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Category: Corporate Leadership

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How To Implement An Easy and Effective Digital Onboarding Solution

Posted on by Imarticus Learning

Introduction

Employee onboarding is a crucial part of firm success. However, employees fail to find out that it can also benefit their workforce by increasing sales productivity.

The rate of employee turnover at work is at an all-time high of 19.3%. Many employees are left behind in a room alone with a pile of paperwork to finish. They have no idea what to do next. If they don’t have a good experience with the firm, most employees won’t think twice about finding another job.

executive management training

They are moving towards firms that provide digital, quick, and lovely onboarding experiences. Creative Firms find ways to improve their current systems. However, finding the best employee digital onboarding solutions can be complex. So, the right technology can help in tackling any difficulty.

What is Digital Onboarding?

Onboarding is crucial in every job process. This vital step in hiring a new employee introduces them to the company’s culture, business aims, and goals. If approached effectively, it can train a new employee for future success.

However, poorly structured onboarding processes are one of the main reasons why so many new employees quit the firm within a few months.

In the modern era of technology, firms are using digital tools to create and run their digital onboarding process. Digital onboarding is entirely online, unlike traditional onboarding. It usually involves management and the team in person.

How to Implement Digital Onboarding Solutions?

Online onboarding may seem simple, but it requires some level of attention when put into effect. It can have adverse effects if done incorrectly.

An employee onboarding process involves much more than just printing out some documents and giving them to new employees.

Let’s look at some employee digital onboarding training solutions for this approach.

  • Before they begin, plan a call with the new team member

It is best practice for HR teams to plan a brief call after providing a welcome email to go over all paperwork, benefits, and business policies. It keeps new members inspired. It also comforts them that picking the offer was the proper choice.

  • Provide an Online Employee Digital Training Program

Companies need to develop the right training program for their new employees. The program should ideally consist of many modules that an employee must slowly understand. They should have the option to pause, rewind, and move at leisure. Also, they should have full access to these lessons throughout their journey.

  • Prepare the workstation for the new hire

An employee’s first impression of the business depends on having a “home base” prepared for arrival. Nothing is worse for a new employee than not having the means essential for success. New employees may feel valued if their computer, email, and phone numbers are set up beforehand. Also, they should be given access to any necessary office materials. The new employee now has the resources needed to deliver their best work.

  • Make connections

On the new hire’s first day, schedule some meetings and discussions with key people and departments. It will offer them a solid idea of where to go to receive what they need, even though they might not remember everyone’s names. They will gain a better understanding of the firm’s process.

Conclusion

Simple digital onboarding cannot satisfy the demands of today’s employees. More optimised processes produce better sales outcomes and overall experiences. The crucial query, however, is how to choose the best provider for employee onboarding solutions and other operations that might benefit a firm.

Imarticus Learning can assist companies in boosting their productivity. It gives access to tools that streamline procedures as one of the innovators in financial technologies. With cutting-edge technology and a continued emphasis on sales growth, its digital onboarding solutions remain one step ahead of the competition. Imarticus Learning assisted over 35,000 students in receiving average annual raises of 54% while working with over 300 companies. Also, they have an 85% placement rate.

From Executives to Executives – Executive Management Training at Imarticus

Posted on by Imarticus Learning

From Executives to Executives – Executive Management Training at Imarticus

Whether you’re looking to develop leadership skills or boost your career, executive management training can help!

Explore Imarticus’ range of business courses as corporate training programs for employees to enhance your leadership skills and develop the knowledge you need to succeed. The course covers everything from basic to advanced topics such as leadership skills, team building, and project management. You can develop and improve your skills and abilities through these programs.

For more information, refer to the article below.

Need for Executive Management Training Courses

The Executive Management Training Programs have traditionally assisted professionals in gaining the knowledge and comprehension of the leadership abilities necessary for their current and future jobs. They become more robust, resilient, and agile thanks to these programs. Enhancing the CEOs’ capacity for leadership encourages business expansion.

