The webinar will explore:

• The skills required to sell today (hint: they’re not the same as they used to be!)
• The mistakes companies make when they hire and manage their sales people.
• Ideas about how you can avoid these pitfalls, grow revenue and – even – save money.

About ESI:

ESI’s mission is simple: To Professionalise Sales Today! ESI is fixing the global sales talent and skills shortage by providing a suite of online sales training and certification solutions – globally. Commercial roles are the hardest for employers to fill globally. This is because the skill of selling has evolved profoundly in recent years but traditional sales training has not kept pace with that evolution. ESI was founded to fix this talent and skills shortage. We provide a fully online, always-available subscription-based sales training and certification solution. ESI’s Growth+ platform develops the complex skills employers demand of their people today but rarely find. This enables employers to attract, retain and develop high-performing commercial talent – wherever they are and whenever they like.

Webinar Host:

Alan Maguire – Founder & CEO ESI,

Alan has decades of experience in both the multinational & start-up sectors having run businesses, commercial & sales organisations across the globe. He was a Commercial Director of Electric Paper prior to its exit to ThirdForce plc and an Executive Director on the ThirdForce Board where he was MD of International Business. He is a co-founder and CEO of ESI, a Partner at Leaf Investments (Europe’s first dedicated learning technologies venture fund) and a Director of CustomerMinds Limited.

Learning Outcomes

At the end of the training programme participants will be able to:

• Describe the Code of Practice on the Prevention and Resolution of Bullying at Work
• Understand how Bullying Policies are used to address bullying in the workplace
• Have a clear understanding of the definitions of Bullying, Harassment and Sexual Harassment
• Know the impact of bullying and harassment on the individual and organisation
• Understand the informal and formal procedures for addressing bullying in the workplace
• Be clear about the role of the Support Contact Person
• Develop the skills necessary to carry out the role of the Support Contact Person
• Identify the differences between grievance complaints, bullying complaints and harassment
complaints

Who is this course for?

This programme is for Managers, HR Managers and those who are responsible for HR

Content Covered

Code of Practice on Prevention and Resolution of Bullying at Work
• Dignity at Work Policies and Procedures
• Defining Bullying, Harassment and Sexual Harassment
• Examples of Bullying
• Examples of what is not Bullying
• Procedure for dealing with Bullying in the Workplace
• Role of the Support Contact Person
• Interpersonal Skills
• Difference between Bullying, Harassment and Grievances

Trainer Profile

Action HR Services

Dominika O’Sullivan, CIPD Bio

Dominika commenced her HR career with Hilton Worldwide where she held a range of HR positions including HR Manager for the Conrad Dublin and Recruitment Specialist for Hilton Worldwide’s Ireland-based properties. She has also worked as a HR Manager for Choice Hotels Ireland and the Dalata Hotel Group, and led the recruitment function and co-lead the HR function in preparation for the re-opening of Adare Manor Resort in Co. Limerick.

Course Delivery

All learning & support are delivered via ESI’s Growth+ Learning-as-a-Service platform. As such, the ESI program is asynchronous, always-on, always accessible & fully scalable 24/7 – 365 days a year. ESI learners get a 10-week subscription to the program – enabling a truly self-paced learning journey that is assisted by constant support & guidance from the ESI Customer Success team.

Duration

The ESI Certificate in Entrepreneurial Sales comprises 2 units with each Unit equating to approximately 25 hours of learning. The course has a duration of 8 weeks of self-paced learning with learners having access to the platform for 10 weeks.

Our next course is starting on 17th April 2023.

Who is this course for?

This Micro-Credential is for individuals engaged in sales-related activities at any stage in their careers including Sales Representative or Manager, Account Manager, Customer Success and all other related sales roles.

Course Prerequisites

Some experience in a Business to Business (B2B) sales environment is required to draw upon during course tasks.

Learning Outcomes

By the end of this course:

1. You will be able to evaluate the degree to which you understand the prospect’s buying cycle, and how to use that information
2. You will understand that there are seen and unseen motivations & related risks to a deal closing, and how to use this information in deal forecasting.
3. You will have developed skills that will enable you to ask better questions to discover and uncover the information needed to close a sale
4. You will be able to test your understanding of the likelihood, size, and timing of a deal.
5. You will understand and appreciate that alignment between you and the prospect takes time and effort. You will acquire the skills to enable that relationship-building.
6. You will have the skill to drive collaboration and partnership with the prospect and likely multiple stakeholders.

