FOR

For those who DIRECT and LEAD PEOPLE, including Top Management, directors and different central office department supervisors, Territory Directors, Area Directors, Unit Managers, Zone Managers and Large to Mid-sized Office Directors. The cycle adapts to reality at each directive level.

OBJECTIVE

This Cycle is focused on helping those professionals working in team management to perform their duties and mobilize others more effectively by using their own behavior and treating their team well.
It is specially designed for all directors and managers that lead the day-to-day activities of financial institutions, banks and credit or financial cooperatives. Ultimately, so they can lead and manage their team’s knowledge better and take full advantage of its talent.

CYCLE DEVELOPMENT

Adapted and personalized for each project, objective and company. Directors carry out four months of work that are made up of five intense and measured workdays in highly interactive groups that are directed by an OW expert trainer and interchanged with periods of CPE® including conscientious on the job implementation, online tutorials and homework.

RESULTS

• • • Real and coherent exercises in leadership.
    • Personal motivation and satisfaction.
    • Specific tools to delegate and develop teams with.
    • Multi-level communication improvement.
    • Conscientious self-control in exercising leadership.
    • Improvement of upward and downward proactive influential skills.
    • Team and self-improvement.
    • Overall understanding of the job of directing people.
    • Better personal and team results.
    • Better relations with the team in a very demanding, but also positive, environment.
    • Development of team strengths and responsibilities.
    • More involvement and performance from the entire team.
    • Dominating of difficult situations.
    • Order and clarity of ideas, tools and concepts with which to direct people.
    • Practical, specific behavior to always stay in-sync with the basic principals of leadership.
    • Increased commitment of others with their own decisions.
    • Discovery of creative solutions.
    • Effective management of time and people.
    • More productive meetings.
    • A shot of positive energy to the company.

PERSONAL OPINIONS

«The OW method is spectacular. Everyone who uses it confirms this: It is the best thing I have done in my life. There is NOTHING like what they do. This method is different and the product is too. The cases that are studied adapt to all companies»
Carlos Jiménez. Quality and Training Director. Castilla La Mancha Savings Bank

«I highly recommend Otto Walter to every Director who manages teams of people. Optimum and effective management as well as a higher level of motivation, involvement and personal development of the team are seen through the easy application of a series of tools.»
Jesús Hernández Badía. Director. Kutxa

FOR

For Top Management, directors and different central office department supervisors, Territory Directors, Area Directors, Unit Managers, Zone Managers and Large to Mid-sized Office Directors that have already completed Executive Cycle 1 in Management Development.

OBJECTIVE

Carried out at least 1 year after the first Cycle, this cycle mostly covers conscientious use and perfection of the tools acquired as well as general time management.

CYCLE DEVELOPMENT

Directors complete two months of work that are made up of three intense and measured workdays in highly interactive groups that are directed by an OW expert trainer and interchanged with periods of CPE® including conscientious on the job implementation, online tutorials and homework. Cycle 2 includes a 180º Assessment of Management Behavior Quality, online tool developed by OW International that consists in two evaluations: on one hand, competences and skills about his/her daily management behaviour are measured, in order to identify what is being done well and what should be improved. On the other hand, appreciation and prestige as a boss has been reached in his/her team will be assessed as well. Both signs together make up a really reliable map of his/her Management Quality, figuring out strong and weak points of manging style.

RESULTS

The joint process of Cycle 1 and Cycle 2 brings about higher and more impactful development that gives directors clear behavioral alternatives that help them manage and lead at the levels currently expected of them.

Each participant becomes clearly and proactively aware of those aspects he or she does well and is more motivated to work on those that are not done well, receiving clear tools with which to progress.

Real, lasting changes are seen that bring about clear improvements in how one directs others and, at the same time, a much higher awareness is achieved in exercising appropriate behavior and better self-control and direction.

Directors clearly express their satisfaction and self-confidence as they begin to better understand and dominate personnel management and manage situations that it entails more successfully.

PERSONAL OPINIONS

The skill of directing others is more instinctive than meditated and is acquired, somehow, through each person’s everyday experiences. With the Otto Walter Cycle one realizes that the «how» consists in applying a series of logical and simple concepts that we all have in mind and that, through experiencing the cycle, we can all learn to use».
Agustín Pevidal Rodríguez – North D.T. Business Manager.IBERCAJA

The OW method is practical and can be immediately implemented; results are seen in a very short term. The positive change for focusing a team’s direction makes these sessions something that any company, any employee should, and I would like to emphasize should, attend, promote and carry out so as to achieve a significant improvement in their business.
Xavier Lorenzo – Mortgage Office Director. Caixa Terrasa

FOR

For central service technicians. This cycle is tailor made to reflect the reality of central service in financial institutions, for qualified central service professionals that are in positions of responsibility without people under their direct supervision.

OBJECTIVE

The main objective is to achieve changes that improve and change everyday habits in order to achieve true evolution in exercising professional leadership.