Productivity at work increases for newly trained leaders and their entire team. Each person strives to use their leadership style to develop a productive team. They seek to inspire their group of employees in a unique style that fits their personality. After carefully examining their strengths and flaws, they can develop their leadership tactics thanks to these training sessions.

Today, data analysis is used to inform critical business decisions. Not only inexperienced but also seasoned corporate leaders frequently struggle to manage a large amount of data. Because of this, data analysis has become a crucial component of executive training programs in 2022.

executive management training

As firms adopt artificial intelligence, new challenges are quickly surfacing. The training programs for CEOs equip them with the adaptability and skills needed to meet these technological challenges.

The long overdue need for women in leadership is being addressed via exclusive corporate development and training.

Special Features of Executive Management Training Courses

Customised executive management training is available

One of its main benefits is an executive management training program’s ability to be offered after a one-on-one consultation with the institution looking to run the program. Many conferences, books, video libraries, and online programs fail to make sense to the participants because their skill sets are not considered when the programs are offered. Training in executive management with Imarticus resolves this issue.

An academically sound curriculum

While the media is busy reporting on the newest trends in training, practical learning in Imarticus comes from a well-researched curriculum. Employee motivation to take on today’s difficulties will be significantly increased by a curriculum created in conjunction with the industry and aligned with the digital era.

Improves the employee’s alignment with the business

Employers have difficulty getting their message across to their staff. Aligning their executives with the corporate objectives is a continuous exercise. Completing an executive management training program that aligns with the corporate goals is one of the most acceptable ways to do this. Employees will acquire such aptitudes from the executive management training in Imarticus that will assist them in aligning with the company’s objectives.

Prepares the upcoming generation of managers and leaders

An organisation might provide executive management training for workers who will hold managerial positions. A successful business needs managers who have completed a lead management program. Through team-building exercises and presentations, executive management training instils a crucial leadership attitude in its participants.

Performance within a company is influenced by a variety of factors, including staff skill sets and training. This is one compelling reason to carefully weigh the benefits of various employee training possibilities. Imarticus recognises that executive management training programs have a wide-ranging impact when people assess them. The best option for staff training is executive management training for several significant advantages it holds.

Conclusion

Imarticus Learning has run programs for some of the giant corporations of the world and is aware of what it takes to upskill workers so they can compete taking a lead in today’s market. So, Human Resource teams, Learning and Development Heads, and other management officials thinking of including executive management training in their organisation can choose Imarticus without any dilemma and get the best results in a brief period.

5 Real-Life Lessons about Leadership and Development

Posted on by Imarticus Learning

Introduction

Perhaps, the most popular and curious question about leadership is “Are leaders born or made?” Top executives know that a born leader may have a head start, but it doesn’t guarantee sustained leadership. On the contrary, the world is full of examples of simpletons nurtured into global leaders by their ecosystem, experience, and leadership development courses. While ecosystem and experience are a matter of chance, here are five real-life lessons about good quality leadership and development course of immense value to professionals.

1.   Real need and value of leadership team training

The Harvard Business Review (HBR) reported an “urgent” need for leadership training a year before the pandemic. Why – for leaders to adapt to volatile disruptions and navigate rapid changes. Forbes reported a 67% increase in investment spending for all employee training in 2022. The good news, especially for top management, is that it has become a competitive differentiator.

training and development

The lesson therein is that it is no longer about the top executives being leaders but the leadership skills being engrained across the length and breadth of organisations and teams. The best way to achieve it is through top-class leadership team training programs.

2.   Diversity, Equity, and Inclusion drives success

Adaptation is the essential skill to survive and thrive for organisations. It took a pandemic to prove beyond doubt that diversity, equity and inclusion (DEI) best drives adaptation and success amidst disruption. DEI initiatives implemented in letter and spirit build balanced teams that can better adapt, mitigate risks, overcome unforeseen crises and identify opportunities. Moreover, DEI benefits were proven even before the pandemic, such as the one reported by Credit-Suisse.

The lesson is that business and team leaders must experience top leadership management programs that imbibe DEI. They will then better appreciate that DEI is not just a “nice-to-have” feeling but a business-critical aspect that drives success. Undoubtedly, DEI is vital, especially in challenging times that are gradually becoming a routine!

