Our courses are offered at different times throughout the year, so be sure to check out our seminar schedule for the latest information.

We are always happy to answer any questions that you might have about our programs.  Feel free to contact us for more information.

McCourt Associates Seminars

Leading for Performance Modules

• Coaching for Performance - This one-day module ensures employees are aligned through effective feedback from supervisors. Participants learn and practice essential coaching skills for improving job performance, creating a systematic effect.

• Communicating with Purpose - This half-day module helps participants practice tools for good communication, and shows how to use two-way communication skills and behaviors to engage employees in meeting work-unit goals.

• Managing Conflict - This half-day module offers leaders specific skills for addressing conflict using a collaborative win-win approach. They learn how to identify sources of conflict so it can be prevented or addressed constructively, effectively and efficiently.

• Motivating for Results - This half-day module offers invaluable insights into the creation of a work environment in which associates consistently put forth their best efforts to produce maximum results. Participants explore the challenges associated with motivating others and learn to use specific skills and tools for addressing those challenges.

• Reviewing Performance - This half-day module examines the aspects of a good performance review, including communication of expectations, useful observation, and integration of the reviews into the employee’s development plan. Participants spend a half-day learning and practicing the performance review process.

• Setting Goals for Success  - This half-day module shows participants how to use written, measurable goals to focus employee energy and provide the basis for performance management. Upon completion of this half-day module, participants will have learned and practiced a process for conducting a goal-setting session with direct reports or team members.

• Reviewing Performance - This half-day module examines the aspects of a good performance review, including communication of expectations, useful observation, and integration of the reviews into the employee’s development plan. Participants spend a half-day learning and practicing the performance review process.

• Presenting With Impact (Video taped practice and personalized coaching) - Be as effective in front of a group as on a one to one basis. Learn how to tap excessive nervous energy productively and think clearly on your feet. Create and use power point visuals effectively while staying focused on the audience. Respond to spontaneous questions and challenge during a presentation.

Sales Performance and Leadership

• The Winning Salesperson - Competency based modules for brand new salespeople.

• The Counselor Salesperson - Wilson Learning’s flagship program that emphasizes a problem-solving attitude and strengthens buyer/seller relationships.

• The Versatile Salesperson - Learning how to adapt sales behaviors to a customer’s buying style, while increasing my personal versatility.

• Negotiating to Yes - Developed in conjunction with Bill Ury, Head of Harvard University’s Negotiation Project and author of the best selling book, Getting to Yes, this program focuses on a principled, win/win approach to negotiating with our clients and prospects.

• Creating Competitive Business Solutions - A series of half-day and one-day modules that provides a variety of processes and tools which help sales teams understand their customer as a business and provide solutions for enhanced business performance.  Modules include: Buying Behaviors and Value-Creation Strategies, Linking Your Customer’s Business Processes, Discovering Customer Critical Success Factors, Differentiating Business Solutions, Linking Your Customer’s Extended Enterprise, and Strategic Business Calling.

• Selling Competitive Business Solutions - A series of modules that provide salespeople with the skills and tools to become better strategists for their companies, focusing on high-return opportunities and pursuing a strategy that brings in business with the least expenditure of limited sales assets.  Dimensions addressed include: prioritizing opportunities, creating a competitive strategy, influencing the customer decision-making process, and implementing a communications strategy.

• Leading Competitive Business Solutions - Sales managers will gain a better understanding of their role in supporting their salespeople and reinforcing the key concepts and skills learned in Creating Competitive Business Solutions.

• Managing Sales Performance - This offers managers a comprehensive, hands-on approach to understanding the sales manager’s role in improving individual performance.  It can be used in conjunction with The Counselor Salesperson to assist managers in coaching and reinforcing the counselor skills with their salespeople.

• Presentation Skills - This workshop develops high impact delivery skills that enable the speaker to control nervousness, maximize clear thinking and use supportive visuals. This seminar is appropriate for any individuals who are responsible for making presentations, giving product demonstrations, facilitating seminars and leading group discussions. This program is frequently scheduled as a follow-on module to Counselor Salesperson to reinforce the customer-focused problem solving process.

Customer Service

• Signature Service - This program improves internal and external customer service by giving service providers more influence over the outcome of their interactions.  This increases efficiency, reduces the pressure of client contacts, and increases overall service levels.

• Managing Signature Service - Managers learn coaching skills to reinforce the skills learned in the Signature Service program.

• Call Center Sales Excellence - Call center agents face unique challenges inherent in balancing quantity measures against the need for high quality in their customer interactions.  This highly interactive program gains agents’ buy-in for learning and applying their unique set of selling skills.

Leadership and Development

• Leading for Performance - These foundation half-day and one-day modules give supervisors the toolbox they need to perform their new managerial responsibilities.  Sample topics include team building, coaching, communication, performance review, conflict resolution, and goal setting.

• Leading for Growth - This program provides tools and skills for leaders.  It focuses on developing team members who achieve results while building a collaborative growth culture.

• The Leader Manager - This program addresses the challenges of the dual roles of leader and manager.  Leadership is required to carry out the organization’s vision, and management skills are required to meet performance objectives.

• Leading from Within - This program helps participants to provide the kind of courageous leadership that motivates, inspires, and encourages others to achieve organizational goals by leading from their own personal reference points.

• Managing Human Performance - Participants learn to implement more productive performance management through evaluating and guiding behavior, discussing and gaining agreement, observing and documenting, redirecting and changing behavior, reviewing performance, and initiating developmental plans and actions.

• Managing Employee Development - Managers learn straightforward, practical approaches for assisting employees to plan their development and improve personal productivity.

Change Mastery and Management

• Working in Challenging Times - Participants learn that being equipped with the mindset and the tools to embrace and create opportunities from change is critical to the ability to be effective.

• Leading in Challenging Times - Leaders learn how to proactively take charge of the change process and translate the chaos into productive action.

Assessment and Measurement

• Strategic Work Profiling - Outcomes of this process include alignment on the activities and performance requirements critical for strategy implementation and a clear sense of purpose and direction for individuals. This is conveyed through highlighting activities and their links to strategy, knowledge, skills, abilities, and key work behaviors and performance standards. This provides a legally valid, future-focused foundation on which to base and integrate the full range of HRD processes including employee selection, training and development , performance management, and compensation.

• Assessment for Selection - Numerous tools are available to be utilized as prescreening tools including realistic job previews, values/work questionnaires and screening interviews. Video and computer based instruments help measure how well a candidate will perform in a real work situation.

• Performance Based Interviewing - This provides a comprehensive structure interviewing system that includes a streamlined interview process, easy-to-use form and interview questions based on the dimensions identified as most important to job success. It also includes evaluation criteria that behaviorally anchor and define performance. It meets all legal hiring requirements and ensures consistency in the hiring process.

• Simulations and Assessment Centers - Well-designed work simulations provide unparalleled information that helps ensure the accuracy and developmental payoff of assessment processes. Assessment centers can also be held on your site or at ours.

Assessment For Development

• Sales Navigator - This system provides multi-rate or 360-degree feedback survey tools to measure individual's sales performance and complementary tools to measure sales leadership performance.

• Leader Navigator - This system provides multi-rate or 360-degree survey tools targeting both leadership and individual competencies targeted at today and tomorrow's business challenges.

E-Learning Solutions