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Building Resilience
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| Coping with Downsizing Downsizing is a fact of life, if not a way of life, in the modern corporate world. How we respond to downsizing is documented and predictable. With the first rumors of downsizing we get anxious about losing our job. If we survive, we feel relief. But it's often short-lived. We get down about the loss of close colleagues and friendships and may feel guilt that we survived. As we transition into a new role in a new organizational structure and are told to do more with less we get frustrated. And as we look back on how our company repaid our loyalty by putting us through this upheaval we can become angry and disillusioned. None of this helps our organizations nor does it aid and advance our careers. Adaptiv's "Coping with Downsizing" workshop will help you understand your emotional responses in the wake of job cuts. You will learn how to better control those emotions to stay goal focused. And you will learn proven skills to help you reconnect to your jobs, your colleagues, and your company for greater engagement, performance and job satisfaction. (Back to top) (Back to Main Page) |
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| Achieving Work-Life Balance We all want to find that balance between work and home. In fact, 87% of workers say that they are looking for or have looked for a company that is flexible, supportive, and understanding of personal and family needs (CareerBuilder online survey). But 88% of us admit having a hard time juggling work & life (Aon Consulting survey). A poll of recent graduates showed that 42% valued work-life balance when making career and employer decisions - the single most highly rated value ahead of money (26%), advancement potential (23%), or location (9%). Adaptiv's "Achieving Work-Life Balance" workshop is a proven solution. You will learn about the Thinking Styles that hamper your ability to find work-life balance. You will uncover the large belief systems, or Iceberg Beliefs, that keep you at work when you want to be at home - and vice versa. You will learn skills to navigate your way through these Icebergs. And you'll learn skills to keep you focused on work when you're there, and keep your mind at home when you're with family or friends. Managers can use the skills from the "Achieving Work-Life Balance" workshop to guide employees and reports to greater balance. Creating a work-life balanced organization will be key to attracting the best employees in this new millennium. (Back to top) (Back to Main Page) |
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| Beating Burnout Most employees encounter a time when they lose zest and energy for the job. One in three of us experience full blown job burnout - we come in late and want to leave early, have little enthusiasm even for work we used to enjoy, are no longer interested in interacting with colleagues whether on or off the job, or experience chronic low-grade illness. But some people never lose their desire to go to work.What do they know that we don't? In the "Beating Burnout" workshop you'll learn how they do it. You'll learn of the three levels of connection to a job and will discover your level and what it means to you. You will examine your belief systems and thinking styles to see what they are buying and costing you on the job. And you'll learn skills to move up the ladder of connection for a more satisfying career. Expected benefits include increased energy at work, increased productivity, greater job satisfaction and increased resilience. (Back to top) (Back to Main Page) |
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 | Managing Stress A Gallup survey revealed that 80% of American workers experience significant stress on the job, and that half of those know they need help in dealing with it. So there's no shame in feeling stressed at work - most people do. But it is a shame if you don't do something about it.
The "Managing Stress" workshop teaches three simple skills to stay calm and focused. Stress reduction programs were all the rage in the 1980's and 90's, but they didn't really produce long-term results. How is this workshop different? Well, those programs tried to change your behaviors - counting to 10 before you respond -- or got you to repeat mantras like ‘serenity now!'. But as soon as you left the training room, and found yourself back in the cut and thrust of the workaday world, those skills were blown away. Our approach is different. We don't focus on behavior. We get to the root of the problem -- your thinking. Research shows that how we think about our jobs has a big effect on what we feel and what we do in response. In this workshop you will learn how you typically respond to stressful situations at work - like doing more with less, tight deadlines, constant change - and you will learn simple skills to get more accurate in your thinking and to deal with the stress more effectively. (Back to top) (Back to Main Page) |
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Mastering Change
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| Surviving Change
