Successfully motivating people and managing their performance is the key to achieving the best results. There are many different skills required to help managers do this effectively.

 

As part of the process, most companies operate an appraisal and performance review system - but how confident are you that all your managers have the skills to make the most of the process? Used properly, review and appraisal is a valuable performance management tool - enabling under-performance to be corrected early and excellent performance to be appropriately rewarded.

 

This series of workshops will enable managers at all levels to get the best from their people by using basic management skills to motivate their team to achieve high performance.

 

Contents·

• Leading and motivating your team to excellent performance

  • Leadership vs Management

  • Understanding your own personality style (quadrant analysis instrument used)

  • Teamwork, team dynamics, Team development stages and team roles (Belbin instrument used)

  • Different leadership styles (instrument used)

    • management by control vs management by commitment

  • Adaptive Leadership

    • task vs people management

    • appropriate delegation

  • Interpersonal management skills

    • exploring & summarising

    • constructive feedback

    • resolving conflict (Thomas Kilman conflict mode instrument used)

    • praising good performance

    • active listening

  • Advanced communication skills

    • Neuro-linguistic programming (NLP)

    • Advanced questioning and listening skills

    • Non-verbal communication

    • Building rapport; body language

  • Assertiveness vs Aggressiveness

  • Positive Mental Attitude

  • Setting objectives & action plans

  • Problem solving

  • Monitoring results

  • Winners vs Losers – Positive Mental Attitude

 

Motivation

• Fundamental concepts of morale and motivation – Herzberg / Maslow / Personal Drivers

• Assessing and identifying individual motivation (Personal Drivers instrument used)

• Recognising motivation and demotivation

• Motivating the more experienced salesperson / teams

• Use of reward mechanisms in motivation / changing behaviours

 

Performance Management

• What it means

• Setting up and using effective Monitoring & Review systems

• Key Performance Indicators

• Documentation and paperwork

• Communicating upwards

• Principles of learning (instrument used)

• On the job training – the “GROW” model

• The 3 C’s – coaching, counseling and confronting

• Tackling under-performance and other performance issues

• Problem solving

• Assertiveness vs Aggressiveness

• A typical appraisal and performance review system

• How to get the most from the appraisal and review process

  • documentation

  • timing

• Establishing standards and measuring performance

• The performance review discussion / meeting

• Identifying training needs

• Setting objectives & action plans

• The disciplinary interview

• Succession planning and development

 

Format

This is a two to eight day modular development programme, according to depth of need and delegate experience, with extensive opportunity given to practice and refine the skills taught and to plan to optimise the delegate’s own team’s performance.

If desired, the course can incorporate a presentation on your company's own particular appraisal and performance review system - if no system exists, we can help you design and implement such a system.

Maximum group size: 9

 

Participants

Recently appointed managers, or managers new to formal appraisal / performance review processes.