Professional Business Workshops for Managers

We understand that every business is different and that you may require a course to meet needs unique to you and your business. Choose to tailor a standard course to your personal requirements or let us work with you to create your perfect bespoke training programme incorporating your policies if required.

Either tailor your personal requirements or start from scratch to create your perfect bespoke training programme. This option is particularly cost effective if you want to train a number of staff at the same time. With our flexible delivery at your premises or a venue of your choosing you can be sure we will help you make the most of your budget.

Managing Sales

The skills needed for great Sales Management are very different from the skills needed to be a great sales person. There are a unique set of skills needed to be a good sales manager that are not taught on traditional management courses and this course aims to bridge that gap.

Who Is The Course Aimed At

This is a course for managers who have the responsibility of managing sales people, either as core role or alongside other duties.

Course Objectives/Key Benefits

This course is designed to give concrete tools and guidance on the practice of being a manager of sales people, from inspiring your team to give their best performance, to business management tools that will allow you to control your team’s performance.

On completion the delegates will leave with some really practical ideas to take back to their organisation.

Course Content

Managing Sales People Course Content

  • The qualities and challenges of a good sales manager
  • The role of sales within an organisation
  • Setting your management standards
  • Designing your evaluation metrics
  • Motivation, feedback and team development
  • Using coaching skills
  • Lead generation and management
  • Forecasting
  • Tracking your business
  • Your competitive set and business evaluation
  • Your role within sales meetings
  • Developing & communicating a sales strategy and meaningful objectives
  • Designing successful commission structures
  • Developing your network – selling at different client levels
  • Working internally – business alignment

Training method:

This is an interactive workshop where everyone will be encouraged to share their experiences. It involves direct teaching, demonstration of tools and ideas. Includes inpidual, partner and group work.

Course outcome/qualification:

Certificate of Attendance

Pre-requisite Knowledge/Qualifications.

None

Recommended Follow-up Courses

How to Train and Coach People

LocationColchester
DurationWe can tailor this course to suit your needs.
CampusColchester Institute
Start DateVarious start dates throughout the year. Please contact us for dates.
PricePlease contact us for prices.
Managing Change

Managing Change – The pace of change in the world is increasing all the time. To secure growth and remain profitable, businesses must therefore understand how change affects them and how to deal with it effectively.

Who Is The Course Aimed At

Anyone who:

  • Is experiencing change within their work environment
  • Is required to communicate, plan and execute change
  • Needs a greater understanding of how change affects different people

Course Objectives/Key Benefits

On completion, delegates will:

  • Understand the nature of change and the factors driving it
  • Know how change affects individuals and therefore the business
  • Be equipped to deal with change using a range of proven tools

Course Content

Managing Change Course Content

  • Understanding what makes change happen
  • Focus on organisational change
  • How change affects individuals
  • The importance of setting goals
  • Ten proven tools for better change management

Training method:

Interactive and informal, allowing full participation from delegates. Delegates are encouraged to apply the thinking to their own situations to gain maximum benefit.

Course outcome/qualification:

Certificate of Attendance.

Pre-requisite Knowledge/Qualifications.

None.

LocationColchester
DurationWe can tailor this course to suit your needs.
CampusColchester Institute
Start DateVarious start dates throughout the year. Please contact us for dates.
PricePlease contact us for prices.
Sickness Absence Management

Employee absence can have a major impact on costs and the delivery of Company objectives. Effective management of absence involves finding a balance between providing support to staff with health problems and taking action against individuals who take advantage of sick pay schemes and weak sickness absence management processes.

All absences should be dealt with consistently, supportively and follow the requirements of legislation and local policy.

This workshop will provide you with an understanding of why absence should be managed and the impact non management of absence can have on a business and will provide you with the necessary skills and abilities to manage long term absence in a supportive but proactive way and to manage short term absence effectively all in line with employment legislation.

Who Is The Course Aimed At

Directors, Senior Managers, Managers and any other staff member responsible for managing absence.

Course Objectives/Key Benefits

  • Determine the impact of sickness absence
  • Explain the effective approaches to absence management
  • Implement preventative approaches/interventions to absence management
  • Identify the importance of analysing, monitoring, reporting and acting on absence
  • Acquiring the skills to conduct an effective return to work interview
  • Implement skills and knowledge in managing short term and long-term absence
  • Identify the impact of not adhering to legislation and policy

Course Content

Sickness Absence Management course content:

Overview of effective Absence Management

  • Facts and Figures
  • Benefits to effective absence management
  • Impact of absence on line manager, staff, and business

Managing Absence in work

  • Effective communication
  • Providing staff support (Occupational Health, Employee Assistant Programmes, Access to work)
  • Preventative approaches to managing absence and the return to work interview

Managing Short Term Absence

  • When short term absence becomes a problem – Bradford Score
  • Formal Management of short term absence

Managing Long Term Absence

  • Maintaining contact
  • Formal sickness absence meetings
  • Redeployment/reasonable adjustments

Training method

Partner and group exercises, case studies, discussion and evaluation

Pre-requisite Knowledge/Qualifications.

