G K Lim's "Enhancing the leadership qualities of the sales manager"
Marketing
Training
Provided by Human Resources Services
duration: two days
conducted by G. K. Lim, ISO CMS, FInstSMM
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INTRODUCTION
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Sales managers talk about productivity and reaching sales quotas. Those are end results, the reason for their being sales managers. However, end results don t happen when the means to these end results, the journey towards these end results, are not there.
To achieve high sales quotas, to increase productivity, sales managers need to know how to effectively manage their departments.
Effective management is the key. Sales management is a management science. Management is leadership in action. Sales managers, therefore, are first and foremost leaders of their sales teams.
This two-day program focuses on the leadership aspects of sales management. Because leadership is the key, the catalyst, to bringing out the best in the sales people under the sales manager s care.
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BENEFITS TO SALES MANAGERS
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Understand your Number One job priority as a sales manager
Understand why you manage and let your sales people sell
Understanding your sales people s needs
Learn what Gallup Organization discovered about talent management
Understand the concepts of talent management
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 train your sales people
Learn how to earn your sales people s S.T.A.R. (Support, Trust, Admiration & Respect)
Know what Emotional Intelligence is and why it is important to people management
Learn the six strategies for having high EI
http://www.gklim.com
conducted by G. K. Lim, ISO CMS, FInstSMM
------------------------------------------------------------------------------
INTRODUCTION
------------------------------------------------------------------------------
Sales managers talk about productivity and reaching sales quotas. Those are end results, the reason for their being sales managers. However, end results don t happen when the means to these end results, the journey towards these end results, are not there.
To achieve high sales quotas, to increase productivity, sales managers need to know how to effectively manage their departments.
Effective management is the key. Sales management is a management science. Management is leadership in action. Sales managers, therefore, are first and foremost leaders of their sales teams.
This two-day program focuses on the leadership aspects of sales management. Because leadership is the key, the catalyst, to bringing out the best in the sales people under the sales manager s care.
------------------------------------------------------------------------------
BENEFITS TO SALES MANAGERS
------------------------------------------------------------------------------
Understand your Number One job priority as a sales manager
Understand why you manage and let your sales people sell
Understanding your sales people s needs
Learn what Gallup Organization discovered about talent management
Understand the concepts of talent management
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 train your sales people
Learn how to earn your sales people s S.T.A.R. (Support, Trust, Admiration & Respect)
Know what Emotional Intelligence is and why it is important to people management
Learn the six strategies for having high EI
http://www.gklim.com
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G K Lim's "Enhancing the leadership qualities of the sales manager"
------------------------------------------------------------------------------
PROGRAM TOPICS
------------------------------------------------------------------------------
When you wear the sales manager s hat
What is your number one job priority?
What do sales managers do?
As a sales manager, do you personally sell?
A sales manager s priorities.
The difference between a sales manager and a sales person.
Managing sales talent
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
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
Understanding how your sales people think and make decisions
The principles behind Herrmann Brain Dominance
Ned Herrmann, creator of Herrmann Brain Dominance
People are different in their thinking preferences
Why your sales people need to know how people think and make decisions
Discovering and understanding your own thinking preferences as a sales manager
Discovering how you make decisions and deal with people
How this information affects the way you approach your sales management functions
How to identify thinking preferences in prospects and customers
Analyzing your strengths and areas of concern in relation to your thinking preferences.
Why a personal strength is also an area of concern
How to utilize your area of concern in a sales situation
How to be more flexible when dealing with others
Sales managers cannot work alone
They need others.
Teamwork.
Playing the Jigsaw Puzzle game
Why effective communication is vital to success as a sales manager.
Communication is a two-way street.
Communicating ideas to sales people.
Group activity: The Great Communication Exercise.
How to earn your sales people s S.T.A.R. (Support, Trust, Admiration & Respect)
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.
How Herrmann Brain Dominance& 61651; helps enhance your Emotional Intelligence
The intrapersonal intelligence aspect of EI.
