Each framework delivers specific direction and results based on the core understanding of the different energies and archetypes. Each workshop is part of the integrated Team Dynamic’s Business Framework that build up to create a highly motivated and high performing organisation. However, each workshop is ‘standalone and delivered as an independent training program.There are no pre-requisites or need to engage Radial 1 Consulting to deliver all the workshops in order to obtain substantial benefits:
Workshop One: Executive Teams
LIGHT – Shines the light to guide by setting strategic direction
EVOLUTION – Gives clear vision, innovation, creative solutions
ATTENTION – Shares information, ask questions & listens effectively
DELIVERY – Service excellence, positive culture, strong community
EVALUATION – Measures, moves and continually improves
RESILIENCE – Supports change and overcoming challenges
Good leadership is about advancing the organisation’s vision, goals and strategic direction. It is about leading people so they are aligned with the purpose and culture that delivers the very best outcomes. A Leader’s daily actions defines them, they must inspire others, engender respect and constantly to do their very best. Leaders need to continually grow and finds way to be more of their authentic self if they want to achieve more than they ever thought possible. Leadership is a life of service to your customers, your suppliers, your community, your world and especially to your employees. The most rewarding journey for excellent leaders is the ability to change people’s lives and to inspire them to be the best they can be.
In this workshop we address the following:
Culture: What is the culture of the organisation, what can each leader be consistently relied upon to deliver. How will they remain resilient in the face of adversity, be proactive in the face of challenges and setbacks. How will they handle the bad times as well as the good?
Innovation: A true leader is one who knows the way, goes the way and shows the way (John C. Maxwell). This is about the degree to which Leaders can be relied upon to create a clear vision, creative solutions to challenging problems and strategies to continually be competitive or innovators in their field.
Communication: A leader needs to demonstrate how much they care about their staff, their customers and their suppliers. Until they find tangible ways to show they care, the recipients will not care about the organisation and what its vision or plan is. Effectively communicating in ways that are most meaningful will engender trust more than any morning teas, speeches and walkabouts. Leaders need to be consistently relied upon to share information, ask empowering questions and listen effectively to the feedback given and trust that it will not be misused. The leadership team needs to capitalise on the various talents within the team and rely on the best and most authentic communicators to get the company culture across.
Service: Leadership is about serving others. That is exactly what service-based leadership is all about. The degree to which the Leadership team can be trusted and consistently relied upon to provide a world-class service to its customers, employees and suppliers will directly impact the bottom line or success that is achieved. Its about acting from a place of ‘We” not “Me”.
Measurement: “If you can’t measure it, you can’t manage it (or move it)”. No high performing team or organisation ever became great without quality measurement and continuous improvement to close the gaps between where they are and where they want to be. The degree to which the Leadership team can relied upon to consistently measure, move and improve their own performance will directly impact the levels of success they want to achieve for the organisation.
Workshop Two: Sales Teams
STRUCTURE – Systems and tools to provide consistency
AGREEMENT – Solve problems, gain trust and add value
LOYALTY – Engenders relationships & repeat customers
ENGAGEMENT – Identify customer energies and emotional drivers
SKILLS – Follow-up, pipeline building, upselling & referrals
It is well known (and there are studies to back this up) that in more than 50% of cases a buyers decision to purchase or do business with an organisation is almost entirely based on the ‘sales experience’ they encounter. Whilst price, brand, features, technical excellence and quality play a not insignificant part, it is the relationship with the sales team that will ultimately get the deal across the line. In fact ‘Trust’ is the number one predictor of purchase intention. Yet most sales people are not trained in how to authentically generate Trust with the different types of buyers they will encounter. This is why our partner Team Dynamics UK developed the Trusted Selling System™ which we are able to use to solve this problem and help sales people to vastly improve their conversion rates without tricks, tips and traps.
The Trusted Selling System™ is not just relevant to product and services sales people either. Most projects have to ‘sell’ new ideas, systems, processes and sometimes completely new ways of doing things. There is always a trust issue when change is required. Large organisation now employ departments of organisational change specialists, change managers and business architects to persuade stakeholders to accept the ‘new world’. By using the Trusted Selling System™ model they have a powerful tool to realise the benefits they have invested in trying to obtain.
