The Key

Entelechy's Newsletter for Trainers, Managers, HR Professionals and Others Responsible for the Performance of Others.

A LETTER FROM THE PRESIDENT

Dear Readers,

I've gotta tell you, I've been having a ball
lately.

For the past several months, I've personally taken on a design, development, and delivery project working for one of our New England states. I've been responsible for designing, developing, and delivering food stamp training to the state's eligibility workers.

Now I KNOW that some of you are scratching your heads wondering what a skills-based training company such as Entelechy is doing in the food stamp training business.

In This Issue

A Letter from The President

'Tis the Season: Gifts for YOU!

Mailing and Privacy Information

The simple truth is that I wanted - needed - the challenge. I needed to roll up my sleeves again, this time to dive headlong into the performance pool of food stamp payment accuracy. I wanted to help identify all of the issues related to performance and then design a training program that would do its part to improve performance. It needed to be engaging, targeted, and practical. Of course, being mandatory training and needing to be presented throughout the state created additional challenges; that and not knowing food stamps!

(We've done this from time to time with topics as diverse as check processing, health insurance billing, how the Internet works, and proprietary computer systems training just to keep our needs analysis and design skills sharp!)

Along the way, I've helped create a great training program that is linked to the organization's performance. I've laid the foundation/template for other training programs that will be developed and delivered by the organization's staff. I've worked with professionals who love what THEY do as much as I love what I do! And I've been able to make a difference.

That's what we in training want more than anything else - to make a positive, lasting, and sometimes significant difference.

What a ball!!!

Terry Traut, President
Entelechy, Inc.

'TIS THE SEASON: GIFTS FOR YOU!

In continuing our tradition, Entelechy is providing trainers, managers, and HR professionals with what they want most: great training and performance materials for free!

Below are 16 items that can help you make a difference in your organization and company. From tools to help you do your job more effectively to sales, customer service, and management tools and tips to help others do THEIR jobs more effectively, these goodies will help you make a difference. They are all free to subscribers of Entelechy's newsletter, The Key. Simply Click Here, login, and begin downloading!

In addition, we are offering a "buy-one-get-one-free" offer. Purchase ANY module, program, eGuide, or tool from our website and choose another of equal or lesser value for free. Simply make your qualifying purchase and we'll do the rest! The offer is unlimited!

Use the source files from Entelechy's training to create your own corporate university! Call us with your training need and we'll direct you to the appropriate modules and send you a preview if you wish. And with our 30-day money-back guarantee, there's no risk! If, for any reason, Entelechy's materials do not exceed your expectations, simply notify us for a 100% refund!

Share the wealth with your friends and colleagues and have them join in the action. Simply click here.

Entelechy's giveaway will last only through the end of 2003, so act today!

Tool or Document	Description
Performance Coaching Self Assessment	This 2-page pdf file will enable you to determine your coaching strengths and weaknesses.
Coaching for Performance Checklist	This 4-page pdf file outlines the 11 critical questions that you should ask yourself before having any performance related discussion with your employees. Included is the actual checklist that you may print and keep handy. The checklist comes from Entelechy’s Coaching for Performance.
Time is a Unique Resource	Time management is not about squeezing more into a day or eliminating distractions. It’s about managing activities to achieve goals. This 4-page pdf article shows you how.
Time Mastery Self Assessment	This 3-page pdf file will help you determine your time management strengths and weaknesses.
Hiring the Best	Hiring continues to be key to a company’s success. Hiring the right staff – with the skills AND characteristics required for success – requires behavioral event interviewing. This article provides insights into effective interviewing and hiring.
GREAT Interviewing Questions	This 18-page Word file provides over 100 great questions that you can select from to conduct GREAT interviews.
Delegating Effectively	Delegation is art and science. Effective leaders know when and how to delegate in order to 1) get more done and 2) develop people. This article provides tips for effective delegation.
Training 101 – Performance Consulting	This 6-page pdf file outlines Entelechy’s Performance Consulting process. Useful for trainers, coaches, mentors, managers, and HR personnel in looking at the bigger picture of performance.
Performance Consulting Self Assessment	This 3-page pdf file will enable you to determine your strengths and weakness as a training/performance consultant.
Entelechy's Return On Training Investment Calculator	This 4-page pdf file will help you determine your training initiative's return on investment by examining ALL of the associated benefits and costs.
Handling Challenging Situations with a Customer-Focused Mindset	Customer service often means dealing with angry, frustrated, or rude customers. Dealing with those customers effectively can often make or break a company. This article presents a five-step process for dealing with difficult customers.
Customer Service/Sales Assessments and Answer Keys	A collection of Customer Service/Sales level II assessments. While these come from Entelechy’s High Performance Customer Service program, they are useful for ANY customer service/sales program! Topics include: Transitioning to Sales, Developing a Campaign Strategy, Listening & Questioning, Positioning the Sale, Managing Sales Objections, Closing the Sale, Integrating the Skills, and Improving Personal Effectiveness.
FIRST - Questions that Lead to Sales Results	Good sales professionals know the importance of asking questions to identify opportunities. GREAT sales professionals know questions can be used to increase the value of their solution, eliminate the competition, and increase the prospect’s urgency to move quickly. This article presents a model for asking effective sales questions.
What’s Hot and What’s Not? Use a Common Language to Qualify Prospects	Sales teams need to use a common language to describe the potential opportunities they have. What’s “hot” to one rep may not be hot to another. This article helps define the variables used to qualify opportunities and translate sales talk.
Team Membership	Much has been written about teams and team leadership. However, team members can make or break a team. This 2-page pdf article looks at the characteristics of effective team members.
Motivational Sayings	This 39-page pdf file contains 728 motivational messages that you can include in your training materials.

MAILING AND PRIVACY INFORMATION

You have received this email because you are in Entelechy's database of people that we've interacted with directly or indirectly or you've signed up for The Key. If you've received this email in error, please click on http://unlockit.com/optout.htm to be removed immediately from our mailing database with our apologies. (If you have trouble with the opt out link, please reply to this email directly and I'll personally remove your name.)

Send this email to your friends and colleagues who may be involved in training and the performance of others and could benefit from FREE performance tips, tools, and techniques.

Entelechy will not sell, rent, or otherwise provide anyone else your membership information for any reason. Period.

Terence Traut, President of Entelechy "unlocking potential"
ttraut@unlockit.com
phone: 603-424-1237
fax: 603-424-6361
http://www.unlockit.com