Course Content

• The importance of taking the perspective of the buyer
• Your customer’s business issue and their buying cycle
• Individual and institutional motivations to drive collaboration and partnership with the customer
• Deal forecasting
• Asking tough questions to discover and uncover the information needed to close a sale
• Predictive Listening. Learning how to ask better questions and listen more intently and with purpose
• Transparency in sales. Understanding the level of clarity needed to know that a deal will be done
• Drive collaboration and build rapport with your stakeholder landscape
• Partnering with your prospect

Quality & Certification

The certificate in Entrepreneurial Sales is just one of four micro-credentials as part of ESI’s stackable credential solution which is led by the flagship Professional Diploma in Entrepreneurial Sales which is University credit-rated and mapped to international qualifications frameworks.

Certification and assessment solutions are designed to meet the highest quality standards under the governance of the ESI Learning Team. The Curriculum & Diploma are credit-rated by Glasgow Caledonian University which specialises in world-class work-based learning programmes and certification.

Certification is governed by the ESI Exam Board to ensure consistency & fairness. More generally, the ESI Entrepreneurial Sales programme is guided and overseen by an independent advisory board – The Global Sales Skills Council.

Learning Support Available:

While self-paced and self-directed, learners are guided by the Customer Success team through a scheduled 8-week programme that includes platform access, learning events, individual & group supports and work-based assignments. Micro-credential users get a 3-month subscription to the programme as well as constant support & guidance from the ESI Customer Success team.

Onboarding Session – ESI’s learning model is different to traditional online courses. ESI through an assigned Learning Advisor will provide one-to-one guidance on how to navigate the Growth+ platform, how to complete the course as well as providing guidance on how to approach the activities.

Group Learning Session – In this course, participants will also benefit from learning from, and networking with other professional B2B sales peers from outside of their organisation through hosted group sessions where learners are able to share how they applied what they have learned as well as share what they have learned from others experiences.

Individual Learning Support – Every 2 weeks the participants have an optional one-to-one session with their Learning Advisor where they are able to receive learning support.

‍Benefits for completing the course:

• Earn more: proven to drive higher sales results and account/transaction value which, in turn, drive higher earnings.

• Career Development: prepares you for the next stage of your career – giving you competitive advantage by developing the skills employers really want in their sales people today.

• Personal Profile & Credibility: graduates consistently report higher visibility, profile and credibility among colleagues and business leaders within and outside their organisation.

• Convenience: As an online solution, it provides you with truly personalised, self-directed and self-paced learning that you can enjoy anytime and anywhere – as and when suits you.

• Certification & CPD: For the first time, you have the opportunity to have your complex and sophisticated skills validated through a suite of global certification options – whether you are an early-stage sales careerist or updating tired, outdated sales skills as part of your Continued Professional Development.

• Trusted & Reliable Support: a Customer Success team is on constant standby to help you on every stage of your learning journey.

Testimonials:

“One of our ESI programme participants is having an off-the-charts quarter. She is spotting opportunities within existing clients and is now working on her biggest opportunity yet as a result.” – Workforce Operations Director

“ESI was game-changing for me. I started to THINK differently about how to achieve my targets.” – Isabel G.

“It has been an enriching journey with ESI, that deeply changed me as a seller, making me more confident and a better performer.” – Pablo B.

“I honestly am enjoying the platform and the content – I enjoy the learning structure and design. The platform is intuitive and engaging. I enjoy the reflective learning process and learning tools.” Gavin O.

Learning Outcomes:

By the end of this programme you will:

• Understand your own leadership challenges and style, create a toolkit for leadership, develop skills in coaching and mentoring to bring out the best in your team.
• Understand how to bring your business values to life through leadership strategy.

Who is this programme for?

This programme is aimed at manger and supervisors within the restaurant and hospitality industry.

