RMI Capabilities Presentation 2016

Enhance yourcompetitive advantage!

Dramatically AccelerateYour Organization’s ProgressToward The Next Levelof Higher Efficiency & Productivity

Why RMI?Resource Management International, Inc. has over 25 years of proven success partnering with hundreds of organizations worldwide to develop state-of-the-art leadership, sales, marketing and training solutions.

StrategicDirection

Competencies Organization

InfrastructureReward System

OrganizationBehaviours &

HabitsMeasurement

&Accountability

The optimum mix of training modalities and message delivery that accelerates the transfer of learninginto top and bottom line productivity.

Resource Management International, Inc.Blended Learning

If The Client Is Facing…

RMI defines productivityissues as well as proven

solutions!

Lack of leadership? Poor management skills? Unclear direction? Low motivation of employees? Weak accountability? Inadequate sales performance? Resistance to change?


Learning approaches that develops:• Leaders who embrace change, inspire others and

drive innovation!• Managers who motivate organizational efficiency,

effectiveness and productivity!• Sales forces that consistently achieve stretch targets

and expand market share, even under harsh economic conditions!

Different Issues Require Different SolutionsGAP Analysis

Business & Performance

Objectives

Define Ideal Blend of Direction,

Training & Measurement

Tailor or Individualize

Learning Content

MasteryOf CriticalBehaviour

Change

InvolveStakeholders

& Change Agents

Assess HowYour Team Learns

Best


Right People Right Results

Right Motivation

BusinessStrategy

Execution

RightMeasurementRight Training

Foundational Elements Of Development

Leadership

Management

Presentation

Salesmanship

RMI helps you turn your challenges into successstories with blended learning approaches

for all levels of your organization.

Identify BusinessChallenges

Define LearningChallenges

CharacterizeAudience

Develop Learning Objectives & Plan

Develop Measurement

Create Infrastructure

Develop Content

Launch Program

Track Progress

Measure Results

Reinforcement


Leadership DevelopmentL D P 1Leading Change• Leading Change• Introducing Change Initiatives• Motivating Associates to Let Go of

Previous Habits• Goal Setting for Short Term Wins• Inspiring Change• Problem Solving Skills• Being Present During the

Execution of Change• Celebrating the Results of Change• Ensuring a Return to Higher Levels

of Productivity

L D P 2Leading Change• Review of Successful Applications• Problem Solving Issues Faced Following LDP1• Case Study Workshop: Case Studies are submitted by participants for analysis and discussion• Change Initiative Action Planning: Creation of complete strategies to deploy the changes required in the case studies• Leadership Skills That Build Teamwork: Creating Worthwhile Work, Delegating and Cheerleading

Leadership DevelopmentL D P 3Managing Talent - Hiring Skills

• Using Job Expectations to Define Realistic Hiring Criteria

• The Process of Selecting Highly Qualified Talent

• Interviewing Techniques• Candidate Assessment Techniques• Making the Offer• Providing Feedback to Those

Qualified But Not Selected• On-Boarding the New Hire or Newly

Appointed Manager

L D P 4Resolving Underperformance

• Defining Underperformance in Order to Resolve It• Managing Conflict – A Pathway to

Success• Using a “Decision Tree” to Select

Strategy• Practicing the Motivational Skills of

Counseling Those Unwilling to Change

• Coaching and Goal Setting with Those Who Demonstrate Willingness to Change

• Verbal and Written Communications• Preparing and Executing the Exit

Strategy

Sales Management DevelopmentS M D P 1Leading High Performing Teams

• Stepping Stones To Success• Concepts and Practice of Management

and Leadership• Managing People To The Same Standard• Establishing Continuous Improvement• Managing The Integrated Sales Process• Communicating Expectations• Motivating and Developing People• Managing Conflict• Coaching• Maximizing Joint Call Activity• Communicating Performance Appraisals• Hiring The Right People

S M D P 2Managing Over & Underperformers• Ongoing Process of Developing High Performers• Behavior Gap Analysis and Workshop• Assessing Motivation and Workshop• Prioritizing Improvement Areas and Workshop• Communication Strategy and Workshop• Using The “Decision Tree”• Managing Change

Sales Management DevelopmentS M D P 3Fact-based Selection Interviewing• Defining Realistic Hiring Criteria• Process For Selecting Highly Qualified Talent• Interviewing Techniques• Candidate Assessment Techniques• Making The Offer• Providing Feedback To Those Qualified But Not Selected• On-Boarding the New Hire

S M D P 4Managing to Resolve Underperformance• Defining Underperformance In Order To Resolve It• Managing Conflict – A Pathway To Success• Establishing A Strategy• Practicing the Motivational Skills of Inquisitive Listening with Unwilling Subordinates• Coaching and Goal Setting with Those Who Demonstrate Willingness to Change• Confirming Direction In Writing• Preparing and Executing The Exit Strategy

Sales Management DevelopmentS M D P 5Implementing The Integrated Sales

Process• The Integrated Sales Process• Preparation To Initiate Change• Principles of Change Management• Communicating the Initiative and Goal Setting• Being Present During Experimentation with Motivation• Recognizing and Rewarding Short Term Success• Celebrating Long Term Productivity Gains

Consultative Selling Skills DevelopmentI S P 1Enhancing Sales Results With The Integrated