3.   Leadership in future skills for a better tomorrow

Organisations are grappling with a multitude of cause-effect disruptions. While some of them are uncontrollable, like the pandemic or war and associated supply-chain issues, the one that is undoubtedly controllable is attaining a leadership position for the skills in demand today and in the future. Yet, Imarticus estimates that an astonishing 84% of organisations fail due to lacking the right skills!

Heads of learning and development appreciate the intrinsic lesson and underlying survival threat. All it takes is to act and draw up employee upskilling/reskilling strategies to bridge the skills gap through internal initiatives and external leadership team training courses.

4.   Experiential methodology trusted for outcomes

Good quality training programs typically measure outcomes using objective and subjective criteria. The quality of training program engagement and learning outcomes is enhanced when the training methodology is experiential. It is natural to learn better by doing than reading books, listening to lectures, or watching recorded videos, all of which are essential but not a replacement for hands-on experiences.

With the world economic forum predicting experiential learning to reshape the future of education in classrooms, the lesson for professionals is to insist upon experiential methodologies in leadership development courses.

5.   Tech-platform for flexible 24/7 learning access

Given workplace priorities and work-life balance dynamics, people expect training to be an incremental process they can experience flexibly. Technology has enabled learning management systems for end-to-end learning processes to blend learning experiences from smart interactive classrooms, virtual labs to hone skills, and recorded videos for flexible access to 24/7 learning.

The simple lesson is that leadership management programs must leverage technology to deliver flexible learning access anytime, anywhere.

Conclusion

These five real-life lessons are vital for successful leadership team training outcomes that improve organisational performance and employee growth.

CEO Tales: The Urban Dictionary of Leadership and Development Courses

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CEO Tales: The Urban Dictionary of Leadership and Development Courses

Ironically, even as technology makes humans redundant, their talent pools provide a competitive edge for organisations. The quality of the leadership and the talent pool differentiate a firm from the competition.

Humans will continue to drive business success, and technology will serve to amplify human capabilities for the firm to realise non-linear growth. Businesses understand the salience of leadership. The real challenge for companies lies in equipping the leaders and the workforce to deliver on their responsibilities.

Recently, PwC undertook a survey to ascertain what organisations believed would be required to steer India’s workforce in 2030. The survey found that 64% of organisations felt that continuously building organisational capabilities would be the single most significant contribution required of the organisation’s leaders. Increasingly, differentiating human capabilities will be central to the CEO’s agenda.

Leadership and Organisational Development for Business Success

Leadership and development courses serve to enable organisations to build organisational capability. When done right, these courses deliver significant business impact. The leadership development courses help deliver business impact through:

Attracting and Retaining Talent.Leadership and organisational development courses enhance employee engagement, help in reskilling/upskilling the workforce, and reduces employee turnover. Top employees look to organisations to provide them with opportunities for professional development. A 2016 Gallup report found that 87% of millennials said that development courses in the workplace were vital for them. 59% of millennials said that the availability of learning opportunities was an important factor in applying for a job.

When firms invest in employees, they signal that they value them, resulting in reduced employee turnover. It is significantly less expensive to provide leadership team training to existing talent than to hire, onboard, and train fresh talent.

leadership training programs

Top talent is also drawn to an organisation by the presence of good leaders. Leadership development courses, therefore, serve the dual purpose of improved performance of the leaders themselves and the accompanying benefit of top talent being attracted to the organisation – both of which enhance organisational performance.

Improved Financial Performance. Companies that invest in people development perform better. Focusing on reskilling/upskilling enables companies to realise a 14%-29% increasein profits. Equipping employees to serve better helps the organisation to get the best out of its employees. Leadership development training empowers employees professionally and helps organisations realise improved financial performance.

Enhances Ability to Manage Change.Leadership development equips people to deal capably with disruptive changes in the workplace. Leadership development unlocks people’s potential and enhances the organisation’s agility in managing change. 

