Effectively learn how to lead and manage a sales team. This is a pragmatic ledershio & sales management seminar.
 
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Leadership & Sales Management
 

 

HIGH PERFORMANCE LEADERSHIP & SALES MANAGEMENT

Learn effective ways to manage and lead a sales team
                      Exclusively delivered by (Dr.) William Leon Chua        

 

FOREWORD:

 

The primary function of a Sales Manager is to lead his sales team to achieve and reach higher levels professionally, effectively and successfully.  According to a survey conducted by psychologists, a knowledgeable, charismatic and committed leader can increase the proactive level of his people by at least 20 times. Often salespeople are promoted to the rank of sales manager just because they can sell better than the rest of the team. Many have defunct in their new role. Selling and Sales Management are two sides of a coin. It is not necessarily true that a good salesperson can be a good sales manager and vice versa. Sales management requires a totally new role altogether, ranging from – planning to strategizing to organizing, recruitment to staffing, training to delegation, monitoring to control. A salesperson who has been promoted to sales manager no longer takes care of his personal sales but rather that of looking into his overall team performance.

Sales Management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. It is an important business function as net sales through the sale of products and services and resulting profit drive most commercial business. These are also typically the goals and performance indicators of sales management.

Sales Planning involve strategy, setting profit-based sales targets, quotas, sales forecasting, demand management and the writing and execution of a sales plan. A sales plan is a strategic document that outlines the business targets, resources and sales activities. It typically follows the lead of the marketing plan, strategic planning and the business plan with more specific detail on how the objectives can be achieved through the actual sale of products and services.

 

 

COURSE OUTLINE

 

STEPPING INTO THE JOB AS A SALES MANAGER

1.      Who are your immediate customers

2.      New dependencies, new role, require new skills

3.      Managerial self-assessment checklist

4.      Who expects what from me

5.      How do my salespeople see me

 

REVIEWING YOURSELF AS A SALES MANAGER

1.      Understanding your leadership style

2.      Identify your own sales management style

3.      Your personal development needs

4.      Adapting to meet the needs of your team

 

SETTING PRIORITIES

1.      Organize yourself, your priorities and your time

2.      Assess the strengths &weaknesses of your sales people

3.      Recruit and select high performing sales people

4.      Lead and motivate your sales team to achieve results in tough times as well as good times

5.      Prepare and deliver effective and inspiring team meetings

6.      Establish key performance indicators for individuals and the team as a whole

7.      Conduct effective performance reviews

8.      Create your own development journal and personal action plan to help you, and your team

 

MARKETING STRATEGIES

1.       SWOT Analysis

2.      SLEPT Factors

3.      Market Segmentation

4.      Time & Territorial Management

5.      SERVE Analysis

6.      The 4 Ps

7.      Critical Success Factors

8.      Contingency Planning

9.      Training & Development

10.   Striking a Winning Balance between: Sales & Service

 

 WHAT’S NEW, WHAT ISN’T

1.       Trends

2.      Service

3.      Salesmanship

4.      The Professional who sells

5.      Key-account selling

6.      Team selling

7.      Greater organizational involvement

8.      Which trends are you seeing in your company

9.      What do you need to change as a result of the trends

 

DO YOU HAVE THE RIGHT PLAYERS

1.       Sales strategies: (1) Persuasion-intensive   (2) Relationship-intensive (3) Persistence intensive

          (4)  Expertise-intensive

2.      Sales representative analysis

3.      Sales representative: (1) Major customer expectations  (2)Requirements to meet customer

          expectations

 

PICKING THE TEAM

1.       Finding good people

2.      The process

3.      Sources

 

SELECTING THE BEST

1.       Starting the interview

2.      How to ask questions & what questions to ask

3.      After the interview

4.      The use of a candidate evaluation form

 

 EQUIPPING THE TEAM

1.       What must they do to succeed

2.      How will you help them

3.      How can they help themselves

 

TEACHING THE FUNDAMENTALS

1.       Image management & interpersonal skills

2.      Understanding customers’ personalities

3.      Basic skills: Qualifying – Listening – Presenting – Handling objections - Closing

4.      The Organized Sales Presentation

 

DEVELOPING THE TEAM

1.          Making the most of joint calling opportunities

MAKING THEM BETTER

2.      What is coaching – Do you coach – How do you coach

3.      Coaching techniques – Tactics

4.      Barriers

5.      Getting feedback

6.      Counseling

7.      Non-job related issues – Job related issues

8.      Performance burnout problems

9.      Diagnosis of sales effectiveness

 

