Sales: Prospecting Qualifying and Completing

Description:
This ILT Series course teaches students about organizational leadership and its role in guiding the organization toward vision fulfillment. Students will learn how to define an organization’s vision, draft a vision statement and communicate it, set goals that are aligned with an organization’s vision, and discuss the importance of planning changes before implementing them. Course activities also cover providing employees for organizational changes, motivating employees through change, solving problems encountered during change, and helping employees deal with grief and stress during changes. Students will also learn how leaders can help employees learn their roles in organizations, align their goals with those of the organization, and help prevent employee apathy. This instructor’s edition is designed for quick scanning in the classroom, and filled with interactive exercises.

Duration: One day

Table Of Contents:
Unit 1: Leading with a vision
Topic A: Role of leadership
Topic B: Vision
Topic C: Goals

Unit 2: Making vision a reality
Topic A: Communicate and support vision
Topic B: Implement vision

Unit 3: Defining employee roles and priorities
Topic A: Employee roles
Topic B: Employee priorities

Unit 4: Employing motivational strategies
Topic A: Employee motivation
Topic B: Employee apathy

Unit 5: Planning for change
Topic A: Change process
Topic B: Communication

Unit 6: Motivating employees through change
Topic A: Motivate employees through change
Topic B: Resistance and conflict

Unit 7: Coping through a change process
Topic A: Effects of change
Topic B: Failures and mistakes