REEXE KNOWS WHAT, WHY AND HOW


Georgi Todorov's company creates motivated managers and salespeople

ReExe Georgi Todorov.jpg

Training tailored to the character and needs of the particular managers, employees and companies, and that changes with the times: since 2006 ReExe has helped its corporate clients to be better and more successful. Its founder, Georgi Todorov, tells how.

What is the most important thing that you teach managers?

To never forget that they work with people first and then they manage processes, finances, assets and companies. Saying that people are your most valuable asset is a cliché. Declaring that they work for you is unprofessional. Realising that you work for them and that you are their most important resource, that their motivation and proactiveness reflect your managerial style and that their results are the results of your efforts and help – this is a privilege reserved for the managers that I have the honour to coach. All, with no exception, have proven that this works. And gives results.

What results can we expect from sales people after training with ReExe?

You can expect long-term results, if motivation was the training's main goal. If the goal was optimisation management, then you can expect improved effectiveness: achieving the same results with less resources. If it was defined as "development of free and/or wasted resources," you can expect increased productivity – better results with the same resources. You can expect to build lasting relationships with the clients, achieve proper work with accounts and sales mathematics, and develop your company brand.

For me, the hidden results are more important – when the employees come to work eagerly and ready to achieve small victories on a daily basis, to meet their colleagues, share their hardships and seek solutions. These hidden results bear the real results.

What is more important for the training's success – theory or practice?

None of these. A job can be properly done if three crucial conditions are met: knowledge, skills and desire. They have to make one whole. In each manager, professional and employee these are in different proportions. A simple example: we all have colleagues who are able to understand you with a couple of words and perform a task – they apply more practice. There is no balance, but there is a result – the task is completed. Other colleagues are great at doing things, but they need more explanations. They use more theory. Again, there is no balance and yet the task is completed.

In order to be of help, the trainer should define in which of these three areas the employee has greater deficits and which real training can be set to target these deficits. Then the trainer adapts the goals to factors such as professional and motivational level, work load, company climate. Only after this the trainer will decide which of the three dominating factors to choose – understanding, awareness and unlocking. To teach you to understand what you do. Or to turn it into an aware action – why you do it. Or to unlock it (to turn it) into an action: how to do it. In each training I do just one of the three. I adapt to the needs of the employees, I do not force my theory or practice on them.

+359 888 400 425

gtodorov@reexe.com

www.reexe.com

ReExe знае какво, защо и как

Компанията на Георги Тодоров създава мотивирани мениджъри и служители по продажбите

Обучение, което отговаря на същността и нуждите на конкретните мениджъри, служители и компания, и се променя с променящите се условия: от 2006 г. насам ReExe помага на корпоративните си клиенти да са по-добри и успешни. Георги Тодоров, основател, разказва как.

Кое е най-важното нещо, на което учите мениджърите?

Никога да не забравят, че на първо място работят с хора и чак след това управляват процеси, финанси, активи, фирми. Да кажеш, че хората са най-важният капитал, е клише. Да твърдиш, че те работят за теб, е непрофесионално. Да осъзнаеш, че ти работиш за тях и си най-важният им ресурс, че мотивацията и проактивността им отразяват мениджърския ти стил, а резултатите им са резултат на твоите усилия и помощ – това е привилегия само на мениджърите, на които имам честта да бъда коуч. Всички, без изключения, са доказали, че това работи. И дава резултат.

Какви резултати можем да очакваме от служителите по продажбите след изкаран тренинг в ReExe?

Можете да очаквате дългосрочни резултати – ако основната доминанта на обучението е била мотивацията. Ако доминантата е била управление на оптимизацията, можете да очаквате увеличаване на ефективността – постигане на същите резултати с по-малко ресурси. Ако доминантата е била "развиване на свободни и/или пропилявани ресурси", можете да очаквате увеличаване на продуктивността – по-високи резултати със същите ресурси. Можете да очаквате изграждане на трайни отношения с клиенти, правилно боравене със сметките и търговската математика, развиване на имиджа на компанията.

За мен по-важни са скритите резултати – служителите да идват на работа с желание и готовност да правят малки победи всеки ден, да се видят с колегите си, да споделят трудностите си, да търсят решения. Тези скрити резултати раждат истинските резултати.

Кое е по-важното за успешното обучение – теорията или практиката?

Нито едно от двете. За да бъде свършена една работа както трябва са важни три условия: знания, умения и желание. Те трябва да са в съвкупност. За всеки мениджър, специалист и служител те са разпределени по различен начин. Ето един прост пример: всички имаме колеги, които с малко думи могат да ви разберат и да свършат една задача – те боравят с повече практика. Няма баланс, но има резултат – задачата е свършена. Други колеги са страхотни изпълнители, но имат нужда от повече обяснение. Те боравят с повече теория. Пак няма баланс и пак задачата е свършена.

За да е полезен, треньорът е длъжен да определи в коя от трите зони служителят има най-голям дефицит и какви реални тренинг цели може да постави за тези дефицити. След това адаптира целите към фактори като професионално ниво, ниво на мотивация, натовареност, фирмен климат. Чак след това ще определи коя от трите важни доминанти трябва да избере – разбиране, осъзнаване и отключване. Да те науча да разбираш това, което правиш, т.е. какво правиш. Или да го превърнеш в осъзнат акт на действие – защо да го правиш. Или да го отключиш (да го превърнеш) в действие, т.е. как да го правиш. Във всяко обучение правя само едно от трите. Аз се адаптирам по нуждите на служителите, а не да опитвам да напасна тях по моята теория или практика.

+359 888 400 425

gtodorov@reexe.com

www.reexe.com

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