Performance Development Group

Management PERFORMANCE IMPROVEMENT

Performance Development Group (PDG) offers comprehensive Management Development training and coaching designed specifically for automotive retail managers.

It’s customized to your specific needs rather than being pre-packaged, off-the-shelf. There is no additional charge for this.

The distinguishing characteristics of PDG Management Performance Improvement: simplified models, actionable skills with lots of practice, job aids, experiential learning and follow-up coaching after training (email, telephone or in-person). It’s not what people know but what they can do that counts – we make sure they can do it!

Length: Each unit below is ½ day (3+ hours). Two can be combined to create full training days. Or they can be run twice in one day to accommodate your work situation.

NOTE: M100 workshops are added as needed to meet current business challenges:

FEATURED

M100a

Meeting the Challenges of a Tough Market

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Determining your dealership’s challenges

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Tips, "best practices" and innovative solutions on
how to

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Keep people positive and focused

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Take advantage of opportunities

Reduce expenses

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Taking effective action to implement needed changes

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“To Do” list from the workshop (w/ optional follow-up phone coaching)

M100b

Improving Profits in Your Department

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Analyzing your operation to determine where are you doing well; where are the opportunities

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For each opportunity we share

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Tips, “best practices” and innovative solutions

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Take advantage of opportunities

Reduce expenses

•

Taking effective action to implement needed changes

–

“To Do” list from the workshop (w/ optional follow-up phone coaching)

M100c

Aligning Staffing with Business Needs

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Analysis of the current staffing situation – what staffing level is appropriate

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Deciding where to cut, where to combine, where to out-source

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Choosing the ‘right” people to retain and to release

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Making the tough decisions based upon the “right” criteria

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Taking effective action to implement needed changes

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“To Do” list from the workshop (w/ optional follow-up phone coaching)

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MANAGEMENT PERFORMANCE IMPROVEMENT

M101	Psychology of Leadership

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CARS^© Behavioral Self-Assessment
(optionally: PDP ProScan™)

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How you “fit” with your job

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How people “fit” with their jobs

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Playing to people’s strengths

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Managing around their weaknesses

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Leading others to greater achievement

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Coaching based on individual style

M102	Communication Skills for Managers

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Questioning and active listening

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Open, closed, clarifying questions

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Type of communication: email, voicemail,
one-on-one, meetings

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Choosing the most appropriate method

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Features extensive skills practice to drive home the key skill sets

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Tailored to the managers’ current challenges

M103	Performance Based Management

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Establishing performance expectations

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Setting standards and objectives

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Delegation and accountability

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Monitoring Performance: Measuring Results

M104	Coaching to Improve Performance

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Determining the coaching need and setting up positive performance coaching

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Strengths-based coaching

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Ask-Add coaching model

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With practice to drive home key skill sets

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Reinforcing positive performance changes and redirecting performance as needed

M105	Building a Great Team

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Team Dynamics (optionally: PDP TeamScan™)

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Roadblocks to effective teamwork

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Conflict resolutions

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Driving team performance (recognition, rewards)

M106	Creating a Great Place to Work

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Creating a highly productive work environment

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Understanding work environment dynamics

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Motivating people to great performance

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Strengths-based motivational techniques

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Retention — building a core of greatness

M107	Managing Change

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Psychology of change

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Using this to your advantage

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Overcoming resistance to change

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Effectively and efficiently making changes work

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Practice of key skill sets to drive them home

M108	Recruiting & Hiring

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Finding “the best” people

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Extensively increasing the number of qualified applicants

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Screening techniques to make sure they’re
“the best”

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Using assessments (optionally: PDP JobScan™)

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Interviewing techniques that work (and are legal)

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Features extensive skills practice to drive home the key skill sets

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Bring new people on board quickly and effectively

M109	Aligning Actions with Outcomes

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Alignment of key business outcomes

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Productivity, Profitability, Customer Satisfaction, Team Member Retention

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Connecting actions to outcomes

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Monitoring Performance: Measuring Results

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Coaching to achieve the right outcomes

M110	Linking Processes with People

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Process management

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Aligning work and processes to produce the greatest results

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Dynamics of putting people into processes

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Coaching to make it all work

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Continual improvement

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Establishing a true “kaizen” rich environment

M111	Rewards, Recognition, Compensation

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Understanding how each works

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How to use what people seek to drive their
behaviors in the right direction

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Linking efforts to results

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Monitoring and measuring

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Blending the three to drive high performance

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Knowing when to “tweak” each one most effectively

M112	Managing Using Feedback

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What “feedback” you need to be an effective manager

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Staying “tuned in”

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Using VOC, VOP2 – Voice of the Customer, Voice of the Process, Voice of the People

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Taking effective action

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Using feedback with your people to make necessary changes

M113	Building a Stable Sales Force

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Identifying what you’re trying to achieve

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What works in your sales culture

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Taking action to build stability

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Recruiting, hiring, development, retention

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Maintaining high performance with a stable sales force

M114	Maintaining Excellent Performance

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Leadership versus management

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Knowing the difference and accomplishing both

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Proactive “laissez-faire” and intervention

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Knowing when to “leave things alone” and when to get involved

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Continual improvement

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Creating a culture of “kaizen”

M115	Management Skills for New Managers

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What new managers need to know to be successful

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The “basics” of highly effective managers

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Making the transition to management

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Avoiding the typical pitfalls of new managers

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Establishing a Management Development Plan

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Getting on the path to greatness

M116	Marketing in the New Millennium

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Marketing versus advertising

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Knowing the difference and using each effectively

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Creating and maintaining customer loyalty

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Turning “customers” into “clients”

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Maximizing advertising effectiveness

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Getting the biggest “bang for your buck”

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OPERATIONAL MANAGEMENT SERIES

M117	Managing Your Inventories for Best Results

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Principles and best practices of inventory management

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Adapted specifically for the automotive business

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Managing physical inventories (cars, parts)

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JIT principles in action

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Managing work flow

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Managing “time and effort” as an inventory

M118	Operations: Making It All Go Smoothly

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Building the basis for smooth operations

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Defining your organization approach

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Establishing operational directives and guidelines

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Knowing when to dictate, when to encourage “flexibility”

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Putting it all together

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Taking action to get and keep things running smoothing

M119	Managing for Maximum ROhI©

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How to get the most “Return On your human Investment”

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(Optional: using PDP ProScan™, TeamScan™, JobScan™ )

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Developing people for higher performance

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Creating highly engaged team members

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Making your organization “THE place to work!”

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Have them lining up at the door

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