Alvah Course List Complete V2

8/14/2019 Alvah Course List Complete V2

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Training Courses2009

1000 de la Gauchetire West, Suite 24001000 de la Gauchetire West, Suite 2400Montreal, QC, H3B 4W5 Tel: (514) 448 2157 emailMontreal, QC, H3B 4W5 Tel: (514) 448 2157 email:: [email protected]@alvah.ca www.alvah.ca www.alvah.ca
mailto:[email protected]:[email protected]:[email protected]:[email protected]:[email protected]


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LEADERSHIP DEVELOPMENT

We offer open forum training events, customized in-house training and business consulting services.

Since the early 1980s, our consulting and training materials have been presented to hundreds of

organizations across the globe. These businesses have ranged in development from start-up to fortune

500. Our curriculum incorporates principles such as the value of integrity and excellence with the vision of

providing a comprehensive and multifaceted approach to personal and organizational transformation.

The overall mission of our materials is to:

Assume competitive leadership ;

Create a flexible and efficient organizational design ;

Establish a principle-based, collaborative work environment ;

Involve and empower employees

Learn more about each of our

Leadership Development Modules:

1. Communication2. Diversity3. Change Management4. Effective Supervisory Skills5. Empowering performance6. Assessing your organization for High Performance7. High Performance Leadership8. The Trust Factor9. The Powers of Persuasion10. Emotional Intelligence

11. High Payoff Hiring12. Conflict Management



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Half-Day Courses

COACHING YOUR BUSINESS TEAM

HOW TO GIVE AND RECEIVE FEEDBACK

BECOMING AN EFFECTIVE LEADER

LEADING THROUGH TRUST

LEADING PEOPLE THROUGH CHANGE HOW TO MANAGE PROJECTS AND MEET DEADLINES

THE VALUE OF MENTORING

MANAGEMENT TRAINING

More information about our products...We offer open forum training events, customized in-house training and business

consulting services.

Since the early 1980s, our consulting and training materials have been presented to

hundreds of organizations across the globe. These businesses have ranged in

development from start-up to Fortune 500 companies. Our curriculum incorporates

principles such as the Value of Integrity and Excellence with the Vision, providing a

comprehensive and multifaceted approach to personal and organizational

transformation.


Assume competitive leadership.

Create a flexible and efficient organizational design.

Establish a principle-based, collaborative work environment.

Involve and empower employees.



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Learn more about our Management Training materials -

1. Communication2. Diversity3. Change Management4. Effective Supervisory Skills

5. High Performance Leadership6. The Trust Factor7. The Powers of Persuasion8. Emotional Intelligence9. High Payoff Hiring10. Conflict Management

MANAGEMENT TRAINING - Half-Day Courses

COACHING YOUR BUSINESS TEAM

HIRING FOR THE 21ST CENTURY

MAKING MEETINGS WORK

EFFECTIVE DELEGATION SKILLS

HANDLING PROBLEM PEOPLE SUCCESSFULLY

HOW TO GIVE AND RECEIVE FEEDBACK

PERFORMANCE REVIEWS THAT REALLY WORK

THE ART OF TIME MANAGEMENT

RESOLVING CONFLICTS THE RIGHT WAY

BECOMING AN EFFECTIVE LEADER

NEW EMPLOYEE ORIENTATION

LEADING THROUGH TRUST

LEADING PEOPLE THROUGH CHANGE

HOW TO MANAGE PROJECTS AND MEET DEADLINES

DISCOVERING EXCELLENCE AS A SUPERVISOR

MAKING WORK FUN

THE VALUE OF MENTORING



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CREATIVE THINKING AND YOU

BUSINESS STRATEGY

More information about our products...We offer open forum training events, customized in-house training and business consultingservices.

Since the early 1980s, our consulting and training materials have been presented to hundredsof organizations across the globe. These businesses have ranged in development from start-upto fortune 500. Our curriculum incorporates principles such as the value of integrity andexcellence with the vision of providing a comprehensive and multifaceted approach to personaland organizational transformation.


Assume competitive leadership ; Create a flexible and efficient organizational design ; Establish a principle-based, collaborative work environment ; Involve and empower employees

Learn more about each of ourBusiness Strategy materials

Assessing Your Organisation for High Performance

Developing a High Performance Strategy

Principals of High Performance

Core Skills



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HIGH PERFORMANCE TEAMS

We offer open forum training events, customized in-house training and business consulting

services.

Since the early 1980s, our consulting and training materials have been presented to hundredsof organizations across the globe. These businesses have ranged in development from start-upto fortune 500. Our curriculum incorporates principles such as the value of integrity andexcellence with the vision of providing a comprehensive and multifaceted approach to personaland organizational transformation.


Assume competitive leadership ; Create a flexible and efficient organizational design ; Establish a principle-based, collaborative work environment ; Involve and empower employees

Learn more about each of ourHigh Performance Teams materials -

1. Skills for High Performance Teamwork2. Developing High Performance Teams

Half-Day Courses

- Building Your Team for Success



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EMPLOYEE DEVELOPMENT

More information about our products...

We offer open forum training events, customized in-house training and business consulting services.

Since the early 1980s, our consulting and training materials have been presented to hundreds of

organizations across the globe. These businesses have ranged in development from start-up to fortune

500. Our curriculum incorporates principles such as the value of integrity and excellence with the vision of

providing a comprehensive and multifaceted approach to personal and organizational transformation.


Assume competitive leadership ;

Create a flexible and efficient organizational design ;

Establish a principle-based, collaborative work environment ;

Involve and empower employees

Learn more about each of ourEmployee Development materials -

1. Communication2. Time Management3. Diversity4. The Trust Factor 5. The Powers of Persuasion6. Customer Service7. Emotional Intelligence8. Speaking for A Lasting Impression9. Positive Impact10. Conflict Management



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Half-Day Courses

In Pursuit of Goals

Winning the Battle Against Negativity

Becoming Customer Focused

The Art of Time Management

Resolving Conflicts The Right Way

Speaking in Public

Communication with Skill

Learning To Control Stress

Preventing Workplace Procrastination

Learning for Life

Creative Thinking And You

SALES TRAINING

More information about our products...We offer open forum training events, customized in-house training and business

consulting services.

