CERTIFIED SWAY (Sales with Agile) EXPERT - CSE

• 2 days SWAY Practitioner training - Sep 20-21
• experience discussion with trainer

What does this training enable me with?

• At the end of this day and on successful completion of the exam, you are awarded a Certified SWAY Expert certification
• To conduct your own SWAY certification trainings
• 12 months mentoring by trainer: Marina Alex and other University of Business agility experts

Our Trainer

Marina Alex

As an entrepreneur, management consultant, agile coach and pioneer of Agile Sales, Marina specialises in building sustainable and robust agile organisations. She has a strong record of accomplishment with more than 10 years of sales experience. During this time, her sales teams regularly brought over $1.5 mio per year; outperforming all other teams and meetings / exceeding their sales targets.

Over the last 4 years, she has developed an innovative sales technique based on business agility principles and practices; which she has successfully implemented in 4 major organisations across Russia. The most recent of these increased their sales performance from 43% target to over 120% of target.

Marina's extensive sales background gives her a unique understanding of how business works - allowing her to uniquely solve complex cultural and business problems. During this time, she has launched more than 170 agile teams across various industries and worked closely with teams of managers in sales, logistics and medicine.

Marina is the author of SWAY (Sales with Agile system) which today helps many sales teams across the world

More details about the workshop

This is a course for professionals that includes training for trainers, coaching, SWAY-trainer's materials, Business agility and a 12 months mentoring by the trainer - Marina Alex and other University of Business Agility experts.

This day ends with an exam. Upon successful completion of the exam you will be awarded a CSE (Certified SWAY Expert) certification. This allows you to conduct your own SWAY certification trainings.

Course coverage includes:

• SWAY as a part of Business agility
  + Metrics. Business agility. Laws of Business agility
  + Domains of Business agility. Model domains
  + Communication marketing and leadership
  + SWAY in Marketing. SWAY as part of Business agility
  + Processes and technologies of Business agility. New patterns of behaviour
  + Organisational application of SWAY and Business agility
  + The role of SWAY coach in the field of Business agility.
  + SWAY as the basis of cross-functional teams.
  + Case studies
• SWAY as interdisciplinary system: Facilitation, mediation, mentoring and moderation
  + Coaching, facilitation, moderation, mediation, mentoring, consulting
  + The role and capacity of the HR department in the implementation of agile. Resolving conflicts between adjacent units
  + Recruitment: how to find the right people?
  + Role and competence of the HR department in implementation of agile in the company. Self-organised teams: principles and approaches. Engagement metrics. The work of internal coaches and HR. SWAY in HR
  + Facilitation and moderation as necessary skills for organisation of effective agile events
  + SWAY: flexible approach to the client. Identification of needs - coaching style. Value-based approach to negotiations.
• SWAY Coaching, mentoring. SWAY leadership
  + Definition, types, individual and team coaching
  + Coaching tools, open-ended questions
  + Active Listening and feedback
  + Coaching techniques, SWAY coaching, differences from classic coaching
  + SWAY leadership
  + Mentoring
  + Leadership role in coaching and mentoring
• Training sessions for SWAY coaches part 1: SWAY training session development, group dynamics, SWAY program design
  + Structure and sequence of the training process. Concept-mapping of the training session. Development vectors
  + Key SWAY coaching competencies
  + Design and development of tasks and their modification
  + Group dynamics in the training session: progress and development of the group in time, set by the interactions and relationships between the participants, the host as well as other groups
  + Challenging the trainer: participants resistance and procedural sabotage. Primary and secondary resistance. The reasons for the primary resistance of the individual participants. Reasons for the secondary resistance of individual participants and the group as a whole. Difficult situations of the training sessions that are not associated with resistance.
  + Types of task and exercises in the training session for understanding SWAY
  + Development of the micro-programs
• Training sessions for SWAY coaches part 2: marketing promotion for SWAY coach, types of clients for SWAY, improvisation
  + Motivation behind the order of the training session. Motivation of the participants. Factors contributing to motivation development and reinforcement.
  + Marketing promotion of the SWAY expert: open trainings, corporate trainings, contracts for agile transformation (6 - 12 months)
  + Curvilinear dependence of the activation level and the effective work of the training participants
  + Development of the original training program
  + Types of work in the B2B and B2C markets as SWAY coach
  + Methods of prevention and neutralisation of resistance and other difficulties encountered during the training sessions. Practice and refinement of techniques of working with resistance; transformation of resistance into the constructive energy of action
  + Improvisation in coach sessions. Techniques of coach improvisation.
  + Types of certification