LEADERSHIP & SALES MANAGEMENT

DRC Management & Training PLT

Website: www.asia-seminar.com

E-mail: william@asia-seminar.com /drleonchua@gmail.com 

Enquiry WhatsApp 013-7296728

CLICK to View and understand the importance of this Program

TRAINING METHODOLOGY:

Interactive Lecture, Motivation, Coaching, Case Studies, Brain Storming, Role Play derived from Videos, Group Discussion & Assignments.

WHO SHOULD ATTEND:

This seminar is for all Marketing Directors, Marketing Managers, Sales Managers & Sales Supervisors whose job requires that they improve their leadership qualities and sales team management skills plus motivate the sales team towards higher performance

HOW WILL YOU BENEFIT:

At the end of the training session, participants will be able to:

1) Identify & implement strategic ways to improve on sales team management & organizational skills

2) Conform to people management skills without bias and emphasize more on individual sales team-performance while choosing to develop a situational leadership style

3) Assist to realizing pertinent areas for self-improvement so as to be able to improve one's attitude to better supervise, guide, manage, train and lead a team to the highest standards.

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 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 in sales management

KEY CONTENTS:

DAY 1

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

5.      Know the difference between Sales Management & Sales Leadership

SETTING PRIORITIES

1.      Organize yourself, your priorities and your time

2.      Assess the strengths &weaknesses of your salespeople

3.      Recruit and select high performing salespeople

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 KPIs (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

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

SELECTING THE BEST

1.      Starting the interview

2.      How to ask questions & what questions to ask

4.      Evaluating and selecting the right candidates

MAKING THEM BETTER

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

3.      Coaching techniques – Tactics

4.      Barriers

5.      Getting feedback

6.      Counselling

7.      Non-job-related issues – Job related issues

8.      Performance burnout problems

9.      Diagnosis of sales effectiveness

EQUIPPING THE TEAM

1.      What must they do to succeed

2.      How will you help them

3.      How can they help themselves

FOCUSING ON THE AVERAGE PERFORMER

1.      What should you do: (a) Observation (b) Performance prescription 

         (c) Performance analysis

MOVING INTO THE SALES LEADERSHIP PARADIGM

1. The impact of leadership on performance

2. Managerial approach versus leadership style

3. Reinventing the effective leadership style

4. The different leadership styles and how it affects performance

5. The 3 Basic Leadership Styles & the 7 Tactical Leadership Styles

6. The differences between the old and the new leadership styles

AN OVERVIEW ON THE STRUCTURE, MECHANICS, SYSTEMS & STRATEGIES 

OF PROFESSIONAL SELLING THAT SALES LEADERS NEED TO KNOW TO COACH THEIR TEAM

1. The Organized Sales Presentation

2. Time and territory management

3. Sales Psychology - Selling to different customer personalities

4. Handling Questions & Objections

5. 20 Closing Techniques

Day 2

VISION, MISSION & KEY RESPONSIBILITIES

1. Focus on the Company’s Vision

2. Business Process Re-engineering

3. Strategic Steps towards Progress

PROBLEM SOLVING & DECISION MAKING

1. What is decision making & problem-solving in leadership?

2. How to solve a problem as a sales leader?

3. Guide lines to help you solve problem

4. How to improve decision-making and problem-solving skills

CHANGE MANAGEMENT

1. Change Management Process

2. Strategies for Managing Change

3. The 7 R’s of Change Management

4. The 5 Activities of Change Management

UNDERSTANDING & MOTIVATING EMPLOYEES

1. Ways to motivate employees: Financial & Non-Financial Motivation

2. Employee personality assessment

3. Integrating the different personality styles for effective interaction

4. Building a cohesive team

EFFECTIVE MANAGERIAL & SUPERVISORY SKILLS

1. Leadership Efficiency: Attitude, Professionalism & Organization

2. The 3 Power Approach - Leveraging, Pro-Active Attitude & Discipline

3. Focusing on the human side of management

4. How to communicate & manage persuasively

5. How to be a great coach?

6. Teaming-up Employees

MANAGING EMPLOYEES’ PERFORMANCE

1. Effective Supervisory Skills from directing, coaching, supporting to delegation

2. Shaping up problem workers

3. Praise & Rewards

4. Providing On-the-Job Training

5. Giving constructive criticism

6. Performance appraisal

REVIEWING, RESTRUCTURING & DESIGNING YOUR STRATEGIC SALES MANAGEMENT PLAN

1. What you need to do after the seminar

2. Set priorities & deadlines

3. Take action

Trainer’s Profile

William BL Chua PhD

He has a broad experience in leadership & sales management after having worked with several multi-national organizations in various managerial capacities such as - Group Marketing Manager, Manpower Training & Development Manager, Regional Business Development Manager, Group HR & Training Manager, General Manager & CEO. His 26 years of working experience has exposed him to a wide spectrum of disciplines. Through several companies, he has led teams of marketing executives and hundreds of independent business development consultants cum agents,

Hs vast experiences is complemented with a Diploma in Sales Management, a BA major in Psychology, an MBA and a PhD in Organizational Behavior. He has been a full-time corporate trainer since 1999. He is very proficient in a wide range of training programs which includes among others - Leadership & Sales Management, Professional Selling Skills, Sales Motivation, Leadership & Organizational Skills, Sales Psychology, Marketing & Sales Strategies, Confidence & Power in Dealing with People, Constructing & establishing Corporate Core Values, Change Management, Stress Management, Customer Service Excellence, Corporate Teambuilding, Public Speaking Skills, Interpersonal & Communication Skills, Time Management & Goal Setting, the Black Belt Manager, Sun Tzu Art of War, Developing Emotional Intelligence, a series of  Motivation Programs and various other management programs. He is also a certified trainer in the facilitation of Customer Service Excellence by the Service Centre of Switzerland. He was a member of Insurance Institute Malaysia (IIM), Malaysia Institute of Management (MIM) and was a registered trainer with the Malaysia Association of Professional Speakers (MAPS). He is also a certified trainer with the Human Resource Development Corporation (HRDC) since 1999 and a proven master motivator, a coach, a live wire that charges the inner self even in the toughest and roughness of challenges. He has been a keynote speaker for more than a thousand participants in attendance on several occasions.

To-date, he has conducted training to more than 700 companies, some of which are: ING Insurance, Cerebros, TA Investment, TQS Enterprise, The Edge Communications, UCB Pharma, Unisem, VIA Communication Network, RHB Bank, Alliance Bank, Asia Life, American Home Assurance, Amanah Saham Sarawak, Hong Leong Unit Trust, Wing Tiek Holdings, Mitsui Sumitomo, Amassurance, Techdos, PBDS, Toyota, Honda, Brother International, Basis Bay, Blue Scope Steel, BTV Productions, Betamek Electronics, Boilercare, Bintulu Port Authority, Paramount Property Development, ISL Services, Infiniti Medical, IOI Loders Croklaan Oils, Pantai Medical Center, SPC Industries, SNC Consolidated, Syntronic, Synergy Worldwide, P & O Global, PGF Insulation, Innosabah Securities, Jashin Cabins, SkyNet Worldwide, Sime Darby Travel, Top Glove, Epcos, Eli Lili, Eisai, Tashin Steel, Eliston Engineering, Exxon Mobil, Farmchochem, Techdos, Tekla, Total Oil Malaysia, TH Properties, TT Engineering & Manufacturing and many more.