None

LocationColchester
DurationWe can tailor this course to suit your needs.
CampusColchester Institute
Start DateVarious start dates throughout the year. Please contact us for dates.
PricePlease contact us for prices.
Employment Law

The Employment Law course gives a practical overview of employment legislation and the effects it could have on your organisation. It will primarily deal with disciplinary issues, unfair dismissal and discrimination in the workplace.

Who Is The Course Aimed At

Current or aspiring:

  • Managers
  • Supervisors
  • Team Leaders

Course Objectives/Key Benefits

On completion, delegates will:

  • Be aware of the principles of the laws for employment that relate to practical employment situations
  • Understand how employment law issues should be managed at work

Course Content

Employment Law Course Content

  • The Contract of Employment
  • Defining who is an employee/worker
  • Dismissal
  • Disciplinary and grievance procedures
  • Employment tribunals
  • An appreciation of the Transfer of Undertaking (Protection of Employment) Regulations
  • Fundamental principles of dicrimination at work
  • Current Employment Law issues and proposed changes

Training method:

Presented in an interactive format where delegates are actively encouraged to exchange their experiences.
Practical Employment – Law Problems will be set for open discussion to encourage delegates to apply the knowledge they have gained.

Course outcome/qualification:

Certificate of Attendance.

Pre-requisite Knowledge/Qualifications

None.

LocationColchester
DurationWe can tailor this course to suit your needs.
CampusColchester Institute
Start DateVarious start dates throughout the year. Please contact us for dates.
PricePlease contact us for prices.
Marketing for Managers

The Marketing for Managers course provides help for managers to have a positive impact on customer perceptions and to recognise their role in developing and shaping the organisation’s image, approach and competitive position.

Who Is The Course Aimed At

Anyone in a management role.

Course Objectives/Key Benefits

Delegates will learn how they impact on customer perceptions and what role they have in shaping the marketing and image of the organisation.

Course Content

Marketing for Managers Course Content

On completion, delegates will have a greater understanding of:

  • Principles of marketing
  • How managers impact on customer perceptions
  • How to have a positive impact on the image of the organisation and their team
  • How they can improve their own standing through effective ‘marketing’ of themselves and their team

Training method:

The session is participative, lively and draws on the presenter’s practical experience as a leader of organisations of all sizes/sectors. Delegates are encouraged to use their own experiences to keep the session relevant to their real needs.

Course outcome/qualification:

Certificate of Attendance.

Pre-requisite Knowledge/Qualifications.

None.

LocationColchester
DurationWe can tailor this course to suit your needs.
CampusColchester Institute
Start DateVarious start dates throughout the year. Please contact us for dates.
PricePlease contact us for prices.
Performance Management and Appraisals

Performance management is a process of managing an individuals’ performance through a number of mechanisms including supervision, performance appraisal and objective/target setting. Performance management aims to:

  • Enhance organisational performance
  • Enhance individual performance
  • Motivate and engage individuals
  • Identify career and personal development
  • Align organisational and individual objectives
  • Provide the individual with clear feedback on how to improve their performance
  • Help inform decision-making – e.g. future organisational/individual development needs

This workshop is designed to help you understand the framework of Organisational Performance and how team and individual performance impacts on this. The workshop will also provide you with practical skills in preparing for and conducting a formal appraisal meeting and how to continue implementing the overall performance cycle.

Who Is The Course Aimed At

Directors, Senior Managers, Managers and any other staff member responsible for conducting formal appraisal meetings.

Course Objectives/Key Benefits

  • Identify the benefits of performance management to the business
  • Explain factors involved in performance management
  • Explain the purpose, benefits and factors of regular supervision
  • Identify the behaviours of role-modelling and coaching
  • Understand the needs for targets, review periods and development
  • Identify factors involved in conducting effective formal appraisal meetings
  • Identify techniques for encouraging individuals to take ownership for their own performance

Course Content

Overview of effective performance management

  • Benefits of individual performance management
  • Impact of effective performance management on line managers, staff and the business

Performance Review

  • Purpose of regular supervision
  • Enabling staff to take responsibility for their own performance
  • Setting targets/reviewing targets
  • Communicating the impact of performance

Managing Underperformance/Poor Performance

  • Informal Management and Action Planning
  • Formal Management of poor performance
  • Legal aspects to dismissal due to poor performance

The Performance Appraisal

  • Understanding the role of the appraiser and the appraisee
  • Preparing for and conducting the appraisal meeting
  • Providing effective feedback – turning negatives into positives

Training method:

Partner and group exercises, case studies, discussion and evaluation.

LocationColchester
DurationWe can tailor this course to suit your needs.
CampusColchester Institute
Start DateVarious start dates throughout the year. Please contact us for dates.
PricePlease contact us for prices.

Disclaimer

All Fees and prices shown on the website are for courses starting in the 2017-18 academic year and correct at the time of entering/printing information, however these may be subject to change. The College cannot accept legal or financial liability as a result of any such changes. Fees for courses starting in the 2018-19 academic year will be added to the website from June 2018.

The course information describes programmes offered by Colchester Institute. The College takes all reasonable steps to provide courses as described, but cannot guarantee provision. The information is for guidance and does not form any part of a contract.

The College reserves the right to update and amend information as and when necessary. Colchester Institute will do its best to provide the courses shown, but may have to modify or withdraw a course depending on customer demand and other factors.

(Leisure Course)