High Altitude Sales Management

PROGRAM : High Altitude Sales Management

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Facilitated by

G.K. LIM (Sawadpong Limtrakul)
MBA, DBA candidate
Certified in Marketing and Sales (ISO CMS 991182)
Approved CMSI Sales Personnel Certification Advisor & Instructor
Master Duniyaramsa Mind Development Trainer
Solution Selling Roadmap Implementation Specialist

WHY THIS PROGRAM IS SPECIAL

Discusses techniques and strategies used by Fortune 500 companies, adapted to suit the Asian business environment
40% expert input (or lecture), 60% audience participation (learning by doing);
Each participant receives a comprehensive fact-filled workshop-manual-cumresource-book for easy on-the-job reference;
Each participant receives zipped folders containing over 50 articles on salesmanagement skills written by various authors;
Validated by EDS™ (Executive Development Seminar) of Advance Academy Resources Sdn Bhd for CEU award purposes;
Endorsed by HRD Gateway, malaysiaHRonline, HumanTalents International, andTraining Malaysia;
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.

INTRODUCTION

Is it an understatement to say that the role of sales leadership and sales management have changed dramatically in present time?

This workshop is design to help senior sales managers and sales directors work with everchanging technology, a better educated workforce, higher customer demands, and greater expectation from other stakeholders.

How can they play the roles of a leader, manager, coach, and coordinator combined? The purpose of this workshop is to provide participants the skills and techniques to lead sales subordinates in a teamwork environment and commitment. Through discussions and exercises, participants will learn how to lead a team to achieve a common goal while developing its individual team members.

BENEFITS OF THE PROGRAM TO SALES MANAGERS

Understand your Number One job priority as a sales manager
Understanding your sales people’s needs
Know the issues of mid-management
Learn how to lead up, across and down
Learn about talent management
Understand the concepts of talent management
Learn how to perform on-the-job training
Be aware of current corporate selling approaches and strategies
Learn how to help sales people strategize their selling efforts
Be introduced to the B2B Problem-Solving Consultative Selling Roadmap
Understand how your sales people think and make decisions
Discover and understand your own thinking preferences as a sales manager
Analyze your strengths and areas of concern in relation to your thinking preferences
Realize why effective communication is vital to success as a sales manager.
Learn how to earn your sales people’s S.T.A.R. (Support, Trust, Admiration& Respect)

PROGRAM TOPICS

When you wear the sales manager’s hat

What is your number one job priority?
As a sales manager, do you personally sell?
The difference between a sales manager and a sales person

Passion-Centered Leadership -- keeping your best sales people

Test your current knowledge of sales talent management
What is talent and why you cannot train or develop talent
The differences between skills, knowledge and talent
Why you cannot change people

The differences between skills, knowledge and talent

Why you cannot change people
Your four roles as sales manager in managing your people
Some FAQ’s on sales talent management

Putting sales talent management into action

Questions your sales people ask of you as their sales leader
The three major talent groups (striving, thinking, and relating talents), and how they relate to the sales industry
How not to lose good sales people

Identifying one’s strengths and weaknesses

Participants identify activities they love doing and hate doing
Participants identify their strengths and weaknesses
Participants create their talent themes and areas
How to make teams produce more by bringing the "I" and "me" back into teamwork

How to train your sales people

The difference between coaching and teaching / telling
The fine art of evaluating
The mechanics of curbside coaching
The steps to take when performing curbside coaching

Helping your sales people strategize their selling efforts -- Part One

Introducing the B2B Problem solving Solution Selling Roadmap
Using the Roadmap to lead each sales person's sales efforts thru to successful completion
Ensuring your sales people understand the power of the S.U.S.U. Model
Managing the collection of testimonials, references from satisfied customers
Determining the measurement of probability of sales success
Determining the tools and benchmarks used to evaluate problems, symptoms, causes, and implications

Helping your sales people strategize their selling efforts -- Part Two

Helping sales people identify and measure effectiveness of components of a solution proposal
Helping sales people gather information on competitors

Are you warm and friendly – or are you a slave driver?