Since the early 1980s, our consulting and training materials have been presented to

hundreds of organizations across the globe. These businesses have ranged in

development from start-up to Fortune 500 companies. Our curriculum incorporates

principles such as the Value of Integrity and Excellence with the Vision, providing a

comprehensive and multifaceted approach to personal and organizational

transformation.


Assume competitive leadership.



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Create a flexible and efficient organizational design.

Establish a principle-based, collaborative work environment.

Involve and empower employees.

Learn more about our Sales Training materials -

EMPOWERING PERFORMANCE

PRINCIPLES OF PARTNERSHIP SELLING

THE POWERS OF PERSUASION

CORE SKILLS

Half-Day Courses

THE ART OF NEGOTIATION

BECOMING A HIGH PERFORMANCE SALES PROFESSIONAL

1. Communication

The Art of Communication is the Language of Leadership

Effective CommunicationEffective communication is an essential skill in todays fast-paced business world. Effectivecommunicators understand that communication is a complex process that can often be challenging.

Creating an organization in which communication is truly valued in more than just a good idea; its goodbusiness. Organizations that choose to foster good communication skills will aid their employees in boththeir professional and personal development.

This module will discuss the following:



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Communicating effectively.

Nonverbal communication.

Listening effectively.

Practicing using communication tools.

Enhancing your communication skills.

Communication Skills for SupervisorsOrganizations that are strategically positioned to effectively compete in the global marketplace recognize

that they must have supervisors who can communicate effectively.

This module will help supervisors understand the role communication plays in leadership. The role of a

supervisor requires additional communication skills and developing those skills takes time and effort, but

results in more effective performance and higher productivity.

In this module participants will learn the following:

Communication in leadership.

Effective feedback.

Making meetings work.

Making presentations.

Enhancing your supervisory communication skills.

2. Diversity

The uniqueness of the individual is what brings strength to the team.

Valuing the Individual

Individual differences in the workplace must be sought after, nurtured, and respected. High performanceorganizations understand this, but sometimes thats easier said than done. How do you coach workers

not only to respect their colleagues and traits each individual possesses, but also to seek out those co-

workers as team members? How do you teach everyone to get along?

In this course, you will discover the foundation for understanding diversity and developing skills for

working in environments and groups composed of diverse individuals.

Specifically you will learn the value of:



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Diversity in high performance organizations.

Appreciating diversity.

Using the advantages of diversity and inclusion for growth and expansion in a global

marketplace.

Communication guidelines.

Managing Diversity

Problem:A manager faces a team in which everyone is different. What does she do?

Solution A: She demands that everyone think and act alike.

Solution B: She observes the differences and puts them to work for the team.

The manager is likely to choose either solution before participating in the Managing Diversity course.

Afterwards, Solution B will be her choice. This module will align participants with High Performance

thinking and managing. In this session, the leader will cover a wide range of topics including issues of

race, gender, ethnicity, age, disability, sexual orientation, and physical ability in the workplace.

3. Change Management

The future is guaranteed to bring more change, not less!

Managing Change

We believe that the most successful organizations help their employees understand the importance ofdeveloping effective change management skills for personal and professional success.

Change is a constant, challenging part of the workplace environment. Taking time to improve your skills is

a worthwhile investment in your self-development. Organizations that value change management as a

strategic tool recognize the value of learning about flourishing during times of transition.

This module will discuss the following:



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Learning about change.

The change process.

Developing change resilience.

Enhancing your change management skills.

Leading Others Through ChangeOrganizations in todays chaotic business environment recognize that the ability to effectively manage

change is not only a strategic advantage, but also an essential to doing business successfully in the 21st

century.

Leaders need to be aware of their attitudes toward, and abilities for, leading others through organizational

change. It takes both effort and practice to develop effective change leadership skills, but the payoff will

be worth it.

In this module organizational leaders will learn:

Leadership & change.

Helping others manage change.

Becoming a change leader.

Enhancing leading change skills.

4. Effective Supervisory Skills

A great leader inspires others to find confidence in themselves.

Understanding the Role of The SupervisorSupervisors play a key role in any organization. They are responsible for creating a link between upper

management and front-line employees, and have a dramatic impact on employee performance and

behaviour.



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In this full day program your supervisors will gain an understanding of their role in the organization,

acquire knowledge of the legal issues and liabilities facing supervisors, and have a desire to develop

more effective supervisory skills and leadership competencies.

Part 1: The Effective Supervisor

Identify top ten mistakes of new supervisors

Identify competencies necessary for success Identify individual strengths and opportunities for improvement

Develop ideas and a plan to improve your individual competencies

Part 2: Legal Considerations for New Supervisors

Identify a supervisors legal responsibility

Discuss aspects of the employment relationship

Part 3: Leadership and Vision

Identify the role of vision in leadership

Identify the key characteristics of an effective vision

Create a personal leadership vision statement

Part 4: Motivating Others

Identify a model of motivation

Identify the differences and similarities between values and beliefs

Practice developing win-win situations when attempting to change others behaviors

Part 5: Enhancing Your Supervisory Skills

Write a personalized action plan Complete a performance plan to assist in professional growth and development



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5. Empowering Performance

A Sales Manager's Guide to Success.

Being the best sales manager is not selling the most. It is creating a sales force that produces results.Every day, sales managers are called to lead their teams. Their success depends on their ability to

successfully get others to follow them.

Empowering Performance: A Sales Managers Guide to Success is a training program intended for

anyone in a sales management position, whether you are new to sales management position or you are

looking to fine-tune current management skills. This program teaches sales managers how to create and

drive a sales force to achieve remarkable results. Through interaction and skill practice participants will

learn how to hire, retain, motivate, develop, and lead a team to achieve the results needed.

What You Will Do:

Gain a clear understanding of the primary responsibilities to increase sales performance

Learn how to find, recruit, and hire top sales people

Identify the most effective ways to coach and develop a sales team

Analyze the best ways to coach and develop a sales team

Determine ways to motivate a sales force to produce remarkable results

Set up systems for measuring performance, setting goals, and tracking progress

A sales managers success depends upon his teams success. Becoming an effective sales manager

takes determination, patience, drive, and an undying will to help other succeed. As a sales manager, you

will achieve success through effective leadership.

Program ObjectivesA major goal of this program is to provide sales managers with the skills necessary to effectively lead a

sales team and to identify the key characteristics that will lead to success. The program is divided into five

modules, each with specific learning objectives.



