Facilitated by: Award Winning & Globally Recognized Authority on Sales

Ian Segail

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
 

The No. 1 Book on Sales written by Ian Segail:

Bulletproof Your Sales Team (5 Star Rating on Amazon)
 

Video - Brief Introduction of 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

"The trainer is very knowledgeable and he has a huge experience in addressing current market needs in facing challenges that are constantly constant. In my opinion, the main strength of the event was how the training enabled me to have a change of my mind-set in seeing things differently."
Aimi Bin Mizan – Head, Malaysian Carrier Services, Telekom 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 learned a 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 a nutshell, I think this course is very beneficial and well organized, it is something I would share.”
Rosdah Abd Hassan Chin – Manager (Corporate Sales), Royal Selangor Marketing Sdn Bhd

"Ian is an engaging speaker. His one to one session has really broadened my horizons to look at solutions from a different angle within my industry. The subject matters that were taught and discussed during the course were the main strengths of the event."
Amil Fadhil Khan – Regional Manager Trade Marketing, British American Tobacco Malaysia

“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 benefits 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
 

Past Clients:

• Microsoft
• Astra Tech
• Reebok
• Jurlique Cosmetics
• Telekom Malaysia
• Royal Selangor Marketing
• Maxis
• Altel Communications
• Volvo Cars Malaysia
• BMW Malaysia
• Syarikat Takaful Malaysia
• Medi-Life 
• Pelabuhan Tanjung Pelepas
• British American Tobacco Malaysia
• Philip Morris
• Mcat Box Office (MBO Cinemas)
• Continental Tyre PJ Malaysia 
• edotco Group
• Sunway Business Systems
• Halton Group Asia
• Etihad Airways
• Savola Foods
• Nissan Middle East
   

Picture Gallery:

What Will You Learn by The End of This Course:

• How to coach for improved sales performance.
• How to conduct a power packed in field coaching session that will ensure your sales person keeps delivering long after your field 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.
• Confidence & ability to give feedback; to “tell it like it is” without jeopardising relationships.
• The skills to handle difficult conversations.
• An enhanced ability to empower others.
• You will be completely immersed in learning all that it takes to be an effective sales performance coach. You will be trained in the tools, tactics, behaviours and strategies that drive sales by coaching your sales people regularly.
   

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 inflamed.
• Create awareness and calling behaviours with 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 traction and 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 in field coaching sessions to ensure the sales rep keeps delivering long after your field visit.
• Creating a field trip management tool from a proven template.

Session 8 : Activity Workshop: Demonstrate new coaching skills

• Conduct a coaching session.
• Gain specific 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*******

Or

Email us at  This e-mail address is being protected from spambots. You need JavaScript enabled to view it

Save up to 50% from in-house courses!

You may wish to consider having an in-house course delivered locally on-site if you have a number of participants with similar training needs. This course can be customised to fit specific requirements. For more information about IHT kindly send your enquiries to  This e-mail address is being protected from spambots. You need JavaScript enabled to view it