Business Effectiveness Series

Coaching Competencies Training Program

Course Description: This course is designed to develop the ability to coach others effectively and masterfully. 

What are competencies?
Competencies are identified behaviors, knowledge, skills, and abilities that directly and positively impact the success of the coaching process. Competencies can be objectively measured, enhanced, and improved through coaching and learning opportunities.

How does one become competent and have the ability to coach effectively?
In one word: Practice. Over the course of 12 weeks, we delve into the most effective coaching skills, ideas, and concepts that lead one to being able to coach masterfully. An effective coach will have a firm grasp on these core coaching competencies and be able to use them naturally.

This program includes: Self-directed learning, reading, reflection, discussion, practice, and application. Each participant will be able to demonstrate a proficiency and understanding in each area of focus.

At the end of this course: Each participant will demonstrate a greater degree of confidence in his or her coaching abilities. They will further develop an understanding of a good coaching relationship. With these competencies, they will be able to establish the most conducive environment to have a long lasting, effective, and change-oriented relationship with the person they are coaching. Participants leave with a greater depth of knowing the “right steps” to take in a coaching relationship resulting in them being able to help others reach their goals.

Ideal participant: Leaders in an organization who have responsibility for others and who want to improve their ability to coach them.

See our Developing a Coaching Culture white paper for a brief overview of the 12 Core Competencies.

Leadership Performance Culture Training Program

Course Description: This course is designed to teach specific competencies that significantly enhance your ability to lead, mentor, and coach others effectively and masterfully.

What are competencies?
Competencies are identified behaviors, knowledge, skills, and abilities that directly and positively impact the success in management. Competencies can be objectively measured, enhanced, and improved through coaching and learning opportunities.

How are they developed?
In one word: Practice. Over the course of 6 months with 8 sessions, we delve into effective leadership and mentoring/coaching skills, ideas, and concepts that lead one to being able to develop a Leadership Performance Culture. 

This program includes: Self-directed learning, reading, reflection, discussion, practice, and application. Sessions will be highly interactive with participants sharing their experiences implementing the concepts.

At the end of this course: Each participant will be able to demonstrate a greater degree of confidence in his or her leadership and mentoring/coaching abilities. They will be able to establish the most conducive environment to have a long lasting, effective, and change-oriented relationships with the people they are leading. They will know the “right steps” to take to lead their organizations and help others reach their goals.

Ideal participant: Leaders in an organization who have responsibility for others and who want to improve their ability to coach them.

See our The Top 10 Ways To Improve Your Leadership Skills white paper for the collection of great tips and tools to improve your leadership skills.

Sales Training

The Client Builder Sales Academy will teach you and your organization the practical and powerful 7-step Client Builder sales methodology. Combining the latest sales philosophies and reinforcement training with drills and role plays*, we ensure that your sales organization is performing at its best. You improve your sales skills so you can close more business, spend your time and resources more effectively and grow your profits. The standard program (which can be customized to fit your organizations needs) runs twice a month for 6 or 12 months to fully transform your sales function and train you and your staff to be world-class sales professionals. An Everything DiSC Sales analysis for all participants is included as well as a Sales Person Effectiveness Analysis for each team member and the entire team where applicable. Other assessment tools are also available.  We use 70+ worksheets (the participants personalized version of the process) delivered through an on-line training platform loaded with reading assignments, video clips, and audio clips to allow for self-paced independent learning and live group sessions for practice and reinforcement.

Check out the Client Builder website for more details:

* Role-Playing

In an adult learning environment, there is a wealth of life experience just waiting to be tapped for the benefit of all. Role-playing allows adults to step into the imaginative world of youth, without sacrificing the norms of adulthood. It allows adults to learn experientially, and it shares this wonderful breadth of experience with the whole group.

Role-playing also allows us to step out of our usual perspective and try on the shoes of another. It is excellent for gaining insight. It is also interesting to watch others play roles you have played yourself, because alternate views and approaches are revealed that may prove to be more effective than your own.

Role-playing is one of the most beneficial activities in sales training. While it may be difficult to overcome the natural reluctance of an adult to make-believe, the payback for achieving it is enormous. The fact is that people (both young and old) learn by doing, by making mistakes. There is no substitute in sales training for good role-playing. 

Salesforce and Sales Candidate Assessment

We use the Objective Management Group (OMG) Assessment for screening for sales candidates and to evaluate the strengths and development opportunities of existing sales teams.  OMG continues to pioneer the Sales Assessment Industry by providing crucial insights to maximize sales performance in companies of all sizes and from all industries. They are the original sales assessment company, the one everyone else tries to copy. OMG’s assessments were developed by Dave Kurlan and are used by more than 11,000 companies and on over 1,700,000 salespeople. Why do the top sales development experts in the world choose to use OMG’s assessments for their valued clients? OMG goes wider and deeper than anyone else and all of our findings are sales specific, not adapted for sales.