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1. Learning to Lead Your Sales Team

Recognize qualities of successful sales people

Define your role as a sales manager

Understand the qualities of top sales managers

Create a common vision for your sales team

Execute your plans to accomplish goals

2. Building Your Sales Team

Identify your hiring needs

Assess your companys reputation

Discuss where to recruit sales people

Determine how to recruit

Develop a system to manage your leads

3. Developing Essential Sales Management Skills

Facilitate effective sales meetings

Understand how your employees learn best

Define your responsibilities as a coach

Recognize challenges coaches face

Increase performance through individual development plans

4. Achieving Results as a Sales Manager

Understand the three basic communication styles

Deliver two types of feedback

Identify guidelines for delivering effective feedback

Recognize the importance of positive and constructive feedback



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The program can be delivered in a modularized format (2 1/2-to-3 hour sessions spaced over time) or in a

2-to-2 1/2-day format. It usually involves not only the leaders of the organization but also other key people

representing a cross-section of all employees.

1. The Transformation Model Define organization assessment and understand its purpose.

Learn basic principles of open systems.

Learn the purpose and uses of the Transformation Model.

Use the Transformation Model to analyze an organization case study.

2. Current Results Review and discuss the current financial/cost structure of the organization.

Summarize your organizations key result area and performance.

Assess the adequacy of current resources.

3. Business Environment Review current market conditions and key competitors.

Identify key customer, key stakeholders, and their expectations.

Evaluate current market conditions affecting your organization

Review the strengths and weaknesses of key competitors.

4. Current Strategy Define business strategy and core ideology and learn their importance.

Analyze the elements of business strategy within your organization.

Analyze the elements of core ideology within your organization.

Report findings and draw conclusions about your current business strategy and the core ideology.

5. Core Process Learn the elements of simple core process mapping.

Map the macro core process of your organization.

Identify process variances and key variances related to your organizations core process.

Determine the efficiency of your core process and identify the biggest process issues to be

addressed.

Describe and analyze the computer information delivery system supporting your core process.

6. Structure Analyze the nature and rationale of your current hierarchical structure.

Examine management, worker, team, and support group roles.

Identify how you are currently grouped and why (functions, departments, team, etc.)

Identify how organizational units are currently linked and why.



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Develop and organigraph (pictograph) of how your organization really works.

Summarize key learnings and critical structure issues to address.

7. Systems Learn about coordination and development systems.

Verify how each system is currently working.

Identify strengths and weaknesses of coordination systems.

Identity strengths and weaknesses of development systems.

Identify strengths and weaknesses, and key culture learnings and challenges.

8. Culture Survey the basic work culture and general morale in your organization.

Assess current job satisfaction

Identify common management and worker attitudes, practices, and beliefs.

Identify organizational norms around collaboration and performance.

Identify strengths and weaknesses, and key culture learnings and challenges.

9. Opportunity and Plans Summarize key issues from Modules 2 through 8.

Identify organization strengths weaknesses, and alignment issues.

Identify biggest opportunities/issues to address.

Develop a list of change initiatives

Create a sequenced initiatives time line.

Learn how to set up and manage project teams.

7. High Performance Leadership

From Control to Empowerment

Bringing out the best in youso you can bring out the best in othersLeadership is a rich and meaningful word. It stirs up a sense of idealism, excitement, hope and courage. Itis a word that inspires us to be our best, a word that we associate with those who have made the greatest



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difference in our lives. In short, leadership is a significant part of the answer to whatever challenges ourorganizations may face.

What You Will GainHigh Performance Leadership: From Control to Empowerment will teach you how to be an outstanding

leader within your organization. The principles and practices you learn in this program are based upon

observation and research from the foremost authorities in the field of leadership.

From the program you will: Understand the five practices of the worlds greatest leaders.

Create a clear and compelling vision of the future.

Find an appropriate balance between the five major leadership roles

(technician, manager, trailblazer, architect and coach).

Become a leader who empowers others and brings out their best.

Learn how to organize and manage your priorities so that big things control little things.

Recognize leadership qualities in yourself.

Structure and FormatHigh Performance Leadership consists of eight modules (each two to three hours in length) that are

scheduled and delivered at least one week apart. The modules include numerous individual and group

exercises that make the training come alive and ensure that participants translate the principles into a

personal plan of action. This program can be taught to a large group or even a single leader with the

trainer acting as a personal coach. The number of participants, structure and format can all be tailored to

fit the needs of your organization.

1. Principles of Leadership Learn the importance of leadership in achieving long term organizational success.

Discover the five myths of leadership.

Understand the difference between leadership and management.

Learn the difference between controlling and empowering leadership styles.

2. Practices of Empowering Leaders Empowering leaders have a driving passion to realize their vision.

Empowering leaders build and sustain trust with their followers.

Empowering leaders unleash the commitment and motivation of their followers.

Empowering leaders are social and organizational architects.

Empowering leaders act from positive beliefs about people and situations.



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3. The Five Leadership Roles Examine the three core elements of team effectiveness.

Learn the five roles of leadership.

Discover the appropriate balance among the five roles.

Understand how to lead from the balcony.

Learn how to use a set of diagnostic questions to lead from the balcony.

4. Leadership Practices Understand your strengths and weaknesses as a leader.

Assess yourself in the five leadership roles.

Know how you are viewed by others in your organization.

Develop personal improvement plans.

5. Personal Productivity Assess how you currently use your time.

Discover the barriers that keep you from managing your time more effectively.

Learn the difference between the important and the urgent and how to schedule the time for the

important. Learn to set professional goals to guide your use of time.

Learn a systematic approach to managing daily events.

6. Fundamentals of High Performance Teams Learn the definition of a high-performance team and how it differs from traditional work groups.

Discover the three elements of high-performance teams.

Learn the four types of teams.

Learn the stages of team development.

7. Performance Expectations Learn to confront behaviour that fails to meet your expectations.

Understand the importance of discipline and conformity in building high performance. Develop a set of non-negotiable for those whom you lead.

Practice the skill of harnessing harmful behaviour.

Apply the skill to back-home situations.



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8. Empowering Others for Success Learn the difference between commitment and compliance motivation.

Understand how leadership changes to create commitment.

Learn the four principles of empowerment.

Learn the elements of empowerment.

Discover a matrix for identifying what people need in order to be empowered. Develop a dialogue to transfer power to others.