Our brains are hard-wired to resist change. We fear change before it comes and resent it after it's passed. These days, change is constant in the corporate world, which means we spend a lot of time feeling uncomfortable and unprepared in our jobs. Managing change is a skill. We can become better at it. The key is to understand our thinking about change and to change our thinking to deal with it more effectively. In the "Surviving Change" workshop, you will learn two skills to ease your negative feelings about change. First, you will uncover your most common emotional response to change (e.g., anxiety, frustration, sadness, resentment etc.) and learn of the Thinking Style that causes that tired old response. You will learn of the big beliefs you have about change - Iceberg Beliefs - and how they can get in the way of our ability to adapt (e.g., ‘change ends badly', ‘the devil you know is better than the devil you don't', ‘I should do everything perfectly', ‘Asking for help is a sign of weakness'). And you will learn how to counteract that thinking so you can survive the constant chop and churn of the modern workplace with more resilience and grace. (Back to top) (Back to Main Page) |
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 | Thriving in Change Prerequisite: Surviving Change
Change is inevitable. Successful people know how to handle it. Really successful people know how to embrace it. In the "Surviving Change" workshop you learned how to fix your negative responses to change. In this follow-on workshop, "Thriving in Change", you will learn two skills to help you uncover the positive aspects of change, the potential for career advancement, the opportunities that avail themselves when change occurs. The first skill shows you how to get energized by your positive responses to change, rather than mired in your negative responses. The second skill teaches you to uncover your big belief systems and values about your role so that you can stay anchored in those positive beliefs no matter what changes you undergo. (Back to top) (Back to Main Page) |
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Boosting Sales
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 | Dealing with Rejection Salespeople have a unique job - no other profession faces the everyday obstacles and frequent rejection that is an inherent part of sales. And salespeople are unique too. In most other jobs, people achieve success by reining in their emotions and behaviors to achieve their goals. But Adaptiv's research shows that sales is different. Salespeople do best not when they stifle their emotions, but when they ride them to success. In the "Dealing with Rejection" workshop you will learn 3 skills. You will identify the emotion you experience most often in the wake of rejection. You will learn about the Thinking Style that leads to that emotion. And you will learn how to harness that emotion to bounce back from rejection more quickly. The result will be a greater percentage of wins and higher income. (Back to top) (Back to Main Page) |
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 | Recovering from Setbacks Everyone knows that sales is a numbers game that involves day-to-day rejection. Successful salespeople are able to overcome those daily hits. But just as real are the less frequent, bigger adversities that also come with the job. How do you respond when you get a new sales manager? Are given a new territory? A new product? When your compensation package changes? When a big proposal is rejected? Or when a long-standing client or an account you've been nurturing for months goes south? In the "Recovering from Setbacks" workshop you will learn about the Thinking Traps you fall into after those adversities. You'll learn an easy skill to help you avoid those traps. And you will learn how to steer around the big beliefs that get activated at those times - Iceberg Thinking - that threaten to stall our performance and productivity. After this workshop, you will spend less time floundering in the wake of setbacks and more time on the productive pursuit of your objectives. (Back to top) (Back to Main Page) |
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 | Understanding the Client In today's consultative sales environment, banging down doors is not enough. We also have to groom and nurture long-term relationships. This workshop teaches how to achieve greater empathy with the client to develop closer relationships and to better meet their needs.
Imagine if you could read a client's thoughts. Imagine the boost that would give your sales potential. In "Understanding the Client", you will learn how to tune into the emotions that a client is feeling minute-to-minute as you interact with them. You will learn how those feelings are a result of the thoughts running through their heads, and you will learn how to ballpark their thinking. You will learn how to adjust your approach, your presentation, to best hit the client where they live. After this workshop, you will be more effective in all aspects of client relationship management, including day-to-day communications, objection handling, and closing. (Back to top) (Back to Main Page) |
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 | Discovering your "Why?" Style Want to know the most essential ingredient to success in sales? What is the one thing that all outstanding salespeople have in common? It's their Why? Style! Your Why? Style is a Thinking Style. It's how you answer the question of Why a problem came up in your life. The most successful salespeople have a Why? Style that keeps them up, helps them persevere, and leads them to keep finding points of leverage to make a sale. Thirty years of research shows that the top 10% on Why? Style are selling 90% of the product. Once you enroll in this workshop you will be directed to our Why? Style quiz. In the workshop you will learn what your Style means and how to become more successful by getting flexible around your Style. You can learn the Why? Style that the top earners came by naturally, until it becomes second nature for you too. After this workshop, you will be able to more creatively and quickly solve the sales problems that come your way. You may even find that you find solutions to challenges that you first thought were unsolvable. This will result in more productive use of your time and higher sales. (Back to top) (Back to Main Page) |
