Overview
In times of crisis and economic pressures, it is even more important for the Sales Leaders
to lead their sales team to thrive and continue to generate substantial sales results.
Sales are the lifeblood of any business, that directly generates revenue and growth. So it's essential that the sales team is super effective with the ability to prospect, qualify, present, and persuade.
Today’s marketplace is highly competitive and every organization is looking for a bigger share of the market. In an economy where the customer is king, it’s imperative to sharpen the skills of the sales team to take advantage of sales opportunities, achieve sales targets and aggressively expand the business.
We cannot control business results. We can only control sales activities; which will eventually become business results. Aligning your sales team with suitable sales activities is the key to ensuring you have a productive sales team.
Learning Outcomes
By the end of this online learning, you will learn how to:
- Manage your sales team & sales activities clearer
- Implement the right sales activities that drive results
- Recognize the Victim Mindset is not helping your sales results
- Install the 'I am in Control' mindset in your sales team
- Create an accountable sales team that see it, own it, do it enthusiastically
- Foster a sales culture that impacts higher sales performance
- Apply a change management framework
- Describe the transition stages of change
- Build case for change
- Communicate vision for change
- Lead & manage change effectively
- Understand human psychology and behavior
- Understand how people react in panic and fear
- Differentiate between intrinsic and extrinsic motivators & what matters to your team members
- Leverage on eight different motivation mixes to motivate salespeople to optimal performance
Who Must Attend
- Sales & Marketing directors
- Sales & Marketing Managers
- Sales & Marketing Professionals
All sales & marketing related team
Course Details
MODULE 1: Aligning Sales Team
Describe what it takes to get the right metrics to align sales activities
How to select them, how to test them, and how to use them to run a high-performing sales force.
Able to set the right metrics to drive predictable sales results
Implement the relevant sales activities that matter to performance
MODULE 2 : Manage & Lead Change During Crisis
Why Change is constant and what is Change Management in Business?
The significance of Leading Change During Crisis
Four phases in Change Management
How to drive change during a crisis
Four phases in change management
Change and transition and how to manage
How to help your team embrace the transitions
MODULE 3: Drive High-Performance Culture
How developing a sales culture impacts sales performance & morale
Why do people play the blaming games and fall into the victim cycle
Strip "I am a victim’s mindset" and six critical non-accountable behaviors
Install the "I am empowered & in control" accountable mindset & culture
The four steps towards accountability; See it, Own it, Solve it, Do it enthusiastically
MODULE 4: Motivate Sales Team to Deliver Results
How to utilise the Powerful seven sales motivation mixes
Human needs when in threat
Root causes of why human behaviour during panic and fear
Differentiate between intrinsic and extrinsic motivators & what matters to your team members
Leverage eight different motivation mixes to motivate salespeople
Methodology
Interactive & high impact activities, sharing, role plays, games and debriefing
Course Leader
RACHEL KHOR-Master Trainer
Qualifications
Certified Master Performance Coach (ICF Approved - International
Coaching Federation)
From DC Psychology International & American Institute of Business Psychology
Certification in Colored Brain Communication
Certification in Human Drivers & Motivation
Certification in Dynamic Speaking
Certification in Curriculum Development
Certification in Neuro Linguistic Programming (NLP)
Certification in Hypnotherapy from London College of Clinical Hypnosis (LCCH)
Practitioner in Emotional Intelligence and Emotional Quotient
Professional Facilitator
Practitioner in Gamification and Experiential Learning
Attended courses on Clinton Swaine’s Experiential Training “Play To Win”, Sliva Mind Method, Mind Mastery, Laws Of Attraction, Napoleon Hill’s Principles Of Success, Emotion Through Sound & Movement, Breakthrough Program, Money & You, Creativity, Problem Solving, Grooming & Etiquette, Accelerated Learning Techniques, Sales & Marketing, Digital Marketing, etc
Rachel Khor is currently a Master Trainer and Transformation Expert with more than 18 years of training experience in teaching Creativity, Thinking Outside The Box, Analytical Thinking, Problem Solving, Risk Assessment and Decision Making. Her Unique Selling Point is her dynamic and practical approach to training with excellent communication and rapport skills. Due to this she always receives rave reviews and excellent ratings. She trains with her personal brand of positivity, charisma and creativity which greatly motivates her participants to achieve greater heights of accomplishment.
Driven by a passion for delivering awesomeness, she utilizes cutting edge, blended methodology, shares relevant knowledge, and conducts interactive sessions with powerful story telling - all are formulated to achieve results like never before.
Her determination and speed in producing training solutions is one of the key reasons her clients and customers keep coming back to her.
Her research, knowledge and experience made Rachel Khor in the front line within her profession. She utilizes experiential blended training methodologies with gamification to inspire change and bring out the best in every participant.
Participants have described her sessions as inspiring, energetic, interactive yet mind set changing and thought provoking. Her ability to be non-judgmental while supporting the group and upholding its wisdom has allowed her to effectively extract participation in a magical way. Based on the belief that every individual has a core genius and the ability to soar given the right opportunities; Rachel's training breaks limiting beliefs, eliminates unsupportive behavior, overcomes obstacles and cultivates trust across cultures.
She received her training in USA, UK, Australia, Singapore and Malaysia. She has international exposure having worked for both public organizations as well as private companies in Australia, UK, Singapore, Indonesia, Thailand, Malaysia and Qatar.
She has trained under the world famous Millionaire Mindset trainer, Harv Eker where she trained in Master Your Mind and Guerilla Business Intensive. She has also trained under America’s leading management trainer, Blair Singer for Sales Dog Training, Powerful Sales Presentations and Train the Trainer. She has attended courses in Leadership and Change Management from world renown Leadership and Change Management guru, John Maxwell. She is a keen practitioner of Mind Mapping and Mind Power. She has attended the training of some of the best world class trainers, business gurus and leading coaches including Anthony Robbins, Robert Kiyosaki, Blair Singer, Harv Eker, John Maxwell, Dr Eldron Taylor, Jack Canfield (Chicken Soup For The Soul), Jay Abraham, Joel Roberts, Dr Joe Vitale, Arthur Carmazzi among many others.
She mixes no nonsense pragmatic knowledge with years of tested proven strategies and techniques from many disciplines including Neuro Linguistics Programming, Mind Mastery, Positive Thinking/Attitude, Mental Toughness, Coaching, Counseling, Stress Management, Breathing Techniques, Creativity/ Thinking Outside The Box, Emotional Intelligence, Psychology, Cognitive Science, Clearing And Mindset Changing Strategies to make her training courses relevant, result oriented with new ideas and inspiring perspectives.
Testimonies
“Thank you for your sharing. It really help us to align from most fundamental keywords definition, to sale process setup to coaching.” Vincent Ng – Country Manager (Southern) Intrix
“Your sales program provides very specific methods on how do get things done.” Ee Lynn – Marketing, Sharp Electronic.
“The trainer'sdiagnosed our core problems systematically, giving clarity on ways to solve the issues. Good Job!” Tiennah Tea, Brand and Marketing Manager
Investment
In house arrangement only.
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Email: info@itrainingexpert.com
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