Discovering and understanding your own thinking preferences as a sales manager
People are different in their thinking preferences
Why your sales people need to know how people think and make decisions
How this information affects the way you approach your sales management functions

Putting Emotional Intelligence (EI) into action

Communicating from the heart so that your sales people will listen to you, follow you, and do as you say
The Tainted Glass Reality -- looking at life from other people's point of view

Informal leadership strategies

Group exercise: Think of two persons you respect most
Video clips: Spartacus, the slave-leader
Characteristics of an informal leader
Strategies that will enhance your informal leadership status
Benefits of being an informal leader

Emotional Intelligence – crucial to sales managers

How do I get my subordinates to S.T.A.R. (support, trust, admire, and respect) me?
How to ABCD and CARE

A HIGHLY INTERACTIVE PROGRAM

G K Lim uses the 40%-expert-input-/-60%-audience-participation formula in his training sessions. For maximum learning impact and retention, he uses audience participation techniques such as individual exercises, group exercises / discussions, peer-teaching activities, case studies, role plays, humor, kinesthetic exercises, superlearning inducement / stress release exercises, subconscious-mind conditioning activities, music, and watching and discussing video clips.

COURSE TRAINER

G K Lim (aka Sawadpong Limtrakul) is President of HRD Gateway, a 40,000-member international non-profit organization dedicated to excellence in human resource management. He is also a training consultant in the area of consultative / solution-centric selling skills, key account management, negotiation / persuasion / influencing skills, 360-degree managerial excellence, level 5 leadership, personal productivity / resilience skills, and mind / intuition enhancement.
He holds an MBA from American Heritage University of Southern California, and currently working for his DBA from Ifugao State University, Philippines.
He has had consulting and training assignments in Thailand, Indonesia, Malaysia, Singapore, Brunei, Philippines, Vietnam, India, Sri Lanka, Maldives, United Arab Emirates, and China, and has appeared on TV2 (KL), TVM (Maldives), UNTV (Manila) and RPN9 (Manila).

He is……

Fellow of the Institute of Sales and Marketing Management;
Approved CMSI Sales Personnel Certification Advisor & Instructor;
ISO Certified In Marketing & Sales (ISO CMS 991182);
Certified e-Business Associate (EC-Council);
Certified EC-Council Instructor;
Certified Herrmann Brain Dominance Instructor;
Certified Competency-Based Training & Education Instructor;
Certified facilitator for "Psychology of Winning," "It's A Deal," "Adventures in Attitudes," and "You Were Born Rich Video Program;"
Accredited Facilitator, Accelerated Entrepreneurs Development Program;
Silva Mind Control facilitator;
Associate, Profiles International;
Process Implementation Specialist, SMI
NLP practitioner;
Affiliate, Jim Rohn International;
Member, Ecumenical Society of Psychorientology;
Member, Intuition Network;
Founding Member, International Association of Coaches;
President, HRD Gateway;
Past President, China HRM;
Principal Consultant, Human Resources Services;
and Project Leader, HRD Gateway Management Development Centre program development project

A partial list of in-house training clients include: ABB, Aesculap, Acer, Aon Vietnam, ANZ Bank Hanoi, B Braun, Bristol-Myers Squibb, Cadbury, Canon, Ciitibank, Cycle & Carriage Bintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical, Flextronics, GE Toshiba Silicones, HAVI Food, IQPC Oil & Gas Dubai, IITM Sri Lanka, Intel, Jabil, Jaya Jusco, Komag, Landmark Graphics, Maersk Medical, Maybank, Maxis, Microsoft Thailand, Mitsui-O.S.K. Lines, Mitsui Sumitomo, NEC, New Zealand Milk, Nordberg China, Novartis Pharmaceuticals, O'Connor's, Panasonic, Permodalan BSN, Public Bank, PSA Maldives, PWTC, Reliance, Roche, Samsung India, Shell, Sime Darby, Singapore Institute of Management, Syngenta Crop Protection, Ta'aheel FZ. Dubai, Tara Prima Megah Bandung, Texchem, Tecumseh-Euro-Malaysia, TUDM, Wearne Brothers, Xepa-Soul Pattinson, Yves Rocher, and Zuellig Pharma

COURSE FEES

In-House Course Fee :	Call 6016-216 1383 (Mr. Jimmy Ong) or Fill in Inhouse Request Form	Inhouse Course Request Form
Public Course fee:	To Be Advised	Public Course Registration
Date/s :	TBA (2 Days Program)
Time :	9am – 5 pm daily
Venue :	In House/Hotel/TNI Centre