Susan K. Wehrley: Author/Entrepreneur/Trainer/Coach/Speaker/Radio Host

Susan K. Wehrley is our Corporate Training Facilitator, President and Owner of Susan K. Wehrley & Associates, Inc. Susan has more than 20 years of experience in sales, marketing and training. Susan’s entrepreneurial spirit was inspired by her mother, a successful saleswoman. She was also encouraged by her aunt, who was the former President of Mount Mary College in Milwaukee. Both women helped Susan discover her passion for business and adult education.

Susan’s early vision to become a motivational speaker and coach led her to pursue a degree in Business and Communication at the University of Wisconsin -- Eau Claire. She completed her final year at the University of Wisconsin -- Milwaukee. Shortly after graduation, Susan began teaching Dale Carnegie Courses. She later became the #1 Sales Executive for Advo, Inc., a leading direct mail company.  In 1987, Susan’s focus shifted to raising her family while taking graduate level coursework at Marquette University to conduct research on how to develop effective Adult Development Programs that were authentic and practical rather than scripted and theoretical. Her work at Marquette prompted her to launch her own management training and consulting company in 1988.

Sixteen years later, Susan’s programs are enriched by practical tips and success stories from her experience working with major corporations like Harley-Davidson, Pepsi-Cola, Rockwell International, Hyatt Hotels & Resorts, and Johnson Controls, just to name a few.

In addition to her corporate training, Susan K. Wehrley has a radio show called, Performance Solutions, which has aired weekly to over 3 million radio listeners.

Susan's clients appreciate her:

"Her training consists of many practical and creative ideas that helped both our management and sales force work together better as a team, so that we could give our customers better service and value."

- Dick Bertram, Vice President Sales, Pepsi-Cola

Partnership Marketing: Sales and Customer Service Excellence

Inner Resistance: Your Sales Staff --Your Team

Stage 1: A MINDSET OF ABUNDANCE
First we work with your sales staff and departments to overcome their own inner resistance, causing them to view the marketplace and your company's capability through a limited perspective. We uncover the root cause of lower performance by identifying the thought patterns and feelings that are causing specific behavior choices that are leading to undesirable results within your company.

Stage 2: DEVELOP A MARKETING PLAN
We  help each sales person to create a marketing plan so that their niche matches their passion, strengths and the company needs.  From this plan, we lay out specific market segments, goals, activities and timelines to map out the success strategy.

Stage 3:  ENSURE CUSTOMER SERVICE EXCELLENCE
We will help you determine standards, policies and proceedures for customer service excellence, that are agreed upon by all of the departments.  This is  necessary to create a cohesive team that is focused on customer satisfaction.  We will help your company establish these needed standards of performance so that your departments can work together to exceed expectations by  having excellent communication and problem-solving skills.  We will help you benchmark improvements and hold people accountable to doing their job well.

Overcome Outter Resistance: Your Customer--the Marketplace

Stage 4: IDENTIFY QUALIFIED SUSPECTS
Next, intuitive skills will be taught to help sales people to ask qualifying questions to determine if the potential customer they are talking with is actually a qualified  prospect and a good match for the company. This will help the sales force to use good time management skills, by identifying customers and market niches who are prime to buy now. 

Stage 5: CREATE SALES EXCELLENCE
Once a potential customer is identified, we will teach the sales force exceptional selling skills to sell the value of your products and services verses just price to make the sale.  Understanding the 4 components to value will ensure that prospects will want to do business with you.  Our 10 step sales skills process will set your sales team apart from the rest because not only will they have the basic selling skills, they will have exceptional human relation skills to overcome resistance. .

Stage 6: REPEAT  and LOYAL CUSTOMER
Next, your staff will learn skills to further explore the possible ways to partner together for mutual success, because it is easier to get repeat business by expanding to other products and services you have to offer, when you have proven yourself the first time.  You ensure repeat business by excellence, follow-through and by being curious about their business, their profit centers and their marketplace while offering the "How might we...? possibility attitude taught in training. .