Improved Customer Service and Satisfaction. Customers look up to employees to provide expert information on the product or service they buy. Employees need to be knowledgeable to meet customer expectations. Leadership and development courses equip employees to handle customer queries competently, increasing customer trust and enhancing customer satisfaction. 

Improved Strategy Execution. Leadership development courses are designed to align with business strategy closely, and the courses equip employees with the ability to implement the strategy. Effective execution is key to sustained business success. 

Mitigates Risk from Untrained Employees. Leadership and development courses also include compliance training and training for workplace safety. Employee training helps the workforce to maintain a safe work environment. A safe workplace enables people to work better and obviates the risk of legal action for non-compliance with workplace safety regulations.

Final Thoughts

Although the future always presents some uncertainties, it is clear that people will need to perform differently to build an organisation of consequence. Leadership development courses help develop the organisation ecosystem with critical capabilities for the future to build organisations that endure.

Imarticus Learning can be an ideal partner for your organisation’s learning needs.

We partner with businesses in identifying the leaders of tomorrow and then help them build on their capabilities to gain a competitive edge. To know more, please get in touch with us here.

The Next Big Thing In Corporate Sales Training

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The Next Big Thing In Corporate Sales Training

Companies conduct training programs regularly. Corporate training and development programs are educational activities carried out at the workplace, which are designed so that they lead to the development of values and skills among employees, including those pertaining to sales. Such training programs have been acknowledged to have a significant impact on the performance of a company.

The goals of a corporate learning program

Ensuring that employees have updated knowledge regarding a company’s advancements in trends and working policies

Enabling the development of the knowledge and skills of the employees and helping them in their careers Helping them bridge the skill gaps

Aiding them to upskill themselves for new leadership roles

What are the next key features of effective program?

Relevance

It is one of the important qualities of an effective corporate learning program. It is important for a training program to be of pertinence to all of the employees of a company. It should also be in synchronisation with the values of an organisation. It has a significant impact on the growth of an organisation.

Plan outline

corporate training and development

Corporate training and development programs must have a good plan outline. The training program will be efficient if its structure is based on the issues related to the program. The objectives of a training program must be aligned with the skills of a trainee.

It implies that the training objectives must directly impact the growth of a trainee leading to their growth. This, in turn, makes employees more active and curious to learn and grow.

Learner focused

A training program must be learner-focused. It must solve the problems that are known to affect the employees. The engagement of employees in a training program is important. It would be good to add entraining breaks and fun exercises to the modules of a training program. You can make the best use of a rewards system by offering benefits to employees who are able to attain the desired goal. In this way, it would ensure that your employees are motivated enough to take part in the training.

Clear communication

Corporate training programs are known to be highly efficient when there is clear communication between trainers and employees. There should be clear and effective communication as it is important.

Open-mindedness is required too. The message that needs to be delivered to employees should be clear and specific.

Right technology

The utilisation of the right technology must go hand in hand with the training. Training programs with new technologies are helpful, efficient, and appealing.

Inquiry-based program

It implies that the employees should have the liberty to exchange their diverse experiences and address issues through agreements and discussions. The exchange of information enhances knowledge and helps employees come up with appropriate solutions.

Evaluation

There should be an evaluation of a corporate training program. A program should allow employees’ participation and engagement in planning and decision-making. There will be a better implementation of their contributions if there is an efficient evaluation system.

Final Words

An efficient corporate sales training program is one that incorporates all the important features in accordance with its objectives. It offers several benefits. Sales training and development programs have been known to do wonders in terms of enhancing the knowledge and skills of all company employees. It has a huge impact on the growth and development of employees.

A good corporate sales training program ensures that the trainees are well versed in how to plan and make a decision when required, and that’s an amazing part of our Program at Imarticus! We are here to take the challenge and teach professionals the next big thing in corporate sales training.

A Beginners Guide To Corporate Sales Training

Posted on by Imarticus Learning

A Beginners Guide To Corporate Sales Training

Introduction

Your sales team drives the revenue. Therefore, it acts as the lifeline of your business. Hence, if you expect excellent results from your sales team, sales training is the most important investment. U.S. companies spend over $70 billion annually on training and an average of$1,459 per salesperson – almost 20% more than they spend on workers in all other functions.

