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| A 2-day
inhouse
public program for sales supervisors and managers on
leadership
aspects of sales management, facilitated by G. K. Lim, FInstSMM, CMS, CEI |
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| Powerful benefits participants will receive |
| You will… |
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Understand your Number One job priority as a sales manager |
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Understanding your sales people's needs |
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Learn what about talent management |
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Understand the concepts of talent management |
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Learn how to perform on-the-job training |
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Be aware of current corporate selling approaches and strategies |
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Know how to preparing the sales division for problem-solving consultative selling approaches |
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Learn how to help sales people strategize their selling efforts |
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Be introduced to the B2B Problem-Solving Consultative Selling Roadmap |
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Understand how your sales people think and make decisions |
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Discover and understand your own thinking preferences as a sales manager |
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Analyze your strengths and areas of concern in relation to your thinking preferences |
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Realize why effective communication is vital to success as a sales manager. |
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Learn how to earn your sales people's S.T.A.R.
(Support, Trust, Admiration & Respect ) |
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| Program Topics |
Module One: Attracting, managing and keeping the best sales people |
| When you wear the sales manager's hat |
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What is your number one job priority? |
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As a sales manager, do you personally sell? |
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The difference between a sales manager and a sales person |
| Managing sales talent |
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Test your current knowledge of sales talent management |
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What is talent and why you cannot train or develop talent |
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The differences between skills, knowledge and talent |
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Why you cannot change people |
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Your four roles as sales manager in managing your people |
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Some FAQ's on sales talent management |
| Putting sales talent management into action |
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Questions your sales people ask of you as their sales leader |
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The three major talent groups (striving, thinking, and relating talents), and how they relate to the sales industry |
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How not to lose good sales people |
| How to train your sales people |
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The difference between coaching and teaching / telling |
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The fine art of evaluating |
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The mechanics of curbside coaching |
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The steps to take when performing curbside coaching |
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Module Two: Managing your sales people's sales efforts |
Preparing your sales division for problem-solving consultative selling approaches |
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Is your company's promotional literature relevant to consultative centric selling? |
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Working with strategic partners to serve customers |
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Ensuring the sales division is solution-centric and not just product-centric |
| Helping your sales people strategize their selling efforts - Part One |
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Introducing the B2B Problem solving Solution Selling Roadmap |
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Using the Roadmap to lead each sales person's sales efforts thru to successful completion |
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Ensuring your sales people understand the power of the C.U.T.E. Model |
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Managing the collection of testimonials, references from satisfied customers |
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Determining the measurement of probability of sales success |
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Determining the tools and benchmarks used to evaluate problems, symptoms, causes, and implications |
| Helping your sales people strategize their selling efforts - Part Two |
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Helping sales people identify and measure effectiveness of components of a solution proposal |
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Helping sales people gather information on competitors |
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Helping sales people take action on strengths and areas of concerns vis-à-vis competitors |
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Coordinating peer-to-peer tie-ups in team selling |
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Helping sales people's action plan efforts |
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Helping sales people measure potential ROI to be experienced by customers |
Module Three: How to earn your sales people's S.T.A.R.
( Support , Trust , Admiration & Respect ) |
| Understanding how your sales people think and make decisions |
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Discovering and understanding your own thinking preferences as a sales manager |
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People are different in their thinking preferences |
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Why your sales people need to know how people think and make decisions |
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How this information affects the way you approach your sales management functions |
| Why effective communication is vital to success as a sales manager |
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Communication is a two-way street |
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Communicating ideas to sales people |
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Group activity: The Great Communication Exercise |
| “First, clean up your bedroom…..” |
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Intrapersonal Intelligence means having high self-esteem |
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What is self-talk and why it is vital to a healthy self-image |
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How to turn negative self-talk into positive affirmations, and making them come true |
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Anger management |
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Emotional baggage management |
| Putting Emotional Intelligence (EI) into action |
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Communicating from the heart so that your sales people will listen to you, follow you, and do as you say |
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The Tainted Glass Reality -- looking at life from other people's point of view |
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| Who Should Attend? |
All sales supervisors and managers who have sales people reporting to them. |
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| Why This Program Is Special |
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Discusses techniques and strategies used by Fortune 500 companies , adapted to suit the Asian business environment |
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40% expert input (or lecture), 60% audience participation (learning by doing); |
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Each participant receives a comprehensive fact-filled workshop-manual-cum-resource-book for easy on-the-job reference; |
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Each participant receives zipped folders containing over 50 articles on sales management skills written by various authors; |
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Free two-year follow-up in the form of "Partners" ezine; |
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Validated by EDS™ (Executive Development Seminar) of Advance Academy Resources Sdn Bhd for CEU award purposes ; |
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Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International, and Training Malaysia ; |
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In association with HRD Gateway, this program offered in: India , Pakistan , Sri Lanka , Singapore , Malaysia , China , Taiwan , Indonesia , Brunei , Thailand , Cambodia , Vietnam , Laos , Myanmar , Philippines , Czech Republic , UAE, and USA . |
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Click here to Download Full Program Brochure |
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Duration |
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Download |
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Click here to Download Full Program
Brochure |
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Program
Validation |
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Validated
by EDS™ (Executive Development Seminar) of Advance
Academy Resources Sdn Bhd in collaboration with
Akamai University and Commonwealth Open University for
CEU award purposes |
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| Program
Endorsed by the Following Organizations |
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Highlights |
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