Create a model of situational leadership.

8. The Trust Factor

Creating Win - Win Relationships

Dramatically increase your effectiveness with others as you learn the principles and skills of trust andinterpersonal dialogue.

When trust is absent, relationships are characterized by an adversarial attitude: me vs. you; us vs. them.Rather than goodwill, there are deep and hidden animosities. Respect is lost and our performance iscompromised as our energies go into manipulation and protection rather than working together towards ashared vision.

We believe that the most successful organizations of the 21st century will be those that know how tocreate a climate of trust and goodwill among their employees.

What You Will GainIn this program, you will learn how to interact with others in ways that build trust and win-win outcomes.

Specifically, you will:

Learn the core elements of trust.

Identify how we engage in collusive, weakening patterns of relating to others.

Experience a change of heart and know how to break out of collusive patterns.

Come to view others in a way that promotes unity, trust, and goodwill.

Understand the three phases of interpersonal dialogue and practice the dialogue skills.



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Commit to interacting with others in strengthening rather than weakening ways.

Develop the ability to confront poor performance and behavior problems.

Structure and Format

The Trust Factor consists of eight modules (two to three hours each) that are scheduled and delivered at

least one week apart. The training comes alive as you participate in experiential exercises and role-

playing that help you internalize the principles and skills that are taught.

1. The Trust Imperative

Appreciate the need for collaboration in our interdependent society.

Learn the definition and key elements of trust.

Evaluate the consequences of high and low trust within an organization.

Understand the importance of being trustworthy in building trust and rate your trustworthiness.

Receive feedback from others about your personal trustworthiness.

2. Collusion

Understand the dynamic of collusion. Be able to identify and diagram collusive relationships.

Write a personal story of collusion.

Evaluate the consequences of collusion.

3. A Change of Heart

Learn the four reasons we engage in collusion.

Identify payoffs and prices from our collusions.

Understand the folly of trying to get others to change.

Learn the two ways of being in our relationships with others.

Experience a change of heart towards others.

Learn and practice the skill of creating safe and trusting conditions.

4. Face-to-Face Communication

Explore the role of communication in interpersonal relationships.

Learn about alternative ways of communicating/influencing others.

Identify your native tongue or preferred style of communicating.

Understand the consequences of an absence of dialogue.



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5. Interpersonal Dialogue: Core Principles

Understand the definition and meaning of interpersonal dialogue.

Learn a model and the core principles of dialogue

Understand why mutuality is the bedrock of dialogue.

Learn how to create a pool of shared understanding.

Know how to solve problems in a win-win way. Do a self-assessment of your skills in interpersonal dialogue.

Receive feedback from others regarding your dialogue skills.

6. Interpersonal Dialogue: The Steps

Learn the steps of dialogue.

Practice the skills of mutuality.

Learn and practice various inquiry skills.

Understand the meaning and guidelines of advocacy.

Know how to identify and share your left-hand column.

Practice using the skills of dialogue.

Identify actions to improve your ability to engage in dialogue.

7. Harnessing Harmful Behaviour

Learn to confront behaviour that fails to meet your expectations.

Understand the importance of discipline and conformity in building trust.

Develop a set of non-negotiable for those whom you lead.

Practice the skill of harnessing harmful behaviour.

Apply the skill to back-home situations.

8. Strengthening Our Relationships

Understand the characteristics and consequences of co-dependency.

Know the difference between responsibility for and responsibility to another.

Learn a credo for your relationships.

Understand what you do that weakens others when you intend to help.

Learn the valuing process as a skill to strengthen others.

Evaluate what you do to strengthen others in your relationships.

Understand how contracting can be used to strengthen yourself and others.



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activated in each persuasion encounter.

10. Emotional Intelligence

A Pathway to Personal Success

Achieve personal mastery as you transcend challengesand learn secrets of soaring new heights.

Mastery:"ascendancy or victory in struggle or competition."[Webster's New World Dictionary]

Masters are the victors of life, those who step up to the challenges and opportunities of life with thecourage, determination, and wisdom to win the private and public victories.

Mastery does not happen by accident. It is a process that occurs as we interact effectively with the eventsand circumstances of our lives. Each moment of our lives provides an opportunity to practice mastery byexpanding our visions, awakening the faculties of our minds and our hearts, and assuming full

responsibility for living, growing, and contributing.

What You Can ExpectPeople who attend this program will learn a set of principles that will change the way they view their livesas well as their performance on the job. They will grow in selfunderstanding, confidence, personaleffectiveness, and their ability to handle the challenges/opportunities of the workplace. Such personaltransformation forms the foundation for organizational transformation.

Principles of Self-Mastery

The Integrity Model:A paradigm of personal effectiveness that defines successas what happens within you rather than what happens to you

Embrace Reality:Discover power and fulfillment as you stop wasting timeresenting, complaining, wishing, and blaming and insteadkeep your focus on what you can control



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Learn a method for changing weakening beliefs to empowering beliefs.

3. Embrace Reality

Understand the nature of reality.

Learn the importance of aligning your life to reality.

Accept some of the difficult realities of your life. Explore and let go of resentments, complaints, and blame.

Learn to live in the here and now.

4. Exercise Responsibility

Learn the meaning and nature of personal responsibility.

Understand how you avoid taking responsibility for yourself.

Assess your willingness to accept personal responsibility.

See the choices available in your life.

Understand the power and freedom that comes from accepting responsibility.

5. Clarify Your Vision

Understand the meaning and power of vision.

Clarify your personal vision.

Evaluate the thoughts that keep you from living your vision.

Set goals to achieve your vision.

6. Define Your Purpose

Understand the difference between three kinds of vision.

Write your personal purpose statement.

Clarify your guiding principles.

Develop affirmations to support you in living your purpose and guiding principles.

Use the technique of visualization to make your vision a reality.

7. Act with Integrity

Understand the meaning of personal integrity.

Recognize when you are acting from personal integrity.

Know the symptoms and consequences of self-betrayal.



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Learn to let what matters most govern what matters least.

Deepen your commitment to what is most important.

Learn to make your behaviour more congruent with what is most important to you.

8. Value Who You Are

Understand the meaning and importance of self-esteem. Become the primary source of your self-esteem.

Accept your imperfections.

Learn to make time for self-renewal.

Acknowledge and build upon your strengths.