Sales Process• Why follow a “Sales Process”?• The Integrated Sales Process• Gathering Account Information• Qualifying Short Term Sales Opportunities• Creating Efficient Quarterly Strategies• Allocating Time To Urgent & Important Targets• Planning Calls Using Proven Tools That Guide Enhanced Results• Action Planning – Establishing Continuous Improvement Goals

I S P 2The Integrated Sales Process – Improving Closing Ratio• Successful Sales People• Synchronizing with Customer Behavior Styles• Opening the Sales Conversation with Impact• Interviewing for Customer Needs• Effective Demonstrations and Objection Handling• Closing The Sale• Searching for Customer Satisfaction• Action Planning – Establishing Continuous Improvement Goals

Consultative Selling Skills DevelopmentI S P 3The Integrated Sales Process – Overcoming

Objections• Who Are The “Tough” Customers?• Influencing Buying Decisions – Behavior Styles• Influencing Buying Decisions – Customer Needs Analysis• Types of Common Objections• Preparing to Overcome Objections• Overcoming Objections Skills Application• Listening Skills• Overcoming The Price Objection• Action Planning – Establishing Continuous Improvement Goals

All of our programs are tailored to individual company requirements. We have found that the most impactful initiatives involve facilitated group sessions as well as live and on-demand distance learning that accelerates development of the knowledge and skills. We have found that the blended learning approaches stimulate accountability for achievement of business and performance objectives.


RMI Winning Formula:25+ RMI Years Experience • 200+ RMI clients • 93.2% retention

The Professional Team Our commitment is to you and your success!

Chris Kennedyis the founder and CEO of Resource Management International Inc., USA, and consults with clients around the world. He has been selling, managing and training for over 40 years of his professional life.Chris has developed thousands of sales representatives, managers and company leaders in order to achieve their next level of productivity. He is widely recognized as a global expert in the fields of training and developing sales organizations.

Nedo Beširevićis the CEO of RMI d.o.o., Ljubljana, with 24 years of experience in sales, marketing and management.He focuses his activities on providing sales and management teams in Central Europe with custom-made training and development solutions for teams to reach the next level of productivity in the fields of selling and management development.Nedo holds a Trainer’s License from Resource Management International Inc., USA.

Ricardo Pachecois a key member of RMI’s team and specializes in the preparation and execution of customized, blended learning training and developmentsolutions designed to increase the productivity of sales and management teams. Ricardo supports RMI’s clients through his delivery of our customized training and development solutions to healthcare companies and otherindustries in Latin America.As a member of the RMI team, he also provides business, territory and product distribution supportto start-up businesses.


Codin Comanis in charge of Romania and Moldova and has over 23 years of excellent results in sales and general management, especially in change and performance leadership. He is specialized in high-growth, start-up and turnaround situations, achieving success with/for more than 40 companies. Codin holds an Executive MBA degree from the University of Washington Business School. He is a trainer certified by the Romanian education authorities and was also appointed facilitator by Colgate-Palmolive Global Sales Training.

Gordon Powersis an experienced global sales and marketing management professional and provides the RMI team and our clients with knowledge and insight into the best practices of the international healthcare market. During his tenure with leading medical product companies such as Johnson & Johnson, Medtronic and Tyco, Gordon produced significant sales growth through sales and marketing development in Canada, Colombia, Mexico , Taiwan, China, Singapore and Puerto Rico.

Ciprian Damşescuis an experienced sales and marketing professional from Pharmaceutical / Healthcare industry, with additional entrepreneurial expertise, which is bringing a valuable contribution to the organizations that are embracing the change process towards the next level of performance in sales management and leading teams.Ciprian graduated the Medical University in Bucharest, holds an Executive MBA degree from the University of Washington Business School and is a certified trainer.


Ken Takahashihas 25 years of experience in sales leadership and training in the Japanese healthcare market.His selling, management and executive experience in Japan uniquely qualifies him to supportRMI’s Japan-based clients in achieving their next level of productivity. He has enabled our clients in Japan to enhanceproductivity in the areas of sales, sales management, business strategy and leadership development.

Jim McLeansupports RMI’s clients with practical experience gained in sales, marketing, and training positions within the healthcare industry. His 30 years of experience enhance his ability to transfer the fundamental concepts of communication to enhance sales effectiveness and efficiency. Jim adds the specific competencies of strategic planning, professional education program development and marketing skill development to the RMI portfolio of services. His breadth of consulting extends beyond North America intoAsia/Australia region.

RMI Global Offices

RMI Europe d.o.o.Periška cesta 4D1000 Ljubljana, SloveniaPhone +386 31 317 [email protected]

Resource ManagementInternational, Inc.P.O. Box 400, Oldwick, New Jersey, USA 08858Phone +1 908 439 [email protected]

RMI JapanBanchou Heim 4191-2 Nibanchou Chiyoda-kuTokyo, Japan 102-0084Phone +090 5991 [email protected] Romania & Moldova

Str. Londra 26, ap. 1, sector 1Bucharest, Romania, 011764Phone +40 727 000 [email protected]

RMI Latin AmericaRua Barao do Triunfo, 1302 - 81Sao Paulo, SP - BrazilCep 04602-005Phone +5511 8294 [email protected]

Documents

RMI Capabilities Presentation 2016