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Kong Chen, Engineer - Public Utilities Board, Singapore

This course gave me systematic knowledge which is very helpful for my profession.

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Transforming Sales Leaders into Great Coaches @ KL

Event 

Transforming Sales Leaders into Great Coaches @ KL
Title:
Transforming Sales Leaders into Great Coaches @ KL
When:
24 August 2016 - 25 August 2016
Where:
5 Star Hotel - To Be Announced (Malaysia) - Kuala Lumpur
Categories:
In House Training , Sales and Marketing , Leadership
        

Description

Facilitated by: Award Winning & Globally Recognized Authority on Sales


Ian Segail

“Bullet Proof Your Sales Team – The 5 Strategies Guaranteed To Turbo Boost Your Sales Teams results!’. He is one of Australia’s leading sales strategists and an authority in sales and sales management - See more at: http://iansegail.com/training-for-sales-management-styles/#sthash.bEnnNuUG.dpufCEO and founder of The Sales Coach AcademyWinner of the Tom Hopkins International Sales Person Of Year Award and the AHRI(Australian HR Institute) Internet Training Strategy Award.

Author of “Bulletproof your Sales Team” – (5 Star Rating on Amazon)
Winner of the Tom Hopkins International Sales Person of Year Award
Winner of the AHRI (Australian HR Institute) Internet Training Strategy Award.
Featured in Australia’s Leading Magazines & Newspapers
International published author
for sales industry magazines
Coached and trained
over 1000+ Sales Leaders
 

one of Australia’s leading sales strategists and an authority in sales and sales management - See more at: http://iansegail.com/training-for-sales-management-styles/#sthash.bEnnNuUG.dpuf
one of Australia’s leading sales strategists and an authority in sales and sales management - See more at: http://iansegail.com/training-for-sales-management-styles/#sthash.bEnnNuUG.dpuf
one of Australia’s leading sales strategists and an authority in sales and sales management - See more at: http://iansegail.com/training-for-sales-management-styles/#sthash.bEnnNuUG.dpuf
Bullet Proof Your Sales Team – The 5 Strategies Guaranteed To Turbo Boost Your Sales Teams results - See more at: http://iansegail.com/training-for-sales-management-styles/#sthash.bEnnNuUG.dpuf
Bullet Proof Your Sales Team – The 5 Strategies Guaranteed To Turbo Boost Your Sales Teams results - See more at: http://iansegail.com/training-for-sales-management-styles/#sthash.bEnnNuUG.dpufBulletproof Your Sales Team, The 5 Keys To Turbo &;Boosting Your Sales Team's Results" business articles, business reports and white papers including "The fish stinks from the head!" and "Why Sales Training Doesn't Work." Ian has an insatiable hunger for studying selling and people management and has passionately pursued answers to the question "How come some people can sell and most can't?"The CEO and founder of The Sales Coach Academy, which teaches sales managers how to effectively coach their sales people to deliver their sales numbers…consistently. "Bulletproof Your Sales Team The 5 Keys To Turbo Boosting Your Sales Team's Results" and a number of business articles, business reports and white papers including "The fish stinks from the head!" and "Why Sales Training Doesn't Work."

The No 1 Book on Sales written by Ian Segail

Bulletproof Your Sales Team (5 Star Rating on Amazon)

 

What Will You Learn by The End of This Course

•The difference between coaching and training - When to coach and when to train.
• How to coach for improved sales performance.
• How to conduct a power packed infield coaching session that will ensure your sales person keeps delivering long after your eld visit.
• A simple and practical framework for driving consistent sales results.
• An understanding of the effective use of coaching in a sales management context.
• An approach to developing their team that includes pre-sales, sales & follow up support.
• Skills and tools for managing teams remotely.
• The ability to build relationships of trust with the sales team & other stakeholders.
• The ability to identify different development needs within their team & coach appropriately.
• Condence & ability to give feedback; to “tell it like it is” without jeopardising relationships.
• The skills to handle dicult conversations.
• An enhanced ability to empower others.
• You will be completely immersed in learning all that it takes to be an eective sales performance coach. You will be trained in the tools, tactics, behaviours and strategies that drive sales by coaching your sales people regularly.

Brief introduction about the programme

Testimonials

“This event is good, even for people who have been doing sales for a long time. It reminds me of what is important to ensure I reach my aim at the end of the day. Ian Segail knows what he is talking about; he is a really good coach as he has shown.”
Roslin Ooi – Sales & Business Development Director, Volvo Cars Malaysia

“Ian is a great guy, he know his stuff and he has industry experience. This is a good event.”
Baharul Nizam Said Daliman – General Manager, Telekom Malaysia

“The real life experiences that Ian shared are great eye openers! The strength of this event is the sales leadership skills. I learneda lot of things from this session. This is a very good course with Ian; there is a lot of practical actions that we can bring back. In anutshell, I think this course is very
benecial and well organized, it is something I would share.”

Rosdah Abd Hassan Chin – Manager (Corporate Sales), Royal Selangor Marketing Sdn Bhd

“The speaker is very inspiring, he provides applicable stories and examples for professional and personal situations. The main strengths of this event is the demonstration related to applicability of methods and systems.”
Rama Thireshin – General Manager, Nissan Middle East

“Ian is an excellent speaker. I find the theories in the workbook and real life examples useful. Excellent coordination. I would recommend this to people as Ian is a great speaker with great experience. I learnt from the examples given as there are a lot of real world examples across all fields. I have a lot of praise for Ian Segail, hats off to Kexxel.”
Rustin Ramendra Appiah Nahulandran – Sales Manager, AIROD Sdn Bhd

“The speaker is very good in creating stories that sticks to the brain, and summarizes complicated things to make it look simpler. This session is very informative with fantastic formulas. The implementation is the strong point of this session, and Kexxel is very good in terms of co-ordinating and follow-up.”
Ng Yat Peng – Sales Manager, Medi-Life Sdn Bhd

“Ian Segail is recognised as one of Australia’s leading sales strategists and authorities on sales management, working both locally and internationally. Ian’s primary focus is to help his clients deliver more sales at greater margins, faster. His 90 day Sales Coach Academy program is outstanding. It delivers results I have rarely seen from a training program.“
Mark Bilton, CEO, Hagemeyer Brands

“This program works, I have no doubt about it at all. It’s the best I’ve seen. The material, models, the presentation, one on one’s, this one really works. And it’s the one on one discussion that really bring it to the table. I have no doubt about the benets of the coaching and your formula brings to increasing our sales. The pro- gram does work. What you’re asking us to do is very practical and I have no doubt it will generate the revenue we need. It is already.”
Peter Ashton, GM National Corporate Accounts, Chubb Fire and Security

"We have only implemented the top 2 suggested strategies and this month’s numbers are incredible. Sales to Budget: -UP 71%; GM to Budget: UP to 46 % from 41% and a couple of days trading still to put through”
Simon McKenzie - Regional Sales Manager – Burwell Technologies

“The result of working with this program, my division grew by 55% in 12 months, from approx. $7 million sales to $10.7 million sales, improving the bottom line EBIT by around $1.3 million!!!”
Andrew Antala, Division Manager-Technical, Charles Parsons & Co Pty Ltd

Microsoft, St George Bank, Chubb Fire & Security, AMP, Astra Zeneca, Rebel Sport, JVC - See more at: http://iansegail.com/about-ian/#sthash.6OcUbLx0.dpuf

Program Agenda

Day 1:

Session 1
• Why sales performance coaching delivers results.
• What sales coaching is and what it isn’t
• The simple Sales Performance COACH Model that drives consistent sales performance
• Identifying common coaching challenges: When to coach; When to train; When to manage
• Managing vs Coaching
• Creating leverage through coaching

Session 2
• Why sales performance coaching delivers results
• Leveraging the power of self-discovery
• Why sales managers fail at coaching
• Discovering the coachee’s blind spot
• The simple Sales Performance COACH Model that drives consistent
sales performance

Session 3 : Activity: Coaching in Action workshop
• The blindfold walk exercise that drives the coaching message home.
• Insights de-brief
• See the sales coach workshop – Bring your biggest sales issue for
coaching
• Identify coaching skills workshop

Session 4 : Develop basic coaching skills and your ability to manage in a non-directive coaching style:
• Exercise: Active listening exercise to open dialogue
• Exercise: Powerful eective Questioning
• Building trust - what builds and what breaks trust
• Non-judgement creates openness
• How to Support and challenge to change behaviour
• Coaching feedback - Process Exercise
• Establishing Inspirational goals
• Setting trackable and reviewing actions

Day 2:

Session 5
• Establish the performance coaching agreement agreement ensuring you get support from even the toughest and most cynical sales rep.
• Avoiding the silence and violence response – Move forward when emotions get inamed.
• Create awareness and callingbehaviourswith direct communication.
• Providing corrective feedback.
• Managing teams and sales reps remotely.

Session 6
• The Simple Sales Planning model that drives sales results.
• Learn the Simple Key Account Growth Plan.
• Design actions that get tractionand drive sales forward.
• Translating the “sales number” into sales activities that
can be easily measured and managed.

Session 7
• Managing progress and holding accountability.
• Calling poor performance to create behaviour change.
• Conducting ineld coaching sessions to ensure the sales rep keeps
delivering long after your eld visit.
• Creating a eld trip management tool from a proven template.

Session 8 : Activity Workshop: Demonstrate new coaching skills
• Conduct a coaching session.
• Gain specic feedback on areas for improvement.
• Create post workshop Action Plan.
• Follow up program that ensures traction.
• Wrap up.

Who should attend?

Sales Leaders, Team Leaders, Managers, Sales Trainers, Head of Sales, Sales Directors, VPs

                                                                                                                                                                                                                                                                                                                             

*******For more details, kindly download the brochure*******

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Venue

Venue:
5 Star Hotel - To Be Announced (Malaysia)
City:
Kuala Lumpur
Country:
Country: my