Australian Sales Training News

New Leadership Development Course launched

15 Dec 2008, 07:31

Leadership Development is a programme developed by AST and is based on the work of James M. Kouzes and Barry Z. Posner.  AST acknowledges the copyright owned by Kouzes and Posner in some of the material used in the course.
 
Research conducted by Kouzes and Posner was based on the question “How do ordinary people accomplish extraordinary things in organisation?” What they discovered, despite the differences in people’s individual stories, was that when leaders were at their best, they shared certain practices.
These practices are:

Challenging the Process
Leaders search for opportunities to change the way things are. They look for innovative ways to change what is. In so doing, they experiment and take risks. Leaders know that risk-taking involves mistakes and failures therefore they accept the inevitable disappointments as learning opportunities.

Inspiring A Shared Vision
Leaders believe with passion that they can make a difference. They envision the future, creating an ideal and unique image of what the organisation can become. Through their magnetic appeal and quiet persuasion, leaders enlist others in their dreams. They breathe life into their visions and get people to see exciting possibilities for the future.

Enabling Others to Act
Leaders foster collaboration and build spirited teams. They actively involve others. Leaders understand that mutual respect is what sustains extraordinary efforts; they strive to create an atmosphere of trust and human dignity. They strengthen others, making each person feel capable and powerful.

Modelling the Way
Leaders establish principles concerning the way people (colleagues and clients alike) should be treated and the way goals should be pursued. They create standards of excellence and then set an example for others to follow. The prospect of complex change can overwhelm people and stifle action, so they set interim goals that people can achieve small wins as they work towards larger objectives. They create opportunities for victory

Encouraging the Heart
Accomplishing extraordinary things in organisations is hard work. To keep hope and determination alive, leaders recognise contributions that individuals make. In every winning team, the members need to share in the rewards of their efforts, so leaders celebrate success. They make people feel like heroes.

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Why Plan for a Business That Already Exists?

14 Nov 2008, 12:09

The ability of a small business to react quickly to market impetus gives you a substantial advantage over your larger competitors. However, resources in a small business that are in short supply must be used to their fullest potential. This makes such businesses highly vulnerable to failure if their progress and development is not tightly controlled. A business plan provides a vehicle for the strategic planning and continuous monitoring of your business - allowing you to avoid the pitfalls of haphazard growth, such as cash flow starvation, reduced profitability and loss of custom.
 
The benefits of preparing a business plan are many and varied. They include:

 

Gaining a better understanding of your business, the market in which you compete and your competitors;
An expansion of focus from short-term local issues only to include an awareness of longer-term issues that may affect ongoing viability;

Creation of an information system that will promote more effective decision-making within your company; 

Identification of key areas of product and service development (both current and future) and the finances and resources that will be required to develop them;
An evaluation of current internal systems, their efficiency and effectiveness, and ways in which they can be improved; 
Providing a means of communicating with staff and other interested parties (bankers, financiers, business advisors, suppliers, customers, partners, etc); 
Providing an ongoing resource in relation to both planning for future action and monitoring progress towards set objectives; 
Providing a means of identifying and achieving both the personal and altruistic goals of the business owner, and of optimising the development of the asset which every business represents.

A business plan not only analyses the performance of your business to date, but also appraises the current and future potential of the market, the strategies most likely to capitalise on that potential and the organisational requirements for efficient and profitable operation.

Who should be involved in business planning?

The answer to this question is simple and direct... you!

What Does the Business Planning Process Involve?

Business Planning is a structured enquiry, geared to ensuring research and analysis into all facets of your business, preventing areas being overlooked by virtue of your familiarity with the subject matter. 

If you need assistance, please call Bob or David; or email bob.armstrong@salestrainers.com.au

 

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