Series 700

Sales Manager Development Coaching  

The Management / Leadership coaching consists of six face-to-face sessions, as outlined on the attached pages.

These sessions will be conducted with a maximum of four-week intervals, and a minimum of two-week intervals. Each session will start with a review of the application of theory in the “real world” situation. The participant will be supplied with text of all the theory discussed.  

In addition there will be contact between the participant and Hal Huhn on an ongoing basis via telephone, fax, and e-mail.  

A progress report will be submitted on regular basis.

Outline

Face to Face Management Coaching Sessions.

Session A

·        Introduction

·         Establishing communication channels, meeting dates, meeting locations.

·         Establishing reporting procedures.

·         Discussion of goals of the coaching sessions.

·         Discussion of why development of management and leadership skills.

·         Establishing present expertise in management and leadership skills.

·         Turning theory into action

o        Assignment of actions for next session  

Session B

o        Reporting on turning theory into actions assignments

o        Moving Manager to Leader

§         Developing reasons why

o        Developing methods of achievement

o        Definition of a Manager and a Leader

§         Understanding that both are of vital value to the organization

o        Turning theory into action

§         Assignment of actions for next session  

Session C

·         Reporting on turning theory into actions assignments

·        Individual’s behaviour in organizations

·         The Functions of Management

o        Planning

o        Organizing

o        Directing (leading)

o        Controlling

·         Development of:

o        Visions

o        Goals

o        Objectives

·         Planning

o        Strategic

o        Tactical

o        Contingency

·         Managerial Skills

o        Technical

o        Human relations

o        Conceptual

·         Turning theory into action

o        Assignment of actions for next session  

Session D

·         Reporting on turning theory into actions assignments

·         Communication: Its not all Talk!

·         Communication Cycle

·         Factors of Communication

o        Words

o        Voice

o        Non-Verbals

o        Body Language

o        Appearance

·         Turning theory into action

o        Assignment of actions for next session  

Session E

·         Reporting on turning theory into actions assignments

·        Foundations of Employee Motivation

·         Why study motivation?

·         Rewards

o        Types

o        Effectiveness

o        Job design

·         Characteristics of effective goal setting

·         Expectancy theory

·         Turning theory into action

o        Assignment of actions for next session  

Session F

·         Reporting on turning theory into actions assignments  

·        Leading from the Front  

·         The courage of an effective leader  

·         Putting theory into action

·         Final assignments

·         Summary

How to get started:

There are three ways to reach me:

Telephone: 416-289-3241

Fax: 416-289-1598

E-mail: hhuhn@sympatico.ca