
  • Retention of key employees
  • Individual achievements which bring organizational results
  • Crating and imposing a team culture
  • Team vs organizational culture
  • The happy colleagues and the team results

What is the relation between the team’s motivation and engagement? Are these two components the two sides of the same coin? We don’t quite think so.

The team and its members can be motivated, i.e. they can have the ambition to achieve their goal but they might not have the feeling of belonging to the company. At the same time, engagement in the shape of an emotional relationship with the team and the company is not enough.

We focus on the individual reasons that don’t let people and teams feel motivated and engaged, and we work on those.

Engagement*Motivation = Corporate synergy. It is no accident that the sign between engagement and motivation is the multiplication one and not addition one because everything multiplied by 0 remains 0.