Maintain an attitude of gratitude

11. High Payoff Hiring

The ability to hire the right people is essential to the bottom line.

Have you ever found the perfect candidate during an interview who turned out to be the wrong person forthe job, costing you money, time, resources, customers, and possibly even growth within theorganization? Imagine if you could ensure the person sitting across from you in an interview wouldactually be one of your top performing employees. The ability to hire the right people is extremelyimportant to the wealth and profitability of you and your organization.

High Payoff Hiring is intended for anyone involved in the hiring process. As a hiring manager you need tohave a hiring process that covers all the essential steps, from creating a solid job description to making anoffer. Through interaction and skill practice you will assess your current hiring needs and learn how to fill

them with top performers.

What You Will Do:

Evaluate your current hiring skills and the costs associated with your past hiring decisions.

Identify your selection criteria for current positions you have available.

Learn how to effectively create or update an existing job description.



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Gain a clear understanding of the interview process from screening resumes through the four

parts of the interview.

Analyze the best questions to determine how the candidate will really perform within your

organization.

Identify the most common hiring mistakes and how to avoid them.

Learn how to effectively evaluate the candidates and make an offer.

Set up systems for measuring your performance, setting goals and tracking progress.

Having an effective interview process will save you time, money, frustration, and resources and will helpprovide you with the tools you need to grow your business. The company is only as strong as the weakestemployee. Invest your time and energy into finding the right people and you will achieve the results youwant through your greatest investment, your people.

1. Evaluating the Process

Assess your current hiring skills.

Analyze costs involved in making hiring decisions.

Determine your selection criteria.

2. Preparing for Effective Hiring

Create specifications through a job description.

Update or create a job description.

Determine the most effective ways to recruit qualified candidates.

3. The Interview Process

Prepare for the process.

Identify positive and negative characteristics throughout the screening process.

Execute a phone interview.

Prepare and set up successful interviews.

Discuss four parts of the interview.

Identify fundamental interview questions. Understand the importance of behavioural-based questioning.

Avoid common hiring mistakes.

Understand the legalities of hiring (if applicable).

4. Making the Hiring Decision

Execute a second interview.

Understand the use of employment assessments to aid in your hiring decision.



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Conduct reference checks.

Evaluate candidates and make an offer.

5. Managing the Hiring Process

Identify cost per hire.

Write a personalized action plan.

Complete a performance plan to assist with professional growth and development.

12. Conflict Management

Strong leaders in todays fast-paced business worldrealize employees who are adept at managing conflict are crucial to success.

Managing Interpersonal Conflict

To stay competitive, high performance organizations realize they must effectively manage the

interpersonal conflict that occurs among their employees. High Performance organizations are dedicatedto developing employee skills needed to meet the challenges of the ever changing marketplace.

It is a strategic advantage to the organization for their employees to learn interpersonal conflictmanagement skills.

Employees will develop a proactive approachduring the course of this module by :

Understanding the elements of conflict

Recognizing conflict management styles

Tips for handling conflict

Enhancing your interpersonal conflict management skills

Managing Organizational Conflict

To increase high performance, managers must lay the foundation for dealing with, and working throughconflict. Managers need to have the essential knowledge about causes of conflict, types of difficultpeople, and strategies for preventing and managing conflict with them.



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This module will motivate managers to set goals and define actions for developing and enhancing theircurrent conflict management abilities. It will set the groundwork for participants to acknowledge the impactthat conflict can have on their job performance and the positive effect that learning to manageorganizational conflict can have on an organizations bottom line.

During the stages of this module,managers will develop the ability to:

Identify causes of organizational conflict

Identify difficult people

Take ownership of conflict management

Enhance your conflict management skills

13. Developing a High Performance Strategy

Competing to Win

Laying the foundation for tomorrow's successwhile competing to win today

Most organizations face stiff challenges in todays marketplace. Changing demographics, newtechnologies, aggressive competition, and sophisticated consumers demand that organizations changethe way they do business or face extinction.

Too many organizations respond to these challenges by trying to do what they have done in the past.Those that thrive welcome change and renew themselves by aligning with current and future realities.

Core Strategic DecisionsStrategy is defined as the way an organization meets the challenges and opportunities presented by itsenvironment. It consists of a set of conscious choices about how it will deliver value to its customers anddistinguish itself from its competitors.



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You and the members of your organization will:

Understand the challenges and opportunities present in your external environment.

Identify assumptions about the future.

Clarify a reason for being that motivates and inspires.

Identify the principles by which people will conduct themselves.

Define your future customers and how you will deliver value to them.

Identify core organizational competencies needed to succeed in the long run.

Create a long-term business focus and anchors that distinguish you from your competitors. Set short-term performance goals.

Establish performance initiatives and a master plan to manage your organizations long-term

development.

An ImperativeFormulating a clear and compelling strategy is among the most important work that leaders of anorganization can accomplish. It is not something that would be nice to do when they have more time, butis essential to their survival.

1. Overview of Strategy

Learn the meaning and critical elements of strategy. Understand two orientations to strategy and determine where you are on this continuum.

Explore three approaches to strategy.

Assess the current strategy of your organization.

Assess the current results of your organization.

Learn the strategic design sequence you will follow in clarifying your strategy.

2. Analyzing the Business Environment

Review current market conditions and key competitors.

Identify key customers, key stakeholders, and their expectations.

Identify key suppliers and rate your relationship with them.

Identify external factors influencing your organization. Evaluate current market conditions affecting your organization.

Review the strengths and weaknesses of key competitors.

3. Forecasting the Future

Identify assumptions about the future environment of the organization.

Reduce this list into the big hitters, that define your future business situation.



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Evaluate the impact of the big hitters on your organization.

Determine how your organization might respond to each of these assumptions.

Identify alternative future business situations.

Conduct a SWOT analysis to prepare to effectively manage the future business situation.

4. Creating Core Ideology

Understand the role of a core ideology in your organizations success.

Learn about the ideologies of some of the most successful companies. Explore the legacy of your organization.

Define your organizations mission.

Analyze the beliefs that have created your culture.

Reach consensus on your guiding principles.

5. Defining Your Strategic Direction

Understand the primary questions that must be answered to establish strategic direction.

Clarify a vision of your organization five years in the future.

Identify the characteristics of your current customers and the deliverables you provide them. Describe your future customers and how your deliverables and products or services may change

to meet their needs.

