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Gaining Access through Cold Calls

Overview/Description Cold calling may seem like an outdated function to the modern sales professional, when networking and social media make it so easy to reach prospective clients. But cold calling is far from obsolete – it's an essential skill that the most successful sales professionals frequently employ. The key is reaching the right person with the right message. This Challenge Series product explores methods for gaining access through cold calls. You'll assume the role of a sales representative for a provider of contact center software. Target Audience Experienced sales...

Developing Employees through Delegation

Overview/Description Skillful delegation creates a true win-win situation: It allows managers to leverage their strengths and focus on strategy while giving team members opportunity to learn and grow. This Challenge Series exercise focuses on how to best develop employees through the practice of delegation. Target Audience Mid- to upper-level managers and executives; all high potentials and fast trackers, including individual contributors. Lesson Objectives Developing Employees through Delegation Objective Text

Instituting a Quality Improvement Program

Overview/Description In this challenge you will be put to the test on a change scenario. It's high-stakes, many stakeholders are affected, clarity on what to change is poor, people may not see the need for change, and we have to make it happen fast. Roll up your sleeves and get ready to rumble… You are the change agent selected to lead this initiative! Target Audience Individuals taking on roles in change project management and others who want to develop or refine their skills for leading and sustaining change in an organization Lesson Objectives Instituting a Quality...

Asserting Yourself in the Workplace

Overview/Description Asserting yourself at work means more than pursuing your personal agendas. Often, it serves to benefit your project teams and your organization at large. This Challenge scenario explores the fine line between assertiveness, aggression, and passive-aggression. Target Audience Professionals in non-managerial roles seeking to improve their ability to communicate assertively Lesson Objectives Asserting Yourself in the Workplace Objective Text

Vendor Negotiations: Choosing the Best Approach

Overview/Description Negotiation is a complex process that requires thorough preparation, clear communication, and keen perception. And the most successful negotiators are those who strive to achieve win-win results. This Challenge Series exercise explores various negotiation styles and processes and focuses on how to reach a collaborative, win-win solution. Target Audience Mid- to upper-level managers and executives; all high potentials and fast trackers, including individual contributors. Lesson Objectives Vendor Negotiations: Choosing the Best Approach Objective Text...

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