Programme Overview

• Introduction to leadership
• Identifying your leadership style
• Communication
• Coaching and Mentoring
• Building a leadership strategy
• Bringing your business values to life through leadership

Online Trainer

Helen O’Leary, ConsultHOL

Helen O’Leary is a recognised business consultant, mentor and executive trainer in marketing and leadership development. Helen specialises in delivering top line revenue generation and methods to support the sales, marketing and demand functions of a business across a wide range of industries but especially in the tourism and hospitality space. Helen lectures in leadership on the MA programme at TUD in Professional Design and is a Sales and Marketing lecturer and mentor at Kingston University London on their Bright Ideas Fast Track business innovation and start up programme.

Learning Outcomes

On completing this highly interactive three-day programme, you will:

1. Become an effective communicator who can absorb other people’s views.
2. Be able to clearly communicate your own.
3. Be assertive when necessary and have what’s needed to communicate for greater performance.

Pre-Course Work 

Participants will complete questionnaires on your Listening and Assertion skills. This will be discussed on the programme. Participants will also be asked to complete a goal setting workbook which will assist in setting out their intention for the programme.

Your Learning Experience

Day 1:

• Exploring and understanding your listening skills
• Giving and receiving effective feedback Seeking and providing clarity in your communications
• Understanding and challenging assumptions successfully

Day 2:

• Developing your influencing skills
• Understanding the science of body language and how to read/apply
• Understanding micro expressions and facial gestures
• Thinking on your feet

Day 3:

• Developing your assertion skills
• Dealing with difficult situations
• Dealing with difficult people
• Dealing with difficult behaviours

Trainer Profile

Irish Management Institute

Our Mission, And Passion, Is to Equip Leaders To Build The Future.Founded by business leaders for business leaders, IMI areempowering world-class executives for over sixty years.In partnership with UCC’s expert research faculty and an international network of thought leaders, our globallyranked executive development will challenge, support and inspire you to unlock your potential and fulfil your ambition.Surrounded by passionate, like-minded executives, you’ll be equipped with the tools and insights to shape the future of your organisation. IMI’stransformational impact will last, allowing organisations and their leaders to constantly evolve to match and successfully fulfil their potential.

Supported by

The Irish Hospitality Institute (IHI) was founded in 1966 as the professional membership body for professionals working within hospitality, tourism and catering industries in Ireland.

Since its founding, the IHI has been dedicated to promoting professional development and lifelong learning through a variety of management development and training initiatives, including seminars, conferences, and networking opportunities.

“Our mission is to encourage and enable the professional growth of our industry professionals while also promoting excellence in the hospitality and tourism industry”.

We are pleased to partner with the Irish Management Institute and the Restaurant and Hospitality Skillnet to support the professional development and growth of our industry professionals.

Learning Outcomes

By the end of this two-day programme participants will:

1. Have the skills and tools to affect success change within their organisations.
2. Know how to approach and deal with the barriers to change including culture and human dynamics.
3. Have range of tool to successfully implement change.

Who is this course for?

This course is for you, if you are seeking the skills to introduce, implement and embed change within your organisation’s potentially complex settings.

Content Covered:

• Incremental: Small changes that happen over time. These may be adjustments to the environment or current challenges. Incremental change happened slowly over time.
• Transformational: Large changes where organisations and/or people change their vision/mission and sometimes values in a response to immediate threats. Transformational change happens quickly but the transition of the people can be slow and difficult.
• Organisational: Med-Large scale change where an organisation looks to move to new ground, they may change their vision/mission. Organisational change is slow and difficult as people do not see the need to change as clearly as in transformational change situations.

Trainer Profile

Irish Management Institute

Our Mission, And Passion, Is to Equip Leaders To Build The Future.Founded by business leaders for business leaders, IMI areempowering world-class executives for over sixty years.In partnership with UCC’s expert research faculty and an international network of thought leaders, our globallyranked executive development will challenge, support and inspire you to unlock your potential and fulfil your ambition.Surrounded by passionate, like-minded executives, you’ll be equipped with the tools and insights to shape the future of your organisation. IMI’stransformational impact will last, allowing organisations and their leaders to constantly evolve to match and successfully fulfil their potential.

Supported by

The Irish Hospitality Institute (IHI) was founded in 1966 as the professional membership body for professionals working within hospitality, tourism and catering industries in Ireland.