Explore your organizations core competencies and define the competencies you will need in

order to compete in the future.

6. Defining Your Competitive Advantage

Understand customers perception of value as the foundation of differentiation.

Create a long-term business focus.

Identify competitive differentiators within your industry.

Do a competitive analysis against the competitive differentiators.

Select competitive anchors that distinguish you from your competitors and competitivenecessities that define in which area you must keep up.

Develop a value position.

7. Setting Goals

Understand the importance of setting goals and tracking performance.

Learn the building blocks of goal-setting.

Identify your organizations key result areas.



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Establish metrics in each of your key result areas.

Assess your current performance.

Set goals in each of your key result areas.

Evaluate your feedback system.

8. Creating a Master Plan

Understand the importance of an integrated master plan for managing your organization.

Select a number of critical success factors for your organization. Identify major performance initiatives to implement your ideal vision.

Fill out a performance initiatives matrix showing the relationship between your critical success

factors and performance initiatives.

Learn how to create a project charter to guide the implementation of each initiative.

Know how to commission project teams for each initiative.

Understand the basics for project management and how to use a project implementation

worksheet.



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14. Principles of High Performance

Creating Win-Win Relationships

How to achieve outstanding results in your businessIt is becoming more and more difficult for organizations to survive in todays world: 40% of allnew businesses fail by the end of the first year; only 12% survive five years; and 2 to 3% survive10 years.

Unfortunately, most of the responses to the challenges companies face today are ineffective.They attack symptoms while leaving intact the root causes of organizational ineffectiveness.

Now, by attending this program, you can learn principles and methodologies that will enable youto achieve outstanding and sustainable results within your organization.

A Few Principles of High Performance:

The strategy and direction of the organization are clear and guide day-to-day actionsand decision-making. Members of the organization understand the business and are committed to gettingresults. People govern themselves by shared values and guiding principles rather than rigid

policies. People are organized, when possible, into self-managing teams. Processes are streamlined and systems aligned to support the strategy and philosophyof the business.

The role of management changes from controlling workers to creating an environment inwhich people can be most effective.

What You Will GainAs a business owner or manager, you face two challenges:

1. Meeting your short-term business and financial goals.2. Building an organization that will sustain you for the long-run.



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The purpose of this program is to accomplish objective #1. You and other members of yourorganization will attend four modules, each one tailored to your schedule and needs.

That will teach you how to design your organization to: Take control of your future.Achieve outstanding results. Gain total commitment from your employees. Exceed your customers expectations.

1. Traditional vs. High Performance Paradigms

Learn the concept of paradigms.

Understand practices and principles of the traditional paradigm.

Know what is it like to work in a traditional work environment.

Learn practices and principles of the High Performance paradigm.

Learn what is it like to work in a High Performance work environment.

Understand why the High Performance model works.

Learn the challenges of moving your organization toward High Performance.

2. Characteristic of High Performance

Learn the origin of High Performance work systems concepts.

Learn the characteristics of traditional and High Performance organizations.

Understand the leadership role shift required for High Performance.

Recognize the characteristics of High Performance teams.

Learn the importance of stability before moving to High Performance.

3. Building Trust

Have fun.

Experience the consequences of win-lose and win-win strategies.

Learn how to achieve win-win relationships.

Understand what is meant by trust.

Identify the biggest organizational trust issues.



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Set personal goals for improving trust.

4. High Performance Tools and Plans

Examine the High Performance Development Model.

Learn the Transformation Model.

Identify the Transition Planning Model. Recognize forces driving and restraining change in your current organization.

Create top priorities for moving to High Performance.

15. Core Skills

Building a Strong Foundation for Today's Sales Professionals

Results speak louder than words.

Consider this:People dont work harder and smarter because the company will benefit. People take steps in new andchallenging directions because they themselves will benefit. We address this reality by creating a bridgebetween personal and professional goal achievement. In order for this to happen, the program mustaddress the participants question, Whats in it for me? We take great care to answer that question for allsalespeople. When salespeople motivate themselves, everyone benefits. Our unique approach tointegrated skills training is the result of years of research. This research isolated certain critical coreskills as a basis of all achievement.

Program ObjectiveTo help sales professionals and sales managers increase productivity and improve interactions throughspecific goal-setting, time leveraging, communication, negotiation, teamwork, and leadership skills.

Program graduates are able to:

Set complete and measurable goals.

Develop strategic plans for both sales and personal goals.

Leverage time in accordance with those goals.

Communicate to persuade.



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Use leadership skills and team effort to bring goals to fruition.

Achieve higher quality, optimum performance, and consistent results.

Start mastering the "Core Skills"...

1. Goal-Setting and Planning Identify the difference between dreams and well-stated goals.

Strategically plan and tactically execute goal processes.

Develop a sales strategy based on where you are and where you want to be. Create specific goals, stating them in measurable, action-oriented terms.

Develop a sales funnel to track goals, identify areas for improvement, determine daily activities

and produce results.

State specific goals for individual customers.

Identify personal motivation for your own goal achievement.

2. Leveraging Time Identify time wasters and deal with them.

Allocate time for your strategic goals.

Focus time toward goal achievement.

Plan activities based on peak productivity periods.

Prioritize your customers using the Account Gradation System. Apply Account Gradation to increase productivity, using business planning and account

clustering.

3. Communication Identify the goals of communication.

Identify the difference between active and passive listening.

Utilize active listening to more effectively understand buyer needs.

Use a variety of questioning techniques to uncover, clarify, and understand buyer needs, wants,

and goals.

Control the direction of communication with questions.

Understand others and have them understand you.

4. Negotiation Describe how negotiation impacts sales results.

Describe and demonstrate the link between negotiation and communication, goal-setting, time

management, teamwork, and the sales process.

Enhance negotiation results by using core skills.

Prepare the three-tiered goal analysis for negotiable issues.

Develop negotiation strategies based on opportunity and buying behavior.



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Identify and apply bargaining techniques.

5. Teamwork Identify how teamwork relates to other sales skills.

Integrate the core skills into effective sales team operations.

Identify the key characteristics of successful sales teams. Identify which individuals and functions are potentially part of your sales teams for different selling

situations.

Identify sources of resistance and strategize ways to strengthen key relationships to improve

teamwork.

Describe the characteristics of an effective team leader.