Stage 7: REFERRALS
We will teach you how to focus on your customer's success and ask for referrals.  This is easy because when you are ensuring mutual success and profitability, your loyal customers will want to help you spread the word and refer other business to you.

*** The Partnership Marketing program will help you develop repeat and loyal customers while expanding your customer base. Partnership Marketing develops trust and teamwork between you, your customer and the vendor to ensure a win/win profitability, long term relationships, and mutual success.

Our Moving From Manager to Leader program will help develop managers into effective leaders who can motivate, coach, empower and lead employees to higher performance. Within a company, not only do the employees need to be focused on the company direction, they need to see how they fit in to add value.

One of the most important responsibilities of today's leader is to make the company's strategic plan come alive. Many companies have a mission statement, but have not yet outlined the tactics on how to get it accomplished. Many company leaders that have outlined the goals have not held employees accountable for performing activities in alignment with those goals and standards. That's where Moving From Manager to Leader can help.

Moving From Manager to Leader can help organizations implement their strategic plan, create more effective performance standards, and encourage personnel to work smart, not hard. This is especially important because only 20% of employees will be eager and willing to perform and change what is necessary. These are your PRODUCERS. They are the easiest to lead because they don't require much direction or coaching.

Another 40% of employees are FENCE SITTERS. They will sit on the fence until their individual hot button has been ignited. It is especially important for FENCE SITTERS to see how they fit into the company's goals. They need to be coached in order to take the risk required for exceptional performance.

The final 40% of employees are your STABILIZERS. They resist change most of all. The key to change for these employees is getting them to buy-into the plans and changes early on. As a company's marketplace changes, so must its strategic plan, goals and activities of the employees. STABILIZERS are comfortable doing things the same way.

Moving From Manager to Leader will help you work with all three groups of employees to get the maximum performance results.

Below are the 4 stages we use to move you from Manager to Leader:

Stage 1: Assess your role and responsibilities to ensure you are working at your highest level and capacity of influencing, visioning and leading your company. Assess your managers' roles and responsibilities so that they are prepared to hold employees accountable for activities and behaviors that support the strategic plan.

Stage 2: Train you and your managers with the skills necessary to be intuitive about problems at the "Tip of the Iceberg," address issues, problem solve, and hold people accountable.

Stage 3: Coach you and your managers on:

• Developing a strategic plan with clear company, department and individual goals and standards

• How to hold meetings that focus on achieving the strategic goals

• How to handle individual and cross department interaction that discuss and resolve situations where we are not focusing on the strategic goal

• How to bring out the best in individuals with positive, motivational techniques

Stage 4: Benchmark & Recognize the performance of each individual and department. We will also help you develop a Recognition Program that acknowledges employees who have met their strategic goals and individual performance standards. In addition, we will show you how to hold each employee accountable for goals not achieved and how to benchmark their progress towards those goals.

From the Moving from Manager to Leader program, you will learn:

• How to develop a company and/or department strategic plan and mission statement

• How to develop specific goals that will bring the mission statement to realistic everyday activities

• How to become an effective coach versus taking on the work when people are not doing their part

• How to hold people accountable when they are not performing

• Effective communication skills to keep your people connected and motivated

• Problem-solving skills to overcome obstacles

• Decision-making skills that create a sense of collaboration and synergy

• Conflict resolutions skills

• The benefits of moving from an old management style to new collaborative leading

• What empowerment really means and the key to holding people accountable

• How to get buy-in and make the strategic plan a living plan

• To eliminate the "too many meetings" syndrome

• What motivates each of your employees and how to ignite the passion within

• How to identify your unique leadership style and how you relate to others

• The discipline style that works for you

• An accountability method that works for you and your people

• How to identify your employees' strengths and gaps

• How to overcome employee barriers and reach greater success

*** Our Leadership program is based on our the book, "The Secret to 'I AM'" and The Power to Believe.   This Leasdership program shows people how to get clear, calm, confident and connected with themselves and others, at work and at home even when under severe pressure and change. The Leadership Program  helps individuals to make effective decisions that focus on "the highest good of all," verses what is in it for them by eliminating fear and self-doubt that would otherwise cause them to "flee" from saying what they think or feel or "fighting" to be right and get things their way, thus minimizing synchronicity, trust and effective teamwork. 