Sales Training

Even the most basic sales skills are used in everyday life. Communication and persuasion are daily tasks. Sales training is the process of developing salespeople’s skills, improving their knowledge, and inculcating key attributes to enhance their behavioural tactics to drive sales success effectively. To be most effective, corporate sales training must be considered, planned, designed, and implemented as a change management initiative.

The sales training required can vary from one sales representative to another, especially if they are new to the industry. In the world of sales, there are always new strategies and new technologies to learn to sell effectively.

For new salespeople on board, completing company-specific training is a priority. Unless your new hire is a complete fresher, that person will have at least a basic understanding of the mechanics of selling.

For a corporate sales workforce, a sales methodology is the approach the team adopts during the sales process. It focuses on the systematic side of sales activities like call preparation, meeting formats, improving overall sales effectiveness, finding high-quality leads, and managing customer relationships.

Regardless of the training method you use, build a best practices guide around it. It can be delivered internally to reduce training time for new representatives. Developing an internal training system is the best way to optimise the learning process.

Modes of Training

Some of the modern methods that the industry adopts to train salespersons include:

On-the-job field training

Workshops, seminars, and lectures

Meetings and conferences

Freshers’ internship training

Correspondence training

Visual and simulated training

Companies ideally prefer a live one-day kick-off, bringing the sales process to life and demonstrating how to execute the strategy through role-playing.

Sales Training: Effective Techniques

Get new sales entrants up to speed quickly by letting them hear demos or pitches at the earliest. Incorporating daily micro-training supported with demonstrations helps the sales team learn multiple skills over time.

Get sales professionals with profound experience in sales and negotiation to design customised, practical, and easy-to-implement training modules. The training should apply to real deals to be relevant.

Make sure new salespeople can articulate value and sell stories. Explain to them the expectations, processes, and knowledge of the company. Then map them with a fully skilled salesperson for training, shadow calls and practice demos, followed by an evaluation.

Bring your sales executives into real-life situations in a semi-secure environment and engage them in active listening rather than a training simulation.

Higher employee engagement and morale have a direct impact on the bottom line. Sharing success stories and mutual successes instils confidence and unity among your salespeople and motivates them to satisfy customers.

Introducing key terms and concepts in the sales field before students engage with the actual lesson material reduces cognitive load. Hence, always include pre-training modules and personal training in the corporate sales training process.

Review what worked and failed to prepare you, improve your response, and create an adaptive strategy.

Personalise training with one-on-one mock scenarios, help establish open dialogue, and engage learners.

Include an experienced mentor who allows beginners to get hands-on experience and personal benefits through story sharing.

Review sales leadership success stories and new developments and provide consistent expectations and processes guidance.

Takeaway

Corporate sales training should have a strong reinforcement plan. Leverage the best learning solutions and corporate training to benefit your sales organisation through human-centric sales processes. Setting sales goals, action planning, implementation, and ongoing accountability is critical to driving long-term behaviour change in salespeople.

You can also contact Imarticus Learning through chat to get support on training solutions. For career counseling, you can visit the training centres in Mumbai, Pune, Thane, Ahmedabad, Delhi, Gurgaon, Bangalore or Chennai.

The Fascinating Science of Executive Management Training

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The Fascinating Science of Executive Management Training

Human resource management might be one of the most difficult to understand departments in the business realm. There are rules, guidelines, and policies that must be adhered to keep track of employees and have them work towards the same goal as the company itself does.

These are all very important aspects of running a successful business, but what about the science behind it? Let’s look at some of the fascinating facts behind executive management training, from helping your employees improve their performance to why diversity is so important at the workplace.

Neuroscience behind executive management training

Executive management training is a process that helps individuals learn how to manage their time, resources, and emotions effectively. And it turns out there’s a lot of science behind it!

A study by the University of London found that individuals who underwent a leadership development course had increased activity in their prefrontal cortex, which is responsible for planning and decision-making.

