HIGH PERFORMANCE DYNAMIC SALES TEAM CHALLENGE:  

TEAMWORK – LEADERSHIP – SALES MOTIVATION

"An action packed sales team motivation workshop"

~ fun, exciting, challenging, motivating, serious ~

"Building a dynamic and successful sales team - the way to go in escalating sales performance" 

FOREWORD:

This is a power-packed workshop on absolute teamwork in selling, which includes leadership empowerment and lots of motivation. All in all, the workshop is very informative, and both fun and exciting which is intended on establishing a professional power sales team high spirited culture. In creating this program our initial thought from our client’s point of view was: what would make it different to the rest of the approach currently available? It should be:

v       Practical and realistic

v       Based on our vast experience in similar field

This program is not designed to be a “quick fix”, and it certainly won’t change people 100% in 2days, but it will be the turning point in establishing a team-dynamic professional selling culture that will sooner set a perpetual continuum in dynamic selling.

We have created “STOP AND REFLECT” activities in each module to:

v       Help you take a look at your own team-spirit and leadership style

v       Identify what steps need to be taken to improve its performance in sales & service

v       Enable you to put into practice the appropriate actions that will guide your sales team towards better

         performance.

OBJECTIVES:         

·         To establish fellowship & unity       

·         To improve coherence & inter-dependency

·         To increase efficiency and productivity   

·         To establish an aggressive sales culture

DAY 1

Part 1:

9.00am-10.00am

What is a Sales Team?                       

1)     The Sense of Direction – A Sense of Belonging – A Sense of

         Identity

2)      Vision – Values – Sales Culture                                                           

Part 2:

10.00am-10.30am

Teams and Organizational Cultures

1)        Power Culture – Role Culture – Task Culture – People Culture –  Sales Culture

10.30am-10.45am

TEA-BREAK

Part 3:

10.45am-11.15am

Team Composition

1)     Project Teams – Inherited Teams – Team Role Indicators

Part 4:

11.15am-12.15pm

Team Development

1)    Forming – Storming – Norming – Performing

2)    Atmosphere – Discussion Content – Group Objectives –

       Communications – Handling Conflict – Decision Making –

       Criticism – Expression of Personal Feelings – Task 

       Achievement – Leadership – Group Sensitivity & Review 

Part 5:

12.15pm-1.00pm

Conflict

1)    Effective relationship at work

2)    Distinguishing between healthy and unhealthy conflict

3)    Being able to assess the personal and organizational cost of

        conflict

4)       Being aware of the importance of feedback in handling

        conflict situations

1.00pm-2.00pm

LUNCH-BREAK

Part 6:

2.00pm-2.45pm

Team Working Trends

1)   Less directive – more guiding – more enabling

Part 7:

2.45pm-3.30pm

17 Powerful Laws in Building a Team of Sales Warriors

1)   Step by step encompassing all the requisite laws

2)   Commitment to live by such laws

3)   Relating such laws to the formation of a power sales culture

3.30pm-3.45pm

TEA-BREAK

3.45pm-5.00pm

Continuation of Part: 7

DAY 2

Part 8:

9.00am-9.45am

The Qualities of a Sales Leader

1)   Reflecting – Appreciating – Formulating of Qualities to move ahead

2)   Accepting challenges and embracing changes

Part 9:

9.45am-10.30am

Leadership Qualities of a Sales Samurai

1)   The Way of the Samurai in relation to professional selling

2)   From Learning - Leading – to Action

10.30am-10.45am

TEA-BREAK

Part 10:

10.45am-11.30am

How to Become a Powerful Sales Master

1)       Self audit of behavior and plans

2)       Winning steps to embrace towards transforming into a sales master

Part 11:

11.30am-1.00pm

Ethics of the Sales Warrior

1)    Ethics breeds discipline – Discipline empowers performance

1.00pm-2.00pm

LUNCH-BREAK

Part 12:

2.00pm-3.30pm

The Miracles of Sales Management

1)       Miracles achieved through manifestation of ideas for leveraging

2)       How to leverage and achieve more sales

3.30pm-3.45pm

TEA-BREAK

Part 13:

3.45pm-5.00pm

Teaming up for a Sales Revolution

1)       From Evolution to Revolution

2)       Opportunity and circumstances allows success multiplication

DAY 3

Part 14:

9am-9.30am

The Definition of Professional Selling

1)       Defining – Understanding – Knowing what it takes to be a

        Professional

Part 15:

9.30am-10.30am

Paradigm Shift into the Professional Selling Arena

1)       Mindset Change – Attitudinal Realignment – Formation of  the

        winning  habits in professional selling

10.30am-10.45am

TEA-BREAK

Part 16:

10.45am-12.00pm

The Process of Sales Enlightenment

1)     Sales Re-skilling - Re-engineering of overall selling skills

Part 17:

12.00pm-1.00pm

Objections Signifies Interest

1)       Revealing – Reframing – Realizing

2)       Appreciating that there are solutions to every objections

1.00pm-2.00pm

LUNCH-BREAK

Part 18:

2.00pm-3.30pm

30 Power Closing Techniques

1)    Knowing – Interfacing – Applying – Closing

3.30pm-3.45pm

TEA-BREAK

3.45pm-4.30pm

Continuation of Part 18

4.30pm-5.30pm

Commitment to Higher Performance!!!

TRAINING METHODOLOGY: 

Interactive Lecture – Motivation – Video – Corporate Games for Simulation – Group Interaction & Brainstorming

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 Organisational Behaviour 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.