BUILDING THE BEST:  A SENIOR FIELD MANAGERDEVELOPMENT PROCESS,
                    WORKSHOP I                                   SR398

This workshop is the first in a series that provides a systematic and
individual assessment of a manager's skill strengths and areas for
improvement in the following key competency areas: Sales Leadership,
Strategic Ability, Executive Skills, Results- Oriented Focus, and
People Management.  Workshop I provides the platform for implementation
of the Individual Development Process (IDP) and gives the Senior Field
Manager the opportunity to build skills in the identified competency
areas through feedback, one-on-one coaching, instruction, and
experimentation with new management/leadership behaviors via role
playing.


STUDENT PROFILE:

All CSO/Americas Area Sales Managers (ASMs), Major Account Managers
(MAMs), Global Account Managers (GAMs), Senior PSO Managers, Senior PSO
Sales Managers

PREREQUISITES:

Prestudy sent upon registration.

STUDENT PERFORMANCE OBJECTIVES:

Upon completion of the workshop, the manager will have a clear
understanding of their performance in the above key competencies from
several points of view
     o     their own perception
     o     their manager's perception
     o     their subordinate's perception
     o     their peer's perception (others who
           work regularly with him/her)
     o     an independent assessor's perception
           via observation throughout the
           workshop
The manager will then take this feedback to his/her manager and work
together on an overall individual development plan to address the
identified key development areas.

COURSE OUTLINE:

All simulations within this workshop not only model the CSO/Americas
Sales Organization of today, but model the sales organization of the
future.  All participants will perform each simulation individually and
will be observed by an independent assessor who will give individual
feedback and coaching on skill strengths and areas of development.
Each simulation section will allow the manager to participate in a
simulation scenario, receive feedback on observed skill behavior in
that simulation, receive instruction, and then have the opportunity to
use the feedback and instruction to practice and experiment with those
skills in another similar simulation scenario.  The workshop is divided
into the following sections:

Intro:        Opening Statements
Section 1     Individual Survey Feedback
Section 2     Performance Mgmt Simulation
              - Simulation I
              - Instruction
              - Individual Feedback & Coaching
              - Simulation II
Section 3     In Basket/Team Mtg Simulation
              - Simulation I
              - Instruction
              - Individual Feedback & Coaching
              - Simulation II
Section 4     Customer Contact Simulation
              - Simulation I
              - Instruction
              - Individual Feedback & Coaching
              - Simulation II
Section 5     Individual Summary Feedback
Section 6     Individual Development Planning
Section 7     Evaluation & Closing

TESTING PROCESS:
Survey and feedback to be used as a basis for individual development
plan.

FORMAT:         Classroom
LOCATION:       Two sites TBD;check Field Training Hotline calendar for
                dates and locations
LENGTH:         3 Days
AVAILABILITY:   Check Field Training Hotline calendar on HP Desk.
LANGUAGE:       English
EQUIPMENT:      N/A
CLASS SIZE:     12 maximum, 8 minimum
REGISTRATION:   Register on TMS via Field Development
QUESTIONS:      Contact your Field Development Manager
PROJECT MGR:    Susanne Fitzpatrick, Telnet: 258-6511 or (301) 921-6511