16. Skills for High Performance Teamwork

Have fun while learning to work together.

We all depend on each other. Everything we accomplish within an organization is through theefforts of people working together.

Discover the Benefits of CollaborationThe premise of this program is that organizations are much more healthy and productive whentheir relationships are strong and people know how to work together.

In a highly interactive environment, team members have fun while learning principles, makedecisions and maintain a positive social environment.

Format

Skills for High Performance Teamwork consists of seven modules that are usually delivered aweek apart. Each module contains exercises to make the training come alive and ensure backhome application. It is designed to be fun and dynamic as well as educational.

Participants will come away:

Valuing perspectives different from their own Knowing how to listen and understand others points of views



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Understanding the importance of two-way communication Being committed to giving and receiving constructive feedback with other team members Handling conflicts directly and in a win-win way Looking below the surface to diagnose and improve how the team is really operating Conducting excellent discussions and making effective decisions Understanding several skills for solving technical problems together

1. Basic Communication

Learn how peoples perceptions and viewpoints differ

Learn the basics of face-to-face communication

Analyze the difference between one-way and two-way communication

Understand the skill of listening

Improve active listening skills

2. Giving and Receiving Feedback

Learn what feedback is

Discover how open or closed you are to giving and receiving feedback

Learn to give effective feedback to others

Learn how to receive live feedback from others Practice giving and receiving live feedback from team members

Make a personal improvement plan to respond to team feedback

3. Group Dynamics

Learn what group dynamic is

Experience as discuss group dynamics in action

Learn about group process and shared leadership

Determine what you can do personally to improve group process skills

Rate your teams group process

Identify how your team will improve its group process

4. Team Decision - Making

Discuss barriers to group decision-making

Learn about methods of group decision-making

Practice consensus decision-making

Practice a group decision-making model

Identify how your team will improve its group decision-making



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17. Developing High Performance Teams

What They Are and How To Make Them Work

Create and organization in whichpeople's hearts are in their work

Few would argue that people are an organizations most valuable asset. Do you want betterquality, faster response time, higher productivity, greater sensitivity to customers, improvedprofitability? People make these happen.

Unfortunately, many people are motivated by compliance. Their hearts are not in their work.They get by, do the minimum required, and watch the clock. The organization reaps mediocrity.

Other people are motivated by commitment. They care about the work they do, know that theyare valued by their organization and can make a significant contribution to its success. Theorganization reaps vitality and excellence.

Why Team?High Performance teams are more than a group of people working together to accomplish acommon task. They share a common vision and purpose that inspires their performance. Theyfeel accountable for their work. They solve problems and make decisions and act like fullpartners in the business.

When you attend this program you will learn, from foremost experts in the field, how to create ateam environment that results in outstanding performance.

What You Will Do:

Gain an understanding of how teams differ from traditional work groups.

Create a team charter that includes a clear statement of the teams purpose, operatingguidelines, performance objectives, and an ideal team vision. Learn good meeting management skills, critique your meeting effectiveness and developaction plans to improve your meetings. Identify your teams customer requirements and how these guide team performance.Analyze and streamline the core work of the team. Clarify team member roles and responsibilities and ensure greater accountability. Setupsystems for measuring your performance, setting goals and tracking progress.



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1. Fundamentals of High Performance Teams The definition of a High Performance team and how it differs from a traditional work group.

The three elements of High Performance teams.

Four types of teams.

The stages of team development.

To create an image and name your team.

2. The Team Charter Identify your teams key customers and stakeholders.

Determine the performance results expected of your team.

Decide your teams purpose.

Identify the ideal characteristics of your team.

Develop a set of team operating norms.

3. Effective Meetings The characteristics of effective meetings. How efficient and effective your meetings are.

Guidelines to improve the effectiveness of your meetings.

How to establish and run a meeting from an agenda.

A format for meeting minutes.

The three leadership roles required for successful meetings.

Discussion skills to improve the quality of team meetings.

4. Customer Focus Examine your attitude toward your customer.

Assess how customer-oriented your team and organization are.

Discuss and analyze feedback from key customers.

Identify key customer requirements. Develop improvement plans to respond to customer feedback.

Develop a system for measuring and tracking key customer requirements.

5. Managing the Process Learn basic process mapping definitions and skills.

Map the teams core process.

Identify and analyze process variances.

Identify and analyze key variances.



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Develop action plans to improve the teams core process.

Develop action plans to control key variances.

6. Team Member Roles and Responsibilities Learn how to be a self-sufficient and self-directing team.

Clarify shared team responsibilities.

Define and prioritize coordinating responsibilities.

Assign designated roles.

Understand the aspects of empowerment.

Use the empowerment matrix as a developmental tool.

Develop a maturation matrix.

7. Setting Goals and Keeping Score Understand the importance of setting goals and tracking your performance.

Learn the building blocks of scorekeeping.

Identify your teams key results areas.

Establish metrics in each of your key result areas.

Assess your current performance.

Set goals in each of your key result areas. Evaluate your feedback system.

18. Time Management

"Time is Money"Those that can manage time will increase their bottom line!

Managing Your Time

Effective time management is essential to success. The most successful organizations in the 21st centurywill require employees who are effective time managers, and who know how to set and reach goals basedon the organizations vision and values.

In todays changing economy, those who are able to determine what is important to themselves and totheir organizations, prioritize their activities, and set and reach goals in their personal and organizationallives will make the biggest impact.

Organizations value employees who are able to:



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Define time management.

Prioritize time use.

Adopt a time management approach.

Enhance your time management skills.

Leading Others for Effective Time Management

Whether you are a part of a small firm or a Fortune 500 company, todays workplace requires managing,motivating and developing your employees time management skills. Increasing and enhancing yourcurrent time management leadership abilities is paramount to your organizations success.

In this module managers will be able to:

Model time-wise leadership.

Manage leadership time.

Use timesaving communication tips.

Enhance time management leadership skills.

19. The Powers of Persuasion

We finally know definitively that the brain is hard-wiredto take mental shortcuts whenever we make decisions.

Internal mechanisms help us quickly assimilateinformation and take the appropriate next step.

Thos who understand how these mechanisms work haveenormous power to help others make easy, quick decisions.

Persuasion

The Power of FriendshipTrust, friendship and common bonds are a key power.



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The Power of AuthorityBy effectively showing credibility, knowledge, and authority,you reduce the risk inherent in most decisions.

