Training That Matters

When you need to develop skills for you or your team in specific areas, here’s where I can help…

In addition to coaching entrepreneurs, I’m frequently asked to help with specific training, either for business owners personally or for their teams. While there are more, here are a few samples of the kinds of training that folks have enjoyed.

Presentations That Matter

Presenting to an audience is one of the most highly leveraged and high impact ways of connecting and persuading. And yet, very few people train themselves to make maximum impact. What’s worse, many avoid the opportunities to speak because they are afraid to do so.

Give my experiences as a strategist, a salesperson and as an actor/theatre director, I’ve developed a unique and simple framework for transforming even the timidest and uncomfortable speaker into a credible and respected presenter.

Most presentation training focuses either on “how do I look and sound like a speaker” or “how do I design my slides.” While these are both important, they are far from comprehensive. The training I’ve developed embraces strategy and structure, stagecraft, principles of persuasion and, of course, how to draw out your best performance, based on your unique gifts and style. The motto of the program is “Be You, But More So.”

This is super-fun. I’ve delivered this training to startups at The Canadian Film Centre and DMZ, to senior executives at Canadian Teachers’ Pension Fund and Reliance Home Comfort as well as to many entrepreneurs and their senior teams.

Contact me when you want to become a powerful presenter

A High-Performance Culture That Matters

A lot of large organizations bring in consultants who take literally months and 10’s of thousands of dollars to help articulate their values and cultures. This is generally too large a commitment of time and money for the average entrepreneur to stomach.

While you may think this sounds crazy and unlikely, I’ve developed a process that, in about 4 hours, leads to an inspiring description of the organization’s High-Performance Culture, along with clearly described behaviors that produce that culture and an action plan for its successful development.

Why is this so important? Well, to put it succinctly, a High-Performance Culture gives you a massive competitive advantage. Here’s why.

In North America, about 70% of employees are disengaged and “up for grabs.” Only about 7% trust their employer to look out for their best interest. And 1/3 of folks under the age of 35 are in their first year with their current employer. All that means people aren’t happy or motivated. And that means they aren’t productive or giving their best to customers or the company.

With a High-Performance Culture, you attract and keep better people who work harder and care more. The result? Higher profits, happier customers, and less stress.

I’d be happy to help you achieve that.

Strategy That Matters

I’ve been coaching since 2002. I’ve coached 1 and 2 person shops and large organizations doing $150 million in revenue. And that sad truth is, none of them did strong, effective strategic planning before we started working together.

Oh, a lot of them set goals and targets. Some of them tasked items to particular people or departments. But none of them had an integrated plan that took vision, goals, and targets and translated those into scheduled action steps with a process for creating accountability for the team, maintaining focus and accelerating results.

When they embraced the practice I teach, the owners found they had much greater control, improved predictive skills, better results and a more informed and engaged team.

The process I use is highly focused and streamlined and, for most organizations, results in a detailed strategic plan with strategic priorities, focused activities, clear accountabilities and a process for execution, all within 3-4 meetings.

It’s a small investment of time for such dramatically improved results. Contact me if you want to shift from reactivity to strategic focus.

Sales Training That Matters

Sales  solves a host of problems. But not if you’re like the guy in this photo. The problem is that, if you’re like most entrepreneurs, you went into business without much formal sales training. And even if you’ve hired salespeople, you may be as shocked as I have been at how many “professional salespeople” have little or no sales training.

The sales training I like to introduce to companies has two elements. The first is training in the core skills a salesperson needs to ethically and professionally move a prospect from curiosity to purchase. While there are a number of steps and techniques, the essence of the training is to help sales folks be both likable and credibly competent such that the prospect trusts them to advance through the sales process.

The second element is that sales process. Most entrepreneurial organizations, even if they have competent salespeople are weak in sales management. The result is that many prospects drift away because they aren’t properly tended and many salespeople never achieve their full potential.

Let me know if you’d love to raise your sales performance.