Energising The Sales Force: Strategies To Developing An Engaging Sales Team

Recent studies on employees have shown that the quality of their engagement can determine their business performance and be translated into shareholder value

This programme is designed to help senior executives and managers identify the drivers of engagement in their staff and work with them to build a culture of engagement in their organisation.

Course Objectives: 
  • Articulate why traditional reward and recognition programmes fail in many organisations
  • Identify the areas where they need to work on to establish and maintain a culture of engagement
  • Demonstrate understanding on how employee engagement can impact on the business performance of the organization
  • Develop and cultivate persuasive and influencing skills
  • Design an action plan on how to foster engagement across a multi-generational workforce
  • Contribute questions to survey tool to measure employee engagement
  • Brainstorm on and implement a model to cultivate a culture of engagement in the organisation
Target Audience: 
Sales Personnel
In-house Course Fee: 
RM4000 per day
Public Course Fee: 
Course Methodology: 
  • Interactive and participative
  • Case Studies
  • Role Plays
  • Debriefing Sessions
Course Outlines: 

Session 1: The Meaning of a Culture of Engagement 

In this session, participants will be made aware of the culture of engagement. They will be given the opportunity to give their observations on why the traditional system of reward and recognition fail in many organisations.

Key Learning Points: 

  • Why traditional reward and recognition approach fail
  • Identifying organizational values
  • Employee engagement vs. Engagement motivation

Session 2: Gaining Employee-Organisational Alignment

In this session, participants will realize that the challenge for businesses is to create an environment where employees understand and commit to the company’s direction, strategy and goals. An organizational framework that addresses all the components of a business will be introduced to the participants. Participants will be encouraged to give their input into each component.

Key Learning Points:

  • A “fit for purpose” organizational structure
  • People, systems and processes
  • Leadership
  • A positive work environment
  • Organizational framework

Session 3: Engagement Drivers 

In this session participants will learn that engagement leads to higher financial performance, higher customer satisfaction and higher employee retention. Participants will identify the engagement drivers and work on them.

Key Learning Points:

  • Identify the engagement drivers in your company
  • How well are we doing?
  • Areas to ask in questionnaires to identify engagement drivers
  • Gallup Q12 Index

Session 4: Fundamentals of Influencing Skills (1 Hour)

In this session, participants will be coached on the fundamental techniques of influencing skills.

Learning Areas:

  • “Pull” don’t “Push”
  • Getting the other person to be involved in discussion
  • Persuade, don’t manipulate
  • Focus on behavior rather than personality
  • Seek to understand – Listening and Questioning Techniques

Session 5: Goals Objectives and Key Performance Indicators

In this session, participants will learn how to set clear goals, objectives and key performance indicators. 

Learning Areas:

  • What is a goal?
  • What are objectives?
  • SMART elements in an objective

Session 6: Coaching 

In this session, participants will learn how to coach team members.

Key Learning Points

  • Observation and feedback
  • Guiding principles of effective coaching
  • Key elements of coaching
  • The C.O.A.C.H Model

Session 7: Coaching Behaviors 

In this session, participants will learn how about coaching behaviors to make the most of coaching the employee. 

Key Learning Points

  • Managing behavior, not personality
  • Asking the employee for help in problem identification and resolution. Use active listening to show you understand. 
  • Setting specific goals and maintain communication. 
  • Using reinforcement techniques to shape behavior. 

Session 8: Selling Techniques

In this session, participants will do practical presentation in using AIDA, USP Proposition, and “FAB-ulous Flow” Presentation.

Key Learning Points

  • AIDA Model
  • USP Proposition
  • “FAB-ulous” Flow

Session 9: Putting It All Together (1 Hour)

-Review, Reinforce and Consolidate-

Number of days: 
Course Date: 
Tuesday, November 14, 2017 to Wednesday, November 15, 2017

Register Now

Contact Us

Email: info@tni.my

Jimmy Ong Tel: +61 413 777 894 (Call on Whatsapp for free)