SALES TRAINING PROGRAM

EFFECTIVE SALES MANAGEMENT October 21 & 22, 2019

Course Director: Patrick NgMBA (Bath, U.K.), MMIM, MCIM,

Associate of Harvard Business School

Venue: Dorsett Grand Subang HotelInternational-Class Programs Organized by:

PKMH Training Resources Group Sdn. Bhd.

HRDF Registered Training Provider

MBA (Bath), MMIM, MCIM,

Associate of Harvard Business School Alumni Club of Malaysia

HRDF Registered Trainer (TTT/0263)

Patrick Ng

KEY ACCOMPLISHMENTS:• Helped many organizations in Malaysia, South East Asia, China, India and

Europe to consistently achieve their sales KPIs since 2002• Trained and coached many professionals to assume C-level positions• Coached both children to graduate as medical doctors from University of

Cambridge

TRAINING CREDENTIALS:• Highly acclaimed international Sales and Marketing trainer in Europe, China, India,

Hong Kong and South East Asia• Twenty five years’ training and consulting experience• External Sales and Marketing trainer for a leading US medical device multinational with

annual turnover of US$9 billion for the Europe, Middle East and Asia Region

CORPORATE WORKING EXPERIENCE:• Twenty-two years’ experience in General Management, Sales and Marketing, and HR• Twenty years’ in two American multinationals [Monsanto and Chevron]• Last position as Country CEO of European multinational [Hilti] which is a market leader in 120

countries

QUALIFICATIONS:• Executive MBA (Bath, U.K.)• B.Sc. (Hons.) (University of Malaya)• Diploma in Marketing, Chartered Institute of Marketing, U.K. and Chartered Marketer• Associate of Harvard Business School Alumni Club of Malaysia

SYNOPSIS (A) SYNOPSIS

Sales managers play a crucial role in leading their teamsto achieve their KPIs. This is especially so in the currentmarket environment which is putting intense pressure on bothsales managers and their teams.

Now, more than ever, sales managers need to move upand take the lead in overcoming the challenges that themarket poses.

This two-day training session will enable sales managers to:• Develop and implement the right strategies

• Translate the strategies into implementable action

plans

• Lead, motivate and coach their team members to

execute the strategies and action plans with discipline

• Bring about a thinking and winning culture

BENEFITS/VALUE TO PARTICIPANTSAt the end of the two-day session, participants will be able to:

• Appreciate that sales management is not just about managing results, it is about influencing behaviors

• Recognize how the current market affects the behaviors of their customers, their own behaviors and that of their sales team members

• Align their own behaviors to influence the sales team members’ behaviors in an effective manner

• Jointly develop sales strategies for their sales teams to overcome the current challenges

• Translate the sales strategies into actual action plans and get the buy-in from their sales team members to execute them

• Understand their own preferred sales leadership style and be aware of their strengths and weaknesses

• Adapt their leadership style to lead and maintain the motivation and morale of sales team members

• Appreciate that more regular joint sales visits are necessary and know what to do and not to do during these visits

• Develop and coach sales team members• Manage and rectify poor performance• Build a thinking and winning culture in the sales team

DAY ONE KEY TOPICSMORNING [9.00 am to 1.00 pm]

• The business case for Effective Sales Management• What is happening in the market right now and its impact on sales

managers and their teams?• Why sales managers need to manage both the changes and transition that

the market bring?• Focusing on the AREAS of CONTROL—what can sales managers

change?• Setting, leading and managing expectations• Sales management is about influencing behaviors [wrong behaviors bring

wrong results]AFTERNOON [2 pm to 5.30 pm]

• What effective sales managers do consistently in both good and toughmarket situations?

• The top FIVE sales management competencies required• The 20/80/40 Rule and its implications• Improving the quality of decisions by making them based on facts• Revisiting the market and developing winning sales strategies• Aligning sales to marketing strategies• Translating sales strategies into sales people’s action plans

DAY TWO KEY TOPICSMORNING [9.00 am to 1.00 pm]

• Getting the most out of the sales team• Knowing own preferred sales leadership style—is this style working

under the current market conditions?• The inherent strengths and weaknesses of my preferred sales

leadership style• Sales people are a special breed and hence need to be led and

managed differently• Managing new and experienced sales professionalsAFTERNOON [2 pm to 5.30 pm]

• Coaching, mentoring and counselling—when do we use each ofthese?

• Peak performance sales coaching• Who and who do we coach?• The SOCAR coaching model• Joint sales visits---when and what we should do?• Curb site coaching• Building a thinking and winning culture in the team

TRAINING METHODOLOGY

Real life cases Real Play using own situations Storytelling

Individual FeedbackEQ profilingExperiential Activities

Challenge Thinking Action Planning

TRAINING METHODOLOGY

EFFECTIVE SALES MANAGEMENTPUBLIC PROGRAM

Chris Chan Kar Keat—Sales Manager,

Woodprofile Sdn. Bhd.

“Mr. Patrick Ng is really different from other trainers. He has the overall EQ profile that inspires everyone to achieve their pinnacle”.

Mohd Fadzil bin Hamzah---Senior Manager,

Multi Discovery Sdn. Bhd.

“The course gives us the opportunity to know how to guide the sales team and enhance the sales”.

Lee Kok Soong—General Manager

Omron Electronics (M) Sdn. Bhd.

“Patrick engaged the audience very well. Very informative and highly interactive, very suitable to those with Sales Management functions”.

REGISTRATION FORMProgram Title Date Price Per Person

Effective Sales Management October 21 & 22, 2019 RM2,756

Note: Price is inclusive of program documentation, tea breaks, lunch and 6% SST.

Contact Details: PKMH Training Resources Group Sdn. Bhd.

Telephone Contact: 03-78652282 Fax: 03-21488640

Contact Person: Show Hing, Kenrick or Shermayne

Email: info@pkmh.com OR pkmh.training@yahoo.com

Website: www.pkmh.com

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