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 | Mentoring the "Problem Child" (For Sales Managers) Every sales manager has at least one - a high-performing frontline salesperson who creates havoc wherever he/she goes. Yes, they generate a ton of business. But they also cause you headaches with the friction they generate with their colleagues, the folks in marketing, and the staff that support them. Sometimes you wonder if the collateral damage they cause is worth the revenue they deliver. Wouldn't it be great if you could have your cake and eat it too? That's the goal in the "Mentoring the ‘Problem Child'" workshop. You will learn of the Thinking Styles that these prickly performers typically have. You will learn about their Thinking Traps and how to coach them out. Before coming to the workshop, you and your ‘problem child' will take Adaptiv's Why? Style quiz. In the workshop you will learn of their problematic Why? Style and how to mentor them to greater flexibility in their thinking, as well as in their interactions with others. (Back to top) (Back to Main Page) |
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Developing Managers & Leaders
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 | Communicating Across The Generation Gap - Mentoring & Motivating the Next Generation Generation X and Y, dubbed ‘the Millennials', are flooding onto the job market. And their expectations and values are very different from those of the existing workforce. How can we successfully manage this new generation of employees? It's tough. There are real differences. Employers say that, unlike their managers, Gen Y workers are more comfortable communicating through technology than in person,. 87% of HR managers say that Gen Y's seem more entitled with respect to pay, benefits, and promotions than older employees. More than half of managers over 35 think that Gen Y's do not respond well when given directives or authority. Gen Y's seem to have a different frame of reference. And it seems that if their managers don't like it, they're prepared to leave the company at your expense. In this workshop you will learn about the differences in Thinking Styles that form the gap between managers and their new, Gen Y employees. You will learn how to develop a mentoring plan that will bridge these differences in belief systems. And you will learn how to keep your Gen Y employees satisfied and productive without blowing your budget or giving in to all their demands.
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 | Communicating Across the "Optimism Gap" Ever wonder why your staff doesn't seem to be able to handle problems that you find easy to solve? When your reports are giving excuses for why they can't meet their objectives, do you ever wonder why they can't just get it done? If so, you may be hitting up against the ‘Optimism Gap'. The higher you go in an organization, the more resilient and optimistic people tend to be. A decade of research at Adaptiv Learning Systems shows this to be true. This is because resilience and optimism are precisely the qualities that advance careers and get you promoted. But this creates a problem. Optimistic managers and executives are trying to lead their relatively pessimistic staff. The result is many lower-level employees perceive their managers to be overly optimistic, Pollyanna, Little Miss Sunshine. They dismiss their directives, goals, and missions as unattainable and so do not work towards achieving them. In this workshop you will learn how to lead across this ‘Optimism Gap'. You will learn that the very competencies that propelled you into management - accountability and perseverance - are missing in those you lead. You will learn how to reach across these two very different views of the world to foster optimism, independent thinking, perseverance, and results in your team. (Back to top) (Back to Main Page) |
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 | Developing and Leading an Engaged and Committed Organization What are the critical ingredients in an energetic, engaged and committed team? Our scientists at Adaptiv Learning Systems have studied this for more than decade and now we can share these competencies with you. Using the case study of an award-winning team in a Fortune 20 organization, this workshop will highlight what set them apart - from their empathy with each other, their core shared values, to their commitment to something which went beyond each of them as individuals. This workshop will provide you with 3 concrete skills to recreate this same level of success with your team or with your organization at large.
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| Creating Connection |
| Connection to your job is one of the biggest factors in determining your satisfaction, performance, and resilience at work. Our latest research at the University of Pennsylvania and Adaptiv Learning Systems shows that there are three levels of connection to a job. At the lowest level, Level 1, people are only in their jobs for the pay and the benefits. These people are least satisfied and are among the worst performers. At the middle level, Level 2, people are also connected to their jobs because they enjoy the work, find it challenging, and appreciate the bonds they've formed with colleagues. The best performers, most satisfied, and most resilient are connected at a 3rd level - they love their jobs because they feel that they make a difference - to their organization, to their mission, to their community. This workshop will provide you with concrete skills to find greater connection - or to reconnect - to your job. Typical benefits include increased energy, greater commitment, and an expanded sense of meaning and purpose. (Back to top) (Back to Main Page) |