Bridging skill gaps

Executives need to master specialised trends, digital techniques, and thought leadership. Customer relationship management (CRM), design thinking, artificial intelligence (AI), and cloud computing are examples of the necessary skills employees need to have today. These leadership development courses are tailored to refine the current skills of employees and help them learn new leadership skills such as: Strategic leadership for corporate strategy

Critical thinking

Problem-solving skills

Business communication

Team management

Time management

Conflict management

Negotiation skills

Data-driven marketing

In the past decade, we’ve seen a massive shift in how businesses operate. With the advent of big data, businesses now have access to more information than ever. This has led to a new era of data-driven marketing, where decisions are made based on hard data and analytics rather than gut instinct.

Effective communication skills

To be an effective leader, you need to be able to communicate effectively. This means being able to express yourself clearly, listening to others, and being respectful. Leaders who can’t communicate well often struggle to get their point across, or have difficulty getting others on board with their vision.

Emotional intelligence

Emotional intelligence is the capacity to be aware of and manage one’s emotions, as well as the emotions of others. It is a critical skill for leaders and managers, as it can help them better understand and motivate employees. Emotional intelligence has been shown to improve communication, teamwork, and decision-making.

How can executive management training improve organisational performance?

Are you an executive or manager who wants to learn how to be more effective in your role? If so, you may be interested in executive management training. This type of training can help you improve your skills and knowledge in strategic planning, human resources, finance, and marketing.

Working professionals that attend such courses can see potential modifications in their skill set and viewpoints by the time they complete their course. As a result, you’ll be better equipped to lead your team and succeed in your organisation. In addition, executive management training can also help you develop a network of contacts that can be valuable in your career.

Conclusion

Most people agree that management positions are among today’s most coveted and stressful jobs. As leaders of their company, managers shoulder heavy responsibilities such as staffing and mentoring employees, promoting career development, implementing team-building activities, and leading large meetings and conferences with business partners from other companies.

To do these things well and ensure the company’s overall wellbeing, executives undergo specialised training courses designed to improve their leadership skills and equip them with practical knowledge about managing teams effectively.

Skill Development Courses For Leadership Development

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Skill Development Courses For Leadership Development

Over 50% of the workforce will need reskilling by 2025, according to the World Economic Forum’sFuture Of Jobs repor t. Key factors influencing this trend include automation, shifts to remote work, and fast-evolving market demands that require businesses to respond and take products to market at an accelerated pace.

A significant gap in the cycle is that workforces do not have adequate skills to solve these challenges. To build a competitive advantage, companies must invest in skills development courses that prepare team members to take ownership and be leaders.

workplace etiquette

Well-designed, high-value employee training and development programs equip employees with new-age, in-demand skills and boost their chances for growth and success. They will also have a transformative effect on the company’s sustainability and profitability.

Upskilling for leadership

Employees today seek more than a fat paycheck and benefits. A survey by Gartner indicates that development and future career opportunities are critical metrics by which employees gauge their employee value proposition (EVP). Phenomena such as The Great Resignation have demonstrated that employees tend to stay and thrive in companies that enable upskilling and opportunities to lead. By investing in leadership development courses, companies create opportunities for team members to increase their knowledge and skills and enhance their career trajectories within the company. It is a win-win for businesses and their workforces.

Boosting productivity

In a post-pandemic world, many changes have significantly impacted employees’ productivity.

Technology and automation are accelerating the pace at which change affects workplace culture, products and consumption.

Several employers are embracing hybrid workplaces.

The supply chain is more volatile due to unforeseen events worldwide.

Workplaces must step up to meet these challenges. However, employees are not necessarily in a position to tackle fresh challenges due to a lack of skills. It leads to demotivation, which in turn reduces productivity.

Customised employee training and development programs equip team members with critical new skills and the mindset to face upheavals and succeed in the face of uncertainty.

Customised training: need of the hour

Leaders should acknowledge that a one-size-fits-all training approach will not serve the organisation’s needs. Leadership development courses must be curated strategically to drive other business goals. Here are three unique needs of employees and how organisations can respond with the right fit for employee training and development programs:

Lack of knowledge and resistance to adopting tech-enabled solutions: Training can expose workforces to essential technologies such as machine learning (ML), artificial intelligence (AI) and blockchain. This will nudge team members to adopt tech-centric problem-solving attitudes without feeling overwhelmed.