Leadership:  Bring Out the Best in Yourself and Others

              Secret # 1: Embrace your Uniqueness

• Who are you in your uniqueness: strengths and weaknesses?
• How do your weaknessess show up as you relate to others? 
• How can I embrace the unique strengths and weaknesses of each of my employees/co-workers/departments and yet bring out their best?
• How might I become an effective coach versus taking on the work when people are not doing their part?

Secret # 2: Embrace the Unknown

• How might I identify my unique reactive pattern or leadership style when I face the unknown?
• How might I embrace and help lead change with others when they face they unknown?
• How might I become more aware of what is happening in the now: at work, in the marketplace, within myself and emotionally with others?
• How might I develop problem-solving skills to overcome obstacles and address issues with people in a proactive way?

Secret # 3: Embrace your Intuitive Wisdom

• How might I be more intuitive w/ my co-workers/employees and needed changes in our plans?
• How might I be wise in decision-making and communicating that change?
• How might I keep in tune by using a One Minute Meditation to get calm and centered and a 6-point intuitive check so that you can be clear and conscious in my decision-making?
• How might I learn the balance of trusting my gut and using my head, before I speak or act?

• How might I re-fuel the passion and enthusiasm within and with others?
• How might I deal with difficulties and difficult people so that our passion and focus can be re-ignited?
• How might I be a positive influence everyday by being aware of my thoughts, feelings and behavior choices?
• How might I discover the power of gratitude and positive thinking, even in difficult situations?
• How might I deal with difficult and situations through the power of empathy, compassion and forgiveness?

*** Teamwork is a big buzz word in the workplace, yet many companies have not trained their employees on how to effectively TEAM together. There are many ways in which we need to team together within our organizations. Department members need to team to meet deadlines and share responsibilities. Cross-departmental teams represent a bigger picture and need to team together to make decisions for the overall good of the company. Employees need to team with managers to trust they are making the best decisions given the parameters in which they need to operate.

Many of us have problems around the idea of teaming together due to differences in the ways we relate to one another, our personalities, our values, and our desire for control and independence.

Team Autonomy takes you through the 4 stages that develop a team.

Stage 1: CLOSED COMMUNICATION
Often times teamwork is stiffled because of closed communication.  We think that if we speak up, we might be judged or we might get a consequence we don't want to face. Or maybe it's the opposite situation.  Perhaps we don't have a problem speaking up, but we do have difficulty listening.  In either case, one-way communication inhibits teamwork.

Stage 2: UNRESOLVED CONFLICT
Most people do not like the thought of conflict.  They will speak up and listen, but when it comes to disagreement, they don't know how to agree to disagree.  When conflict occurs, instead of creatively collaborating to find the best solutions, many people fight to be right, or flee out of fear.  This leaves "the elephant in the room"  which can appear in the form of low motivation or resentment.  Although the team may appear to be working on the surface, the team is not performing at it's best because it is not synchronized.

Stage 3: OPEN COMMUNICATION
Open communication allows for members of the team to have a voice on matters of concern.  Communication alone will not create teamwork if it is done one-way through e-mails, through notes and through meetings that have someone TELLING others what to do or what has changed in a company.  Communication that leads to effective teamwork is open-minded and two-way, which means everyone speaks their truth regarding their own feelings, needs and perceptions, yet in the same breath is open to the feelings, needs and perceptions of others. Changes and solutions are made collaboratively.  Openness leads us to possibilities that perhaps no one could've thought about on their own because openness leads to curiosity and creativity.

Stage 4: TRUST
Trust occurs when we have communicated and problem solved to a point where we are seeing the same vision and agree on the means to get there. The best decisions =the solution + the buy-in.  When we have reached this point in our discussions, we have achieved a level of trust and become a high performing team!