Since its founding, the IHI has been dedicated to promoting professional development and lifelong learning through a variety of management development and training initiatives, including seminars, conferences, and networking opportunities.

“Our mission is to encourage and enable the professional growth of our industry professionals while also promoting excellence in the hospitality and tourism industry”.

We are pleased to partner with the Irish Management Institute and the Restaurant and Hospitality Skillnet to support the professional development and growth of our industry professionals.

LEARNING OUTCOMES:

➢ Recognise contribution and let all people shine at work.
➢ Be able to affirm what employees have completed that is valuable by way of receiving feedback, communication and some work support/supervision techniques.
➢ Understand why recognising achievements is important including stimulating optimism and a growth mind set.

WHO IS THIS COURSE FOR?

Any member of staff who is involved in the management of staff including business owners, managers, line managers, supervisors, HR staff.

COURSE CONTENT

✓ HELPING YOUR EMPLOYEES SHINE
✓ RETENTION
• Effective Communication
• Work Support & Supervision
• Receiving Feedback
✓ ENGAGEMENT
• Connect
• Connection Tips
• Engage the Imagination
• Grapple and Grow
✓ MORALE
• Conflict Management
• Stimulating Motivation

Trainer – The HR Suite

Emma Ryan

Emma Ryan has a Masters of Arts in Human Resource Management from MTU, as well as an Honours Bachelor Degree in Business Studies. On completion of her Masters of Arts in Human Resource Management she has received CIPD accreditation. Emma’s HR experience is primarily based in retail, previous to joining the HR Suite where she now works as a HR Consultant, she worked as a HR Manager for a large Irish retailer for just over two years. Emma also has experience in the financial sector where she conducted training in her role within a large multinational.

Learning Outcomes

By the end of this programme you will:

1.Respond more wisely rather than reacting to stressful situations

2.Cultivate the foundational skills of self compassion and equanimity

3.Establish and model clear boundaries

4.Create and model sustainable self care practices

5.Deliver robust, evidence based supervision support

6.Lead Mindfully

Bite Size Cutting Edge Training

Self Care, Wisdom Supervision and Mindful Leadership are the key evidence based ways to prevent or address burnout, and to promote a workplace culture of wellbeing and resilience. It begins with support for the manager or supervisor to take time out to skilfully strengthen their own wellbeing.

This training was developed from the recognition that managers and supervisors are already over busy and over burdened, and the teaching is bite sized, practical and transformative through simple implementation.

40 hours CPD certification from Mindful Facilitation is available on completion of the six week programme, the self paced modules, and workplace practise.

Overview of Six Live Modules

The live online training is delivered over six weekly 1.5hr sessions.

MODULE 1: WELCOME

Welcome and introduction

Introduction to the programme, its methodology and to the live sessions and hot seat coaching.

Core Competencies – awareness, pausing, and a beginners mind ,

The micro step, and habit stacking.

MODULE 2: MINDFUL LEADERSHIP 1

Living well with stress- our old friend

Building  resilience rather than burning out

How to respond more wisely in stressful moments

Mindful communication

Self Regulation – Managing yourself as you wish to manage others.

MODULE 3: WISDOM SUPERVISION 1

Boundaries – How to set, maintain and strengthen them

What is wisdom supervision?

The Supervision session – before – during  – after

Introduction to informal supervision

How to build the culture of resilience in your organisation.

MODULE 4: MINDFUL LEADERSHIP 2 

Qualities of mindful leadership

Growing your mindful leadership  – as yourself

Overcoming perfectionism

Empowering your team and organisation with a culture of mindful leadership.

MODULE 5: WISDOM SUPERVISION TWO  

Trouble shooting

Informal supervision – opportunity-led leadership

How to deal with difficult communications

Practical approach to  crises management and debriefing

Accountability

Prioritising and managing to do lists.

MODULE 6: UNCOVERING WISE YOU

Showing up as your best supervisor and mindful leader

Step into sustainable leadership  – self-regulation as the doorway to deep happiness

Reflective practice – growing your supervision skills

Blossoming you –  staying connected to your passion for your work

Self coaching – How to strengthen your own inner supervisor.

THE WISDOM’S GARDEN HUB

Participants will have lifetime access to the Wisdom’s Garden hub – an online learning resource containing the following self paced learning resources:

• The teaching content from each of the six modules with
• Practises from each of the six modules
• Bonus workshops on specific themes to support ongoing skills development
• Library of mindfulness practises, meditations and relaxation exercises.

WEEKLY LIVE COACHING

On completion of the six live sessions participants will have access to live weekly coaching for ongoing support. These sessions take place every Tuesday morning

( with some well advertised holiday breaks) from 8.30 to 9.30 am IST. These drop in sessions are a valuable resource when participants need some extra support and also provide a community to practise these valuable skills for managing stress and avoiding burnout.

Trainer profile

Dee Hennessy of Mindful Facilitation

Supporting Managers and supervisors in the hospitality and restaurant sector to step away from over-business, to thrive in challenging times, and to support strong in house resilience, supervision and leadership.

Dee is a senior Facilitator, Mindful Mindset Coach and Cross Professional Supervisor committed to supporting individuals and organisations to build resilience, to find balance, and to thrive.

Watch video to Meet Dee: https://drive.google.com/file/d/12Mslf-MiwSh4ANGjFJ23F6MHFPWP142Y/view

Learning Outcomes

By the end of this programme you will:

1.Understand and develop a digital marketing strategy.

2.Appreciate how your online presence impacts your business.

3.Define your digital goals.

4.Understand how your web sites’ look and feel contributes to your success.

5.Understand how to make your website interactive with users.

6.Understanding how to begin marketing your online presence.

Course Content & Schedule:

Session 1 Tuesday 18th April: Digital Strategy:

• Overview of digital marketing principles.
• Online strategy as part of your business strategy.

Session 2 Tuesday 25th April: SEO and Google – how to drive your business: Organic traffic, Keywords, Strategy, Paid Search & Google Analytics.

Mentoring Session 1 Week of 1st May: Review Digital Strategy.

Session 3 Tuesday 9th May: Social Media, eMail & Content Planning: Identifying your audience, Choosing the right platform = Facebook, LinkedIn, Instagram, Twitter, YouTube. Building an email list, Developing a content strategy, Blogs & Newsletters.

Session 4 Tuesday 16th May: Bringing it all together: Roles and responsibilities, Activation, Ongoing planning, Budgeting, Determining success: KPIs.

Mentoring Session 2 Week of 22nd May: Progress review.

Help-Desk – all Participants will also have access to the Optimum Results Helpdesk for the duration of the programme which includes access to their Trainer/Mentor for any questions/questions that may arise.

Mentoring Areas & Outcomes:

In the mentoring we look to build on the topics covered in the group sessions by providing participants with focused and business specific support to address specific opportunities or issues that have been identified.

• Understanding your customer journey
• Identifying key customer touchpoints and opportunities
• Marketing and social media execution
• Resource planning
• Support identification e.g. LEO grants

Trainer profile

Optimum Results

Now in our 27th year, Optimum Results specialise in building Management and Staff Competencies to optimise business performance. We have a fulltime team of 18 people with 17 Specialist Associates. To date, we have worked with over 20,000 clients across 21 Countries. The Optimum Results Mission Statement has remained unchanged down the years: “Dedicated to improving the business performance of our clients” and we are the only company to have three management skills development programmes classified by the EU’s Training Foundation (ETF) as being at “International Best Practice”. Over the past decade.

Our Digital Marketing / e-Commerce / Social Media Trainer here at Optimum Results, Graham Merriman is a talented, interesting, experienced, and intuitive trainer. He is also founder of independent eCommerce & digital marketing consultancy firm, Carrickane Consulting and has been involved in a number of successful Irish start-ups and is an Enterprise Ireland Mentor, focusing on digital marketing. He has worked as an independent consultant supporting companies such as Coca Cola (UK), Whirlpool, Arnotts and Vision ID to develop their eCommerce strategies.

Graham has managed several digital marketing programmes for Skillnets and LEO offices for Optimum Results throughout Ireland and comes with a wealth of experience helping SME’s develop their digital presence and understand the fundamentals of online marking, e-commerce and social media.

For more information, please visit: https://optimumresults.ie/