CYCLE DEVELOPMENT

In essence, this OW cycle consists of an evolutive process that brings together, throughout all of the sessions, every element and situation seen in project and personnel management in a practical and participative way that can be immediately implemented in everyday reality.

One and a half months of work are carried out that are made up of three intense and measured workdays in highly interactive groups that are directed by an OW expert trainer and interchanged with periods of CPE® including conscientious on the job implementation, online tutorials and homework.

RESULTS

• • • Development of entrepreneurial behavior and proactive participation.
    • Improvement in planning, control, follow up and accomplishment of objectives.
    • Development of initiative, ability to innovate and day-to-day creativity.
    • Promotion of a higher sense of responsibility focused on each professional feeling actively part of a project.
    • Coordination and specification of tasks and vertical and horizontal objectives.
    • Promotion of interdepartmental teamwork and an overall BUSINESS perspective.
    • A focus on a new environment and on oneself to find solutions and not problems.
    • Development of positive, flexible attitudes that are open to change.
    • Use of improved communication at all levels as a driver in relationships, influence and in the treatment of others.
    • Increase in individual motivation and improvement in passing enthusiasm on to the area.
    • Increased focus on higher performance, achievement and personal satisfaction.
    • Improvement of time management quality and efficacy.
    • Increased upward and horizontal influence through forthcoming values, ideas and solutions.

PERSONAL OPINIONS

«There are no magical formulas but, instead, a series of specific techniques and tools that contribute to conscientiously having a professional gain in efficacy. Ultimately, this will cause an enormous benefit for the company and for ourselves at a more personal level.»
Cristina Andrés – COMPTROLLER. JP Morgan Chase Bank

«I sincerely recommend the Otto Walter Cycle because: It is an intense, amusing and practical cycle based on very specific ideas and practical and simple formulas that can be applied to our day-to-day activities, practical learning from simulated difficult situations and shared group experiences. The Cycles strengthen responsible attitudes and offer immediate results.»
Manuel R – Human Resources Director. General Savings Bank of Granada

FOR

For head sales representatives (office directors, specialized sales managers, portfolio managers, personnel managers, etc. as per each case and company). The cycle covers all aspects and situations that affect the everyday sales activity of financial institutions.
Unlike other OW Trade programs, this one covers areas such as negotiation, organization of time, territories and sales activity action plans, setting appointments as well as behavior equality with one’s top-level counterparts.

OBJECTIVE

The main objective is to develop the behavior, attitudes and selling style of the sales force through high level activity, bringing about more proactivity, excitement and enthusiasm. Self-improvement is seen every day and stems from their own resources and knowledge, guaranteeing successful results.

CYCLE DEVELOPMENT

Adapted and personalized for each project, objective and company. Carried out during four months of work that are made up of five intense and measured workdays in highly interactive groups that are directed by an OW expert trainer and interchanged with periods of CPE® including conscientious on the job implementation, online tutorials and homework.

RESULTS

• • • Confidence and motivation to sell.
    • Better exercise of self-controlled sales behavior.
    • Improved communication skills at all levels.
    • Development and understanding of key tools for good sales management.
    • Improved ability to influence clients.
    • More and better sales.
    • Improved internal relations.
    • Better personnel planning and organization of your sales area.
    • Improved sales results.
    • A much more proactive and positive attitude.
    • Improved negotiation skills.
    • Improved efficacy in making appointments.
    • Control of difficult situations with clients.
    • Development of an ability to understand the client.
    • Better advantage is taken of opportunities to win a client over.
    • Boosted positive energy.
    • Improvement in objective and action specifications.
    • Reorganization of previous knowledge and experiences.

PERSONAL OPINIONS

The Otto Walter cycle should be given to any employee who has a team of people under their supervision. It increases work quality and client service. It improves the office working environment and motivates you to take on challenges and take initiative where you had never thought of doing so before.
Ignacio López Bernabeu – Director. CaixaBank

Considering the current market situation, participating in the Otto Walter cycle has helped me gain confidence in my work and, especially, in client appointments, mostly because now I prepare my appointments more, I think I make more emphasis on watching how I express myself both verbally and through my body language. I not only want to sell, as was the case before, but now I structure my interview with the best questions to be able to take away a more complete perspective of the client.
Francisco Ribes Moreno – Director. Banesto

FOR

This is a special POST- PDP Sales Cycle for office Directors and Managers who have completed the OW Cycle for Director Development.

OBJECTIVE

The main objective is to develop the behavior, attitudes and selling style of the sales force through high level activity, bringing about more proactivity, excitement and enthusiasm. Self-improvement is seen every day and stems from their own resources and knowledge, guaranteeing successful results.

CYCLE DEVELOPMENT

This cycle level is equivalent to the Sales Activity Superior Cycle and is adapted and personalized for each project, objective and company. Transformation over three months of work that are made up of four intense and measured workdays in highly interactive groups that are directed by an OW expert trainer and interchanged with periods of CPE® including conscientious on the job implementation, online tutorials and homework.