Personal Empowerment Program--Renew your Vital Energy!

Susan K. Wehrley & Associates is committed to programs that increase fulfillment and effectiveness at work and at home.  Our newly designed Personal Empowerment Program is based on techniques from Susan's two books, The Secret to "I AM" and The Power to Believe, and is designed specifically for individuals, leaders and company employees who are desiring greater fulfillment within and connection with others so that they can develop better personal and professional relationships and partnerships as they create the life they want, at work and at home. This new program,
Personal Empowerment Program--Renew your Vital Energy! shows people how to get clear, calm, confident and connected with themselves and others, at work and at home even when under severe pressure and change. Our Personal Empowerment Program shows people how to embrace their unique self while honoring others, therefore creating greater synergy and trust, at work and at home. The techniques included in this course will empower people to transform into the change they envision with an ability to connect with others so they can express themselves authentically, while listening to others openly. !

Here is the The Personal Development Course outline.
This can be tailor-made to suit your needs, once we conduct our assessment.

             Secret # 1: Embrace your Uniqueness

• Learn how fear and self-doubt shows up in your life: in your thoughts, in your attitude, in your feelings, in your behavior, and in your choices you make, at work and at home.  Transform your fear and self-doubt into courage and faith so that you can become more clear, calm and confident in your personal and professional decisions!

• Discover how to become aware of emotions such as powerlessness, confusion, fear and shame. Transcend these feelings into courage so that you can see the truth about your situation, others and yourself with the wisdom, love and power; thus allowing you to speak up authentically and listen to others openly. 
  
  Secret # 2: Embrace the Unknown
  
• Learn how being attached to the outcome effects your decision-making and can put you into a "Fight" or "Flight" reactive pattern. Learn the 3rd option of choice, which is to speak up, trust and allow.

• Discover what attachments get you stuck and how you can transcend your attachments into a more free way of living, so that you can transform into the change you envision, at work and at home.
  
  Secret # 3: Embrace your Intuitive Wisdom

• Learn the 60-second S.T.O.P. Technique to get clear, calm and centered at work and home, when facing the most difficult situations and people.

• Keep in-tune with the reality within you and around you by using a 6-point intuitive check so that you can be clear and conscious in your decision-making.
  
  Secret # 4: Embrace A Love in Something Bigger than Yourself!

• Discover a deeper love than your own desire to be comfortable and to feel important.  Practice the One Minute Meditation, daily gratitude and positive thinking in order to keep your focus.

• Learn techniques to deal with difficult people and situations through the power of empathy, compassion and forgiveness. 
  

In today's changing, challenging and tumultuous world, there has never been a better time to turn to Susan K. Wehrley & Associates, Inc. for help in re-energizing and transforming yourself, your employees, your business, or organization. We are nationally known for 5-Step Proven Performance Process addressing areas such as: Personal Empowerment, Leadership, Teamwork, Sales, Customer Service and Strategic Planning.

Susan K. Wehrley & Associates, Inc.  was founded in 1988 by Susan K. Wehrley, who has successfully worked with companies such as Harley-Davidson, Rockwell International, Pepsi-Cola, Johnson Controls, A.O. Smith, Hyatt Hotels, Verlo Mattress, Time Warner and many more.

Most conventional training programs focus primarily on teaching employee skills.  These training programs do not create permanent change. What makes our company different is that we focus on the root causes and needs of your specific company, that when addressed, create greater success.  We take you and your employees through a 5-Step Proven Performance Process that transforms your workforce into a highly synchronistic team that focuses their activities, conversations, and decisions on your vision and company goals.

This approach is especially effective for businesses and organizations who desire:

• Greater productivity and profitability

• A corporate culture based on trust rather than fear

• A corporate culture that promotes wellness and balance

• A highly motivated, self-directed workforce

• Work teams that respect and honor each other

• Greater harmony and collaboration among workers

• A workforce empowered to achieve peak performance

• Improved customer service

• Higher employee retention rates

• Greater sales and profits!