EI is a combination of intrapersonal and interpersonal intelligences
Why intrapersonal intelligence is so important to enhancing EI
First, clean up your bedroom ..
Intrapersonal Intelligence means liking yourself
What is self talk and why it is vital to a healthy self-image
How to turn negative self-talk into positive affirmations, and make them come true
The six strategies for having high EI
1 Other people are important too.
2 You must allow others to make mistakes.
3 Don t CCC -- condemn, criticize, comment negatively -- instead, evaluate
4 Contain your anger, because he who angers you, conquers you.
5 Earning the trust and respect of others through listening
6 Realize that it s easy to misunderstand, difficult to understand -- so seek first to understand.
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.
------------------------------------------------------------------------------
HOW PARTICIPANTS LEARN
------------------------------------------------------------------------------
G. K. Lim uses a combination of expert input, practice, and small group sessions, offering the best opportunities for skills transfer into the work/marketplace. Learning tools include case studies, role modeling, practical exercises, humor, kinesthetic exercises, superlearning inducement / stress release exercises, music, and video clips. For maximum learning impact and retention, he uses certain techniques from the following adult learning processes, Neuro-Linguistic Programming, Accelerated Learning, Competency-based training and development, and Herrmann Brain Dominance Principle.
------------------------------------------------------------------------------
ABOUT G. K. LIM
------------------------------------------------------------------------------
The course leader, G K Lim, is experienced in sales, marketing and business, and in cutting-edge adult learning techniques
G K Lim < www.gklim.com > is a training consultant in the area of consultative / solution-centric selling skills, key account management, negotiation skills, customer service excellence, Emotional Intelligence enhancement, personal development, motivation, stress management, and mind/intuition enhancement.
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;
NLP practitioner;
Affiliate, Jim Rohn International;
Member, Ecumenical Society of Psychorientology;
Member, Intuition Network;
Coordinator, Association of Comprehensive Energy Psychology,
Vice President / Secretariat Director, HRD Gateway;
Founding Member, International Association of Coaches;
President Emeritus, China HRM,
Principal Consultant, Human Resources Services;
and publisher of Partners, an ezine for professionals, managers, executives, and entrepreneurs.
A partial list of in-house training clients include: ABB, Aesculap, Acer, ANZ Bank Hanoi, Bristol-Myers Squibb, Cadbury, Canon, Ciitibank, Cycle & Carriage Bintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical, 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, Solectron, Syngenta Crop Protection, Ta'aheel FZ. Dubai, Tara Prima Megah Bandung, Texchem, Tecumseh-Euro-Malaysia, Wearne Brothers, Xepa-Soul Pattinson, and Yves Rocher
G. K. Lim is currently conducting research for, and writing, a definitive doctoral thesis on persuasion psychology.
Because he has been there "fighting in the trenches," G. K. Lim brings to his seminars / workshops street-smart no-nonsense ideas for survival and success in the highly competitive, fast moving and ever changing marketplace.
G K Lim in action
http://www.youtube.com/profile_videos?user=gktraining
(or go to youtube.com, search "gktraining")
PROGRAM TOPICS
------------------------------------------------------------------------------
When you wear the sales manager s hat
What is your number one job priority?
What do sales managers do?
As a sales manager, do you personally sell?
A sales manager s priorities.
The difference between a sales manager and a sales person.
Managing sales talent
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
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
Understanding how your sales people think and make decisions
The principles behind Herrmann Brain Dominance
Ned Herrmann, creator of Herrmann Brain Dominance
People are different in their thinking preferences
Why your sales people need to know how people think and make decisions
Discovering and understanding your own thinking preferences as a sales manager
Discovering how you make decisions and deal with people
How this information affects the way you approach your sales management functions
How to identify thinking preferences in prospects and customers
Analyzing your strengths and areas of concern in relation to your thinking preferences.
Why a personal strength is also an area of concern
How to utilize your area of concern in a sales situation
How to be more flexible when dealing with others
Sales managers cannot work alone
They need others.