The Power of ConsistencyWe are slaves to consistency.When we learn with others are consistent with, we can frame our request accordingly.

The Power of ReciprocityThis is the well documented, universal psychological requirement for quid pro quo.

The Power of ContrastIn the real world of the brain, objective values simply dont matter-perceptions rule.

The Power of The Reason WhyScientific studies create and validate the Power of The Reason Why.

Ask without a reason, get turned down.Provide a reason for acting, and you persuade compliance.

The Power of HopeHope is the strongest motivator of all human activity.

This course presents the elements of each power, shows how to activate each and how to applyindividual powers and their combinations.

We provide a process for determining which powers will be most easily activated in each persuasionencounter.

20. Customer Service

In reality, goods and services are not sold;products and services are bought by customers.

The result of a business is a satisfied customer.Leaders in todays rapidly changing business world have determined that there is more to success thancatchy advertising campaigns. Whether its a business, a professional practice, a health care facility, or agovernment agency, success comes to organizations that are dedicated to looking after their customers.Quality alone isnt enough.



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High-performance organizations have realized that their proactive approach to employee skillsdevelopment helps them leverage customer service as a strategic advantage.

In this first module you will:

Define a version of customer service

Discover customer expectations

Recognize the customer experience Enhance customer service skills

Coaching Customer ServiceEffective customer service coaches focus on their attention on monitoring performance, providingfeedback and recognizing accomplishments. They direct their attention to every level of customer servicedelivery, working with superstars as well as low performers to improve their customer service skills.

Organizations that place high value on attracting new customers, dazzling customers with their superiorservices and keeping them long term, value the role that coaching plays in developing their workforce.

In this module you will:

Understand customer service coaching

Develop customer service coaching techniques

Coach customer service personnel

Enhance customer service coaching skills

21. Speaking for a Lasting Impression

Have you ever heard the statement by Jerry Seinfeld that if attending a funeral most people would ratherbe in the casket than giving the eulogy? Have you ever thought about your response to hearing this?Most Americans would agree with this statement, which is why public speaking is, and has been the mostdreaded fear, even over death.



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Speaking for a Lasting Impression is a training program intended for anyone who is interested indeveloping their ability to successfully present in front of a group of people. This program providesparticipants with the essential components involved in presenting effectively and delivering a presentationthat will create a positive lasting impression on the audience members. Through interaction and skillpractice, participants will learn how to create, deliver, and enhance their ability to speak in front of agroup.

What You Will Do:

Gain a clear understanding of the adult learning process.

Develop techniques to capture and maintain the attention of the audience.

Identify different types of presentations and the purpose behind each.

Learn how to prepare your topics and deliver your message.

Assess the key elements involved in successful presentations.

Analyze how to increase retention and create a lasting impression.

The fear associated with speaking in front of a group will only be overcome when you have delivered asuccessful presentation. Speaking for a Lasting Impression will provide you with the tools necessary toachieve this goal. Not only will you meet the needs of the audience, you will also gain an increase in self-confidence, pride, and accomplishment.

1. Understanding the Adult Audience

Recognize characteristics of adult learners.

Understand the key elements of the learning process.

2. Developing a Dynamic Delivery

Identify the purpose of presentations. Discuss ways to overcome the fear of speaking in front of a group.

Determine how to captivate your audience within the first 30 seconds.

Use body language to maintain interest.

Develop techniques to become an effective presenter.

3. Speaking With Conviction

Identify types of speeches.



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Understand how to prepare your topic.

Define different types of delivery.

Determine key elements when writing a speech.

Assess ways to deliver your message.

Identify techniques to interact with the audience.

4. Presenting With Purpose

Understand different types of business presentations. Determine your approach.

Utilize five key components of business presentations.

5. Raising Retention

Enhance retention through group discussion.

Understand the importance of demonstrations as a form of learning.

Recognize the importance of asking questions while facilitating.

Solve training situations you may face.



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22. Positive Impact

How to be the person successful companies fight to keep

Most companies today, whether large or small, struggle with the common dilemma of how to make theirorganization more productive. We believe it starts with knowledgeable employees. The Positive Impacttraining program instils high performance behaviours that create strong organizations, productive in theareas where it counts most.

Program participants will learn to:

Communicate openly and directly.

Work smarter, harder, faster, and better.

Demonstrate value added.

Look for leadership opportunities.

Embrace and initiate change.

Have a positive impact on their company, customers and colleagues.

Take charge of their personal life.

As individuals within an organization master the behaviours taught in this program, the organization hasthe opportunity to reap the rewards of sustainable improvements in productivity.

FormatPositive Impact consists of seven modules (two to three hours in length) and can be delivered in a varietyof ways, including half-day sessions, full-day sessions, or once a week. This program was designed todevelop behaviours that are beneficial at all levels of an organization and is recommended for allemployees. A companywide implementation of this program can produce measurable results for anyorganization.

1. Attitude

Discover how your attitude, behaviour and job performance are related.

Treat customers and coworkers respectfully and professionally.

Prevent negative feelings from affecting your performance and actions at work.



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2. Personal Accountability

Learn how your specific job is directly linked to the financial stability, success, and growth of your

organization.

Document your results and cultivate advocates and allies.

Let the appropriate people know of your accomplishments.

3. Balance

Discover how the quality of your personal life has a direct impact on the quality and success of

your professional life.

Have a stable personal life that allows you to direct your attention and energy toward your work,

customers, and teammates.

4. Change

Accept and adapt to organizational and life changes with professionalism, determination, and

optimism.

Accept your role in initiating change when appropriate. See yourself and use yourself as a change agent for your team.

5. Productivity

Focus on working diligently despite anything else that is going on in your life.

Reinforce the concept that using time wisely and maintaining balance between work and

home/leisure with make you a healthier, more consistently productive employee.

6. Communication

Use effective communication techniques for the success of your organization.

Be open, honest, and assertive with customers, coworkers, and management about their needs,

feelings, preferences, and ideas.

7. Leadership Opportunities

Assume a leadership role in your organization, regardless of job title.

Be a problem solver and take charge when necessary and appropriate.



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Have a proactive attitude that adds value to interactions with customers, coworkers and your

employer.


8/14/2019 Alvah Course

Alvah Course List Complete V2

Documents

Transcript of Alvah Course List Complete V2