Corporate Training | Pure Energy

 The Retreat, Madh Island - Cello Writing 120 participants 7aug2015

Organisations where Sanjeev / Deepak have conducted Training Programs over the last 3 years:

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Performance Enhancement through Coaching & Training Initiatives

 

Pure Energy has been a long-standing partner to many corporate-teams to ensure performance delivery in the market-place. This has been achieved through a co-created framework to manage the most important resource – the sales-team of the organization.

 

A team’s performance is strongly influenced by the competency of their direct line manager or supervisor – so a well-trained and skilled management team is essential for business success. We use a variety of proven training techniques, to make the training fully interactive and ensure your managers not only understand what they need to do, but also apply this knowledge to their day-to-day managerial job to improve their own and their team’s performance and contribution. And of course, all the training is delivered by our own expert management trainers, who represent their actual