Inability to cope with loss: Millions of employees lost loved ones in the pandemic yet never had the time to grieve. It has impacted the productivity,  retention and employee engagement of even the most highly valued employees. Companies are now providing employees with the necessary training and resources to cope with loss.

Lack of exposure to the leadership mindset: The World Economic Forum identified four skills in future leaders that can help them navigate challenges: curiosity, resilience, the “We” mindset and flexibility. The hard truth is that many professionals are pushed into leadership positions without guidance on how to lead. Early investments in a leadership management program will help increase the potential for the leadership pipeline to succeed and bring excellence to these challenging new roles.

Conclusion

Millions of professionals today aspire to occupy leadership positions. They want to pursue fresh challenges and be recognised for their efforts. Companies that continuously create opportunities for team members to learn and grow have a competitive edge. Investing in a customised, high-value leadership management program is an effective approach to building a highly productive workforce that drives the organization’s competitive advantage and profitability.

12 Proven Tips For Mastering Executive Management Training

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12 Proven Tips For Mastering Executive Management Training

In the post-pandemic world, executive management training has undergone a paradigm shift. Phenomena such as the Great Resignation, the transition to remote work, and the acceleration of digital transformation have made businesses focus on developing a leadership pipeline that is prepared to lead in uncertain times. Equipping executives with 21st-century leadership skills and the tools to navigate uncertain times will prepare businesses to remain sustainable in the face of eventualities as well as black swan events. Here are 12 aspects that should constitute superior executive management training for this brave new world:

Have a hyper-customised curriculum: Every business has unique needs. Hence, executive management training must be carefully curated to power the future leadership pipeline of an organisation based on its specific needs. Organisations must dive deeper into leadership gaps before arriving at a curriculum for the training to be effective.

Identify and impart core skills: Core leadership skill requirements have evolved profoundly during the pandemic. Being prepared for uncertain times is a critical focus area. Today, leading with the ability to inspire trust ranks high on the leadership skill hierarchy.

Foster engaged learning: Access to social media and superior apps have raised professional expectations regarding how to engage with knowledge and learning. Hence, a blend of video lessons and live sessions can boost interest in executive management training.

online learning

Allow for mobile-first learning: Research indicates that busy professionals are likelier to learn when they can show up via their mobile phones. A mobile-first leadership management program is more likely to drive results.

Possess high expert credibility: The stakes are always higher in leadership development courses. The learners in such courses have limited time and mental space. Hence, organisations must partner with executive training experts with stellar credentials and a proven track record of transformative leadership training.

Prioritise mentorship: Mentorship is instrumental in nurturing effective leadership by offering career guidance and psychosocial support. A leadership management program must consider how mentorship can become an ongoing process for the leadership cadre.

Introduce change leadership: With the accelerated pace at which technology influences businesses, it’s easy for change fatigue to set in. Tomorrow’s leaders must be equipped with a framework to exercise change leadership during periods of disruption and uncertainty as well as growth, or else companies risk falling behind the curve.

Emphasise tech-centricity: Leaders must develop a mindset to embrace technology and automate repetitive tasks. This creates space for team members to focus on driving core business objectives. Resistance to embracing technology can become a roadblock for thriving businesses, making them prone to losing their competitive edge.

Prioritise core tech modules: Leaders must have exposure to the leading technologies impacting their businesses. They must develop a working knowledge of how technologies such as Artificial Intelligence and blockchain can be leveraged via dedicated tech-focused modules.

Nurture empathy and the power of listening: Empathy has been identified as a core aspect of 21st-century leadership. High-impact training must weave in modules that foster empathy and listening skills in future leaders.

Make training an ongoing journey: A leadership management program must have continuity, making learning an ongoing process. There must also be success metrics that make the learning measurable. Without measurability, it is difficult to factor in the evolving needs of the business and develop the training program accordingly.