FOCUSING ON THE AVERAGE PERFORMER

1.          What should you do: (1) Observation  (2) Performance prescription  (3) Performance  analysis

LEADING THE TEAM

1.       Truths and myths about motivation

2.      Effective ways to motivate & lead the team

 

CREATING A REAL SALES TEAM

1.       How to foster teamwork

2.      Leadership

 

LEADING UP THE ORGANIZATION

1.       Managing the business side

2.      The business budgeting

3.      A method for analyzing actual business productivity

 

TAKING CARE OF BUSINESS –

1.          You!

 

OBJECTIVES OF THIS PROGRAM

To enhance leadership and sales management skills in order to heighten sales activities and procure maximum sales

 

WHO SHOULD ATTEND

Sales Manager and those who are required to lead a Sales Team.

 

TRAINING METHODOLOGY

Motivation, Lecture, Case Study, Group interaction, Assignments, Video 
At the end of the session, participants will have to develop a specific ‘sales plan’ for action. Their plans will be brainstormed thoroughly (evaluated – remedied – verified) before execution!

 

DURATION

2 Days (Both days from 9am to 5pm)

 

TRAINER’S PROFILE

 

Dr. William Leon Chua PhD, is the Founder, Chief Trainer and Principal Consultant of DRC Management & Training PLT. He is a sought-after management consultant; and compelling corporate trainer & motivator on Leadership Empowerment, Strategic Management, Teambuilding, Inter-personal & Communication skills, Strategic Marketing, Professional Selling Skills, Customer Service, Sun Tzu Art of War, Corporate Ethics, Mind-set Change, TQM, and High Performance Management etc.

 

He speaks to audiences in Malaysia, around the Asia-Pacific Region, and occasionally in Europe.

He was a member of the Malaysia Association of Professional Speakers (MAPS) & the Malaysia Institute of Management (MIM) and a registered corporate trainer with the Human Resource Development Federation of Malaysia (HRDF).


Academically - he has acquired a Diploma in Sales Management from IMM, a Diploma in Business & Management from Swansea, a BA majoring in Psychology from University of Hawaii, a MBA and a PhD in Organizational Behavior from IUKL.

 

Working Experience - With his more than 30 years of multi-industrial experience complemented with his 20 years as a professional corporate trainer, he has amassed volumes of skills and ideas. He is more than a lecturer, he is a corporate trainer qualified with years of in-depth multi-industrial experience.

 

During this 2-day program he will impart 30 years of his research and invaluable experiences on the subject matter to the participants.

All in all, he has provided corporate training to more than 700 companies ranging from manufactories, universities, pharmacies, housing developers, hotels, wholesalers……to banks and insurance companies etc.

 

His approach to facilitating seminars is – research-based & up-to-date informative, entertaining, highly motivating and at the same time, serious in approach to ensure that learning is effectively projected into action and results.

 

            COMMENTS FROM PARTICIPANTS

 

Ringo Low - CEO of Godell Parking Sdn Bhd

Very good and lively instructor and a lot of real life examples

 

Mohd Tazley Bin Nik Nordin - Director of Godell Parking Sdn Bhd

Knowledgeable and very clear on his presentation. All points are related to the subject matter

 

Farrah Farlina Mohd Yusof - Assistant Manager of Godell Parking Sdn Bhd

The workshop is filled with fun and far from boring theories picked up from or extracted from books

 

Joann Chong - Business Development Executive of Zynix Original Sdn Bhd

Very lively, straight to the points. Applicable to what we have to do

 

Daren See Cai Ying - Sales Supervisor of Oritronic Sdn Bhd

Excellent, very friendly. Interesting and will not zzzzz after lunch

 

Martin Tea Mian Chet - Sales Executive of IOI Loders Croklaan Oils Sdn Bhd

Very interactive approach. I have developed the potential of what it takes to become a leader sales manager

 

 

 

DRC Management & Training

Web-site: www.asia-edu.info

1B, 2nd Floor, Jalan Emas 4, Taman Emas,

9th Mile Cheras, 43200 Selangor, West Malaysia

E-mail: crenquiry@gmail.com / william@asia-edu.info

Tel: 016-2582100 / 016-2095570 

Providing corporate training programs since 1999

Malaysia - Singapore - Thailand - Brunei - China - Indonesia - Philippines - Cambodia - Vietnam - Laos - Myanmar - Australia

 
 
 
 
   
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Effectively learn how to lead and manage a sales team. This is a pragmatic ledershio & sales management seminar.