RESULTS

• • • Confidence and motivation to sell.
    • Better exercise of self-controlled sales behavior.
    • Improved communication skills at all levels.
    • Development and understanding of key tools for good sales management.
    • Improved ability to influence clients.
    • More and better sales.
    • Improved internal relations.
    • Better personnel planning and organization of your sales area.
    • Improved sales results.
    • A much more proactive and positive attitude.
    • Improved negotiation skills.
    • Improved efficacy in making appointments.
    • Control of difficult situations with clients.
    • Development of an ability to understand the client.
    • Better advantage is taken of opportunities to win a client over.
    • Boosted positive energy.
    • Improvement in objective and action specifications.
    • Reorganization of previous knowledge and experiences.

PERSONAL OPINIONS

During these four days I have had time to work, enjoy myself, think…but, above all, I have been able to get to know my own behavior and train myself in behavior and sales techniques that are usually not developed and, more importantly, I was able to see the mistakes I make in my day-to-day sales activity, sometimes due to habit and others to lack of knowledge.
Licinio Pascual Lavilla – Branch Director. Soria Rural Bank

This method really helps sell and be successful but I would especially emphasize how good it makes us feel about our profession and how much it makes us enjoy it.
Javier Fernández – Branch Director. Banesto

FOR

For other sales activity managers: Mid-level sales managers and Comptrollers (Sub-directors), office sales personnel working directly with the final client, both inexperienced sales reps and office personnel who normally receive clients. Focused more on direct contact with the client.

OBJECTIVE

The main objective is to develop the behavior, attitudes and selling style of the sales force through high level activity, bringing about more proactivity, excitement and enthusiasm. Self-improvement is seen every day and stems from their own resources and knowledge, guaranteeing successful results. This cycle is different to the previous one in that it does not cover subjects such as negotiation.

CYCLE DEVELOPMENT

Adapted and personalized for each project, objective and company. Transformation over three months of work that are made up of four intense and measured workdays in highly interactive groups that are directed by an OW expert trainer and interchanged with periods of CPE® including conscientious on the job implementation, online tutorials and homework.

RESULTS

• • • Confidence and motivation to sell.
    • Better exercise of self-controlled sales behavior.
    • Improved communication skills at all levels.
    • Development and understanding of key tools for good sales management.
    • Improved ability to influence clients.
    • More and better sales.
    • Improved internal relations.
    • Better personnel planning and organization of your sales area.
    • Improved sales results.
    • A much more proactive and positive attitude.
    • Development of an ability to understand the client.
    • Better advantage is taken of opportunities to win a client over.
    • Boosted positive energy helping to maintain a more proactive attitude.
    • Improvement in objective and action specifications.
    • Reorganization of previous knowledge and experiences.
    • Daily progress in efficacy and making professional sales.

PERSONAL OPINIONS

It is extremely useful for all sales managers because one of its main objectives is introducing us to the necessary tools for each and every office member to be able to work as one great team.
Mikel Astorkia Urresti – Director de Oficina Kutxa.

The sessions are filled with practical content regarding behavioral training in sales through the conscientious use of each of the tools that, although not perfect, help reach the proposed sales objectives.
Eugenio Ramón Lorenzo – Branch Director. Pastor Bank

FOR

For those who actively influence sales without directly participating in them themselves through working with clients, servicing them and, in some cases, even detecting sales opportunities and unmet needs. They respond to claims, and, in all cases, «sell» the company’s image and quality of service.[/responsive]

The main objective is to bring about development of conscientious behavior, attitudes and activity planning in professionals that ultimately results in complete customer satisfaction and proactive client recommendation of the company.

CYCLE DEVELOPMENT

Adapted and personalized for each project, objective and company. Carried out over two months of work that are made up of three intense and measured workdays in highly interactive groups that are directed by an OW expert trainer and interchanged with periods of CPE® including conscientious on the job implementation, online tutorials and homework.

RESULTS

• • • Confidence and motivation to sell.
    • Better exercise of self-controlled sales behavior.
    • Improved communication skills at all levels.
    • Development and understanding of key tools for good sales management.
    • Improved ability to influence clients.
    • More and better sales.
    • Improved internal relations.
    • Control of difficult situations with clients.
    • Improved sales results.
    • A much more proactive and positive attitude.
    • Development of an ability to understand the client.
    • Better advantage is taken of opportunities to win a client over.
    • Boosted positive energy helping to maintain a more proactive attitude.
    • Improvement in objective and action specifications.
    • Reorganization of previous knowledge and experiences.

PERSONAL OPINIONS

Increased work quality and client service, improved office working environment, encouragement to take on challenges and take the initiative, things that I never considered before.
Antonio Fernández – Director. Cajasol
All of the experiences I have acquired and shared with others during each session have enriched my development as a sales rep. In some cases I have improved those techniques I already knew and in other cases I have been able to acquire new ones. The true discovery of the course, for me, has been the conscientious application of these technique-tools.
Isabel Lores Suárez – Canary Island Territory Director. Tinsa.