Identify training needs: A superior leader must be able to identify the training needs of the reporting teams based on the learning and skill gaps. This is an additional skill that leadership development courses must inculcate so that the leadership training percolates to all team members, not just the elite few.

The takeaway

Future generations of leaders must continuously adapt to the demands of a business world highly influenced by technology, a volatile supply chain, and higher employee expectations. A well-crafted executive management training program will nurture a pipeline of leaders with empathy, tech-centricity, and an evolved management mindset that will inspire trust in team members and stakeholders (investors and clients) alike.

The Ultimate Glossary of Terms about Sales Management Training in 2022

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The Ultimate Glossary of Terms Of Terms About Sales Management Training In 2022

Introduction

Sales are the revenue drivers of any business, making it vital to manage them well. If you have met a salesperson or worked with one, you have likely heard terms such as “account”, “churn”, “MQL”, or “gatekeeper”. Uncovering the mystery and meaning of these fancy terms is expected of any top-quality corporate sales training program.

Top executives want to know ways to improve their organisation’s sales performance. So for heads of human resources (HR), here’s the ultimate sales management training vocabulary. Look out for it in corporate training and development programs to prepare your sales force for winning sales encounters in 2022!

Glossary of Acronyms Used in Sales Management

Key Performance Indicators (KPIs)

When anyone managing a business wants to know the status of progress made on any of its set goals, the measurable value to look at is the relevant key performance indicator. Examples of sales KPIs are the average deal size or monthly sales,

B2B, B2C, D2C, C2C

Transactions between multiple businesses such as companies, distributors, and dealers are called business-to-business (B2B) transactions. However, when a firm transacts directly with consumers, it’s called business-to-consumer (B2C). D2C is when a brand sells direct-to-consumer, and C2C is consumers can buy and sell with other consumers.

CRM and BI

Customer relationship management was traditionally used for how sales managed business relationships with customers. However, over time, many of these aspects got automated in software solutions now referred to as CRM systems. Business Intelligence (BI) converts scattered data into understandable insights for intelligent strategy, tactics and decisive action.

MQL

Marketing creates awareness and promotes the products and services of an organisation. A potential buyer who seems seriously interested and engaged is called a marketing-qualified lead. Typically, sales resources are expected to engage with MQL and close sales.

BANT

Sales can further qualify a marketing lead to forecast business based on how favourable the four BANT criteria are – budget, authority, need and time.

CAC

It is the cost of acquiring customers and a measure of profitability calculated as sales revenue from the customer minus CAC.

CLV

Customers who buy multiple times over more prolonged periods require special attention that values their loyalty and business. The customer lifetime value (CLV) is a measurement metric often used to predict future business potential based on the past performance of such customers.

ACV, AMC, and SLA

The annual contract value (ACV) is the average annualised value of all contracts from the customer, whereas AMC refers to the sale of annual maintenance contract services. A service level agreement (SLA) sets the expectations of service levels between sales and marketing or between a business and a customer.

ABC

A strategy based on the belief that every action of the sales resources, such as the business development representatives (BDRs), must aim to close sales is referred to as the “always be closing” (ABC) strategy.

Glossary of Terms Used in Sales Management

Account

In sales, “account” is usually the customer’s name that the organisation deems fit for dedicated account-based sales. It can be due to strategic reasons or a large volume of business from the account. An account development executive or manager who interacts with the customer facilitates a single window between the customer and the organisation.

Churn and churn rate

Churns are customers lost. The churn rate is a metric derived from the number of churns over a specific period,

Gatekeeper

It refers to the person in the customer organisation who blocks and prevents interaction between sales and customer resources.

Net Promoter Score

It is an important metric that measures customer satisfaction outcome (from surveys) of how likely will customers recommend your products, services and organisation to others.

Conclusion

Corporate learning programs that deliver deep insights into the glossary of sales management terms lay a strong foundation for resources to comprehend what it takes to affect sales. Eventually, it can make a difference between the organisation closing sales and fostering relationships with customers or running into gatekeepers and facing increasing churn rates.

At Imarticus learning, we ensure that our training delivers the former rather than the latter.