This programme can run as an online or classroom training
(Available also for Customised Training by Duration, Venue & Fee)
Area and Regional Business Managers are the mini-CEO of their regions. They must:
Understand business strategy
Manage the company’s business successfully
Master profitable Sales and Marketing
Possess leadership acumen to achieve Big Goals
Lead with emotional intelligence.
This programme entrenches answers to those five requirements in the subconscious of Area and Regional Managers. They will be able to improve their judgment and decision making skills. They will see the big picture of the business and recognize that all decisions, no matter how small, can have an effect on the bottom line. They will increase their financial literacy and improve their business sense. They will direct their activities always to affect the whole of the organization positively and provide that additional edge to take success to greater heights.
Area and Regional Managers must learn where to spend time and resources, how best to get things done and, ultimately, how to win in the competitive marketplace.
Area and Regional Managers must understand the connection between shareholder value and the actions that the management takes. That understanding often jump-starts their own process of focusing on the things that matter most and then choosing practical ways to get them done.
In the arena of tough business rivalry, how do Area and Regional Managers create an uncontested market space for the business? That’s the only space where they can make competition irrelevant. In this programme, they will articulate such positions and organize their activities to pursue those positions.
DAY ONE – AREA & REGIONAL MANAGERS MUST UNDERSTAND BUSINESS STRATEGY
Perceptive Assessment of What’s Happening to the Business
Understand Business Strategy
The Seven Questions that give meaning to Business Strategy
The importance and benefits of strategic management
Elements of the strategic thinking and planning
Why and how strategy fails
Internal and External Environment Analysis
Business Strategy Canvas
Business Value Propositions
Area’s & Regional Manager’s Financial Literacy
Recognize Learning Events
Develop a sense of continuous learning
Evaluate past decisions
Problems as learning opportunities.
DAY TWO – MANAGING BUSINESS SUCCESSFULLY
To Succeed as an Area & Regional Manager
Acquire a culture of owner/entrepreneur thinking
Keep in sight significant business basics
Use Business Drivers to focus how to keep making money
Get into the habit of making informed decisions
Know how departmental initiatives (HR, finance, production, sales, etc.) must align with the total business imperatives
Deliver clear and measurable business results.
The Go-Forward Plan
Product and Service
Develop Proper Metrics
Configure activities to create value
Compare the value chain of competitors
Innovate and Respond to Change
- Four paths to new value innovation
- Reconfiguring the market factors
Winning in the Marketplace
Quality of Sales, quality of Marketing
Brands and branding process
Size and utilization of the marketing budget.
DAY THREE – PROFITABLE SALES & MARKETING
You Must Know Money Answers
What actually makes the business money?
What are our Sales?
What is our Profit Margin and Profitability Potential?
What are our Costs?
Marketing and selling effectiveness
Product and service innovation
Cross-selling and up-selling
Partners relationship management
Receivables and payables
Evaluate constraints that could significantly affect future prospects
Measure Profit and Profitability
Manage risk better
Innovation – identify your blind spots
Private Direct Marketing
- Direct response visit
- Social Media marketing
- Tele marketing
- Direct response mailing
Public Direct Marketing
- Events marketing
- Sales promotion
Public Indirect Marketing
- Press ads
- TV/Radio commercials
- Out-of-Home (OOH) campaigns
Private Indirect Marketing
- Data-base marketing (e.g. junk mails, bulk sms).
DAY FOUR – LEADERSHIP ACUMEN TO ACHIEVE BIG GOALS
The Job Description as an Area/Regional Manager
Managing your time like a business owner
Managing Paper work.
Effective Decision Making and Problem Solving Techniques
Leadership & Employee Maturity Levels
Blanchard’s model of situational leadership
– Supporting, Coaching, Delegating and Directing
– Choosing what is appropriate and when.
Basic Problem Solving and Decision Steps
Leadership Behaviours that Promote Top Performance
The Personality Profile of Inspiring Leadership
Effects of Leadership ehavior on Followership ehavior
Promotion of team spirit
Leaders listening ear
Reflection of personal confidence
Leadership by example
Delegation and supervision with expertise
Opportunities for decision making with employees
Communication easily understood through clarity
Focus on getting results through others
Eliminating fear in among the team
Leadership Practices that Promote Top Performance
Directing subordinate appropriately
Control work process
Motivating, coaching and developing the subordinates
Communicating the way a leader should
Enhancing own knowledge so as to guide subordinates
Agreeing priority and measurable performance criteria
Getting, giving and using appropriate Feedback.
DAY FIVE – LEAD WITH EMOTIONAL INTELLIGENCE
Leadership Emotions to Manage People Effectively
- Self management
- Self awareness
- Self regulation
- Self motivation
- Focused listening
- Communicate with authenticity
The Personality for Motivation
- Identify your personality type and motivating factors
- Identify others personality types and motivating factors
- Motivate self for workplace engagement
- Promote subordinates motivation and engagement
- Send out the right Signals to subordinates and to superiors
- Achieving cohesiveness and team morale
- Resolve conflicts
- Remove barriers to effective team performance
- Promote personal learning in subordinates
- Give detailed instructions for subordinates to handle tasks
- Lead from the front in situations of complexity or uncertainty
- Tenacity – Not giving up easily.
Effective Communication and Ability to Handle Difficult Conversations
- Characteristics of open and honest communications
- Master verbal communications
- Master non-verbal communications
- Effective listening skills
- Communicate with power
- Create powerful impressions.
Performance Management and Feedback
Achieve Team Effectiveness
- Keep the team on track
- Hold members accountable
- Provide constructive feedback
- Manage difficult employees
Habits to change in the way we Work?
Habits to change in the way we Think?
Habits to change in the way we Relate?