1. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com Air Force Reserve Flight Chief Tele-Seminar 7 October 2015 @ 1500 EST (WRS and NRS) 8 October 2015 @ 1100 EST (ERS and CRS) Call In Number: 1-877-273-4202 Conference Room # 927700927  Your comments or questions throughout the program are welcomed and encouraged.  Please identify yourself if you wish to speak.  Please don’t put your phone on ‘hold’ if you have recorded music.  To Mute and Unmute your phone please press *2  There will not be a roll call taken. Please send an email to gbarnes@thebrooksgroup.com to verify attendance. Please include your name, OL or Squadron, and the ten digit phone number you are calling in from.gbarnes@thebrooksgroup.com

2. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com ACCOUNTABILITY STARTS ON DAY 1 Orientation Identifies Who will be involved What each person is responsible for When activities will be accomplished Where activities will be accomplished

3. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com ORIENTATION PROGRAMS Include: Team building activities Copies of ___________ and __________ Duty Hours Uniforms Professional _________________

4. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com EXPECTATIONS In-processing versus ________________ Key Result Areas Degrees of autonomy and _______________ Formal and informal review/feedback procedures Recognition/rewards

5. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com ONGOING TRAINING Effective Training versus Ineffective Training __________________________________

6. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com ONGOING TRAINING (Cont.) Key Training Needs Positioning and __________________ _____________and Benefits Understanding the competition Overcoming Objections ________________________ _________________________

7. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com TRAINING OPTIONS AND TOOLS www.brooksafrc.com Training Calendar TriMetrix Assessments Online IMPACT Certification Program Computer Based Training Modules Sales Library (****NEW*******) Follow-on coaching (Line and Flight Chiefs)

8. IMPACT Leadership & Sales Management Clinic Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SHARPENING YOUR TRAINING FOCUS Copyright © MMXV. The Brooks Group. All rights reserved. | TheBrooksGroup.com SUMMARY Accountability starts on Day 1 Setting Expectations (in writing) Ongoing Training Training Options and Tools