The John R. Wooden Course

Why John R. Wooden?

The John R. Wooden Course is a professional leadership development program for individuals, teams, schools, and corporations. It was created based on the values, principles, wisdom, and life lessons of legendary UCLA basketball coach and teacher, John Robert Wooden. It teaches the exemplary behavior defined on Coach Wooden's famous Pyramid of Success. The John R. Wooden Course, along with Wooden inspired, diagnostic and sustainment tools, defines "The Wooden Way" - The Way of The Coach, as philosopher, leader, teacher, example and mentor.

The John R. Wooden Course: Five Components

The Pyramid of Success Team Assessment: Prior to the actual course, individuals will take a team assessment. They will learn: How team members assess their own performance. How they see the performance and behavior of their teammates and peers. How they view the quality, character and integrity of the organization. How they perceive and evaluate the quality, consistency and performance of leadership.

Foundations and Fundamentals: Utilizing a myriad of learning and application tools, including video, exercises, and self-reflection activities, participants become grounded in the foundations and fundamentals which shaped Coach's life.

The Pyramid of Success: John Wooden's definition of success, broken down into 25 success behaviors, taught as a blueprint for leader and team success. Participants learn and then apply each one of the behaviors to strengthen their own day-to-day behavior.

Head Coach: This module teaches the ten elements of the John Wooden Coaching Model. In addition, we focus on "The Two Sets of Threes": On Being Honest - Never Lie, Never Cheat, Never Steal and On Dealing with Adversity and Difficult Situations - Don't whine, Don't Complain, Don't Make Excuses.

Extraordinary Teams: Participants learn the four fundamental definitions essential for team development and a practical six step process for developing successful teams. Through video, exercises and discussion, we emphasize the importance of team culture and spirit and how they contribute to extraordinary performance.

Outcomes

Establish a solid foundation of values and character - learn:

The crucial elements that shaped John Wooden's life and produced his remarkable success
The fundamental difference between character and reputation
Fundamental success behaviors that will define your organization's future

Improve your leadership and coaching success - learn:

The core composition of a true leader and why leadership is a sacred trust
The importance of building Love and Balance into every aspect of your life
The Pyramid of Success leadership model that Coach Wooden utilized to analyze and develop his players

Develop your team and achieve extraordinary performance - learn:

Simple and profound definitions of team, teamwork and team spirit that secure lasting results
Coach Wooden's strengths as a philosopher, a leader, and above all, a teacher
Why teams so often fail and how your organization's leadership can avoid those pitfalls

Ignite your team's success - turn:

Every individual activitiy into a personal achievement that directly benefits your business
Your company's average workday into a masterpiece of extraordinary performance
Your corporate environment into a dynamic team culture where everyone thrives on being their best

Sales Leadership Workshop

The Toolbox

More than half of the sales organizations globally promote their best sellers into first-line manager positions. The transition, between a sole contributor and a leader who gets results from others, reflects a challenge many of us underestimate.

This course is focused at first and second-line sales managers, regardless of tenure or experience. It contains the nuts and bolts of sales leadership with a focus on how to get the best performance from each of the team members.

The Difference Between Leadership and Management

Coaching for Performance within a Sales Environment

The Difference Between Leadership and Management

Characteristics of an admired leader
The Power of developing, communicating, and living a team Vision.
Individual Management Style Assessment
Impact of Style on Organizational Climate
The primary objective of using each of the six Styles

Management By Objectives and KPI's

Coaching for Performance within a Sales Environment

The Difference Between Leadership and Management

Activities Drive Results. A vital few activities drive extraordinary over-achievement. Dig deep. For each activity, define the quantity, quality, measurement vehicle, and timeframes.
Communicate expectations by being specific, describing the measurement system, the achievability, the relevancy, and the timeframes.
Inspect what you expect without micromanagement.
Provide feedback in a constructive, collaborative manner.
The Developmental Action Plan

Coaching for Performance within a Sales Environment

Key Components to Build an Effective Management Process

"So often it is when we let go of the need to control that we gain control." John Whitmore
John's model puts the ownership of change in the employee being coached through an introspective, question-based model.
The coach explores: the employee's GOAL - where do they want to be; the REALITY - where are they right now - the Gap between Goal and Reality; OPTIONS - what will it take to close the gap; WILL - what will the employee do and when to eliminate the Gap.

Key Components to Build an Effective Management Process

The Sales Manager's Role: Field Travel or Call Center Support

Key Components to Build an Effective Management Process

Management Process: Daily, Weekly, Monthly, Annual Activities
Effective Meetings (1-1 and Team)
Training at the team level
Time Management
Pipeline Management: Using CRM effectively
Recruitment and Hiring
Recognition and Motivation

The Sales Manager's Role: Field Travel or Call Center Support

The sales manager's role when he/she attends a customer meeting (face-to-face or telephonically).
Setting the expectation
Pre-call planning
Post-call feedback

Individual and Team-based Problem Solving Process

The Sales Manager's Role: Field Travel or Call Center Support

A step-by-step approach to solving problems that hinder performance, work climate, motivation, and engagement.
Consensus based approach to each component of the process.
Empowers employees to analyze challenges, causes, and potential solutions rather than jumping to a solution that may not address the problem.

Outcomes

As a Result of this Sales-Leadership Workshop, Participants Will:

Understand the significance leadership style as it relates to developing a productive work environment.
Utilize the appropriate style to get desired results.
Develop a team vision and learn how to communicate and reinforce the vision.
Learn the components of setting objectives / KPI's which are sales activity based.
Learn and practice communicating objectives and measuring results.
Provide feedback that is constructive and develop their people.
Recognize how important coaching is to the success of an individual and practice coaching techniques.
Build a Management Process that drives over-achiement.
Understand their role when working with sellers during sales calls or sales meetings.
Utilize a methodical process for solving team and individual problems that hinder performance.