The following is developed in the Sales Dynamics workshop and is taken from the Trusted Selling System™
S = Structure
A critical part of all sales success is learning how to structure three essential elements. Firstly you have to structure your time, your most valuable asset, so that you get the most from your week and every interaction you have. Next you need to structure your presentations, be it to a prospect or an existing customer – nobody ever consistently succeeded with just “winging it” during meetings. Finally you have to have a clearly structured offer to boost conversion as a confused customer never buys!
A = Alignment
A sale happens when there is a strong alignment between the problems your prospect or customer has and the solution you offer that can take away their pain or frustration. For this to happen there has to be a very real pain the customer is aware of in the present or aware that they will have in the future, a strong desire to fix or avoid this and a high level of trust that the service or product you offer can fix this pain or frustration. Plus the money to invest to make it happen, without these, converting customers will always be an uphill battle.
L = Loyalty
One of the key business lessons all companies and sales people must learn is that Profit is a direct result of repeat customers. It’s ten times more expensive to win a new customer than keep an existing one happy, but most sales people focus on “hunting” for new customers rather than adding more value and deepening relationships with existing ones. Always remember that loyal customers will buy more frequently, pay for premium products more often and refer new customers more regularly, so look after them whatever it takes.
E – Engagement
The reality is that customers like to buy from salespeople they know, like and trust. In short, people they feel connected to, who are “like them”. The challenge is most sales people only sell to the Buying Energy™ that matches their profile, when with a little training they could jump their conversion by selling the way their prospect or customer likes to buy. The system of selling to the four different buying energies is covered in more detail in the Authority Guide to High Trust Selling book, which you can claim for free at the bottom of this page for a limited time.
S = Systems
The great sales companies and sales professionals have always realised that a solid successful selling system will always outperform individual sporadic brilliance. The sad reality is most companies never invest the time to detail or document their system so best practice can be replicated across their sales teams. The myth that a “CRM” or software platform will solve this is just not true. Yes it’s a powerful tool when used to support a dynamic selling system, but unless your system covers the three key areas of Customer Contact, Connection Confidence and Conversion Clarity then inconsistent selling will always be your frustration while lower than desired sales revenues will always be your reality.
Workshop Three: Operations and Specialist Teams
TALENT – Right talent in the right roles in the right team
EMPOWERMENT – Engage, educate & provide the best place to work
ALIGNMENT – Great attitudes, accountability and appreciation
MANAGEMENT – Effective meetings, measurement and motivation
SYSTEMS – Support staff, develop skills and set clear standards
We talked about the power of Team Dynamics throughout this website. In this workshop we facilitate a proven 5-step system that will move up the team’s passion, performance and productivity. Based on cutting edge research and data, combined and backed up by Team Dynamics (the worlds No1 profiling tool for trust and flow), this training is particularly in high demand, especially with growing companies. Each team member will have their own profile assessment and debrief before the training takes place, so they will already be aware of where they are most trusted to contribute and where they are most in flow.
In this workshop we address each of the five steps
Step 1 – Tap Talents, build Trust, then set Targets
Firstly we identify WHO is on the team and WHAT value they will effortlessly bring. This involves examining each of the eight Talent Dynamics’ Profile, and identifying profiles are already present and where there may be gaps and opportunities for change.
Step 2 – Engage, Empower and Harness their Energies
This covers how best to communicate with each other and the best and worst roles for each team member within the business to ensure they stay in Flow more often. We also provide insight into how best each profile likes to learn, be led, takes action, asks questions etc. even done to the placement of workstations and community actions they can perform.
Step 3 – Alignment, be Action orientated backed with Accountability
This is where we start aligning the team’s collective talents with the key goals and objectives of the organisation over the next 90 Days, 12 Months and 3 Years. We help identify what needs to be done, who needs to be involved based on their profiles, skills and knowledge, when things need to be done by and how to measure success and the value delivered. Gaps, duplications, new opportunities and challenges will emerge during this step.
Step 4 – Measure results, then Manage & Motivate people to succeed
Keeping the three Ms going will be paramount to success. These are Motivation, Movement and Momentum. Without a clear plan and assigned responsibilities growth for both the organisation and the people will be lost. In this step we help train the team to understand how best to manage each profile on a daily basis. We also show the linkage between Personal Flow, Team Flow and Organisational Flow.
Step 5 – Pulling it all together to create a culture of delivery, fun and collaboration
This is where the ‘rubber meets the road’ and looks at the ‘softer’ elements of a business that is really what makes people want to come to work and be loyal to an organisation. Without this final step the sustainment of team dynamics is hard to maintain and will be diluted as people leave or move on to other areas.
Workshop Four: Project Teams
PEOPLE – Managing stakeholders, project team & partners
RISK – Identifying and mitigating risks
ON TIME/BUDGET – Planning & monitoring according to profiles
JUSTIFICATION – Benefits identification, management & realisation
EVALUATION – Measurement, reporting, motivation & reward
COMMUNICATION – Managing change, delivering key messages
TRAINING – Use of media, delivery styles, learning styles
There is an even greater need for project teams to develop harmony and high performing habits. Project teams are different from Operational teams as they are often only temporary and members also belong to a second or ‘home’ team. This can create unique challenges for the project leader as well as the project team members as they may find themselves with two ‘masters’ sometimes with conflicting priorities and working practices. On top of this, projects work to deadlines, tight budgets, changing requirements and deep reliance on external parties to supply inputs or make decisions. This all leads to both pressurised and sometimes almost impossible situations that need to be navigated.
Apart from covering the four steps, as outlined in the Teamwork workshop, this workshop will focus on how to use the Talent Dynamics profiles in a unique way to capitalise on the many functions and activities required of a project team.
Using the Project Management Body of Knowledge (PMBOK) as the basis, this workshop briefly explores how to deliver each of the 10 knowledge areas:
- Project Integration Management
- Project Scope Management
- Project Time Management
- Project Cost Management
- Project Quality Management
- Project Human Resource Management
- Project Communication Management
- Project Risk Management
- Project Procurement Management
- Project Stakeholder Management
Workshop Five: One-on-One and Groups (Focusing on the Individual)
PROFILE – Understanding why you do what you do
EFFECT – Integration into daily life to reduce frustrations
RELATIONSHIPS – Building stronger relationships
SUSTAINMENT – Changing your approach to life to better serve you
OBLIGATIONS – Managing your obligations by understanding others
NURTURE – Caring for self, building resilience, caring for others
This is a very special workshop and whilst not specifically focused on work-related matters can have a huge impact on the culture of the organisation and its longer-term success. Companies that offer this type of workshop to their employees are usually innovators and leaders in their particular field. The Executive realise that their employees do not and cannot separate their work-life from the rest of their life. Equipping them with strategies and tools to build personal resilience, direction and vision will in-turn make them happier in the workplace too!
Taking the unique learnings from Talent Dynamics, combining it with other world-renowned tools and strategies for implementation in practicals ways forms the foundation of this workshop. Using a ‘pick and mix’ approach (depending on the demographics of the attendees), the workshop will cover a proportion of the following:
- Driving values, appreciation languages and character traits
- Identifying your identity
- Creating strong partnerships
- Baggage vs Luggage
- Values based goals and financed
- Building personal resilience
- Setting personal goals
- Basics of wellness and health
- Leadership at all levels
- Community legacy
Following this workshop, teams will select and deliver (collectively, in pairs or individually) a community-based project that activates the learnings from the workshop.
Whilst this particular workshop requires strong commitment and support from Business Owners and Executive the benefits far outweigh the initial time commitments of the employees.
Note: Material used in this workshop is mostly the same strategies that Family Relationships Dynamics uses when working closely with families and young people to inspire and build powerful and resilient families who want to thrive in these extraordinary times.
The Leadership, Sales and Teamwork Dynamics workshops material is predominantly based on course material supplied by Team Dynamics (UK) Ltd under license. Their website is https://teamdynamics.com