Teamwork.
Playing the Jigsaw Puzzle game
Why effective communication is vital to success as a sales manager.
Communication is a two-way street.
Communicating ideas to sales people.
Group activity: The Great Communication Exercise.
How to earn your sales people s S.T.A.R. (Support, Trust, Admiration & Respect)
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.
How Herrmann Brain Dominance& 61651; helps enhance your Emotional Intelligence
The intrapersonal intelligence aspect of EI.
EI is a combination of intrapersonal and interpersonal intelligences
Why intrapersonal intelligence is so important to enhancing EI
First, clean up your bedroom ..
Intrapersonal Intelligence means liking yourself
What is self talk and why it is vital to a healthy self-image
How to turn negative self-talk into positive affirmations, and make them come true
The six strategies for having high EI
1 Other people are important too.
2 You must allow others to make mistakes.
3 Don t CCC -- condemn, criticize, comment negatively -- instead, evaluate
4 Contain your anger, because he who angers you, conquers you.
5 Earning the trust and respect of others through listening
6 Realize that it s easy to misunderstand, difficult to understand -- so seek first to understand.
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.
------------------------------------------------------------------------------
HOW PARTICIPANTS LEARN
------------------------------------------------------------------------------
G. K. Lim uses a combination of expert input, practice, and small group sessions, offering the best opportunities for skills transfer into the work/marketplace. Learning tools include case studies, role modeling, practical exercises, humor, kinesthetic exercises, superlearning inducement / stress release exercises, music, and video clips. For maximum learning impact and retention, he uses certain techniques from the following adult learning processes, Neuro-Linguistic Programming, Accelerated Learning, Competency-based training and development, and Herrmann Brain Dominance Principle.
------------------------------------------------------------------------------
ABOUT G. K. LIM
------------------------------------------------------------------------------
The course leader, G K Lim, is experienced in sales, marketing and business, and in cutting-edge adult learning techniques
G K Lim < www.gklim.com > is a training consultant in the area of consultative / solution-centric selling skills, key account management, negotiation skills, customer service excellence, Emotional Intelligence enhancement, personal development, motivation, stress management, and mind/intuition enhancement.
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;
NLP practitioner;
Affiliate, Jim Rohn International;
Member, Ecumenical Society of Psychorientology;
Member, Intuition Network;
Coordinator, Association of Comprehensive Energy Psychology,
Vice President / Secretariat Director, HRD Gateway;
Founding Member, International Association of Coaches;
President Emeritus, China HRM,
Principal Consultant, Human Resources Services;
and publisher of Partners, an ezine for professionals, managers, executives, and entrepreneurs.
A partial list of in-house training clients include: ABB, Aesculap, Acer, ANZ Bank Hanoi, Bristol-Myers Squibb, Cadbury, Canon, Ciitibank, Cycle & Carriage Bintang, Datacard Group USA, Dell, Dexion, DHL, Digi, Euromedical, 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, Solectron, Syngenta Crop Protection, Ta'aheel FZ. Dubai, Tara Prima Megah Bandung, Texchem, Tecumseh-Euro-Malaysia, Wearne Brothers, Xepa-Soul Pattinson, and Yves Rocher
G. K. Lim is currently conducting research for, and writing, a definitive doctoral thesis on persuasion psychology.
Because he has been there "fighting in the trenches," G. K. Lim brings to his seminars / workshops street-smart no-nonsense ideas for survival and success in the highly competitive, fast moving and ever changing marketplace.
G K Lim in action
http://www.youtube.com/profile_videos?user=gktraining
(or go to youtube.com, search "gktraining")
About The Training Provider: Human Resources Services
Human Resources Services - The course leader, G K Lim, is experienced in sales, marketing and business, and in cutting-edge adult learning techniques
G K Lim is a training consultant in the area of consultative / solution-centric selling skills, key account management, negotiation skills, customer service excellence, Emotional Intelligence enhancement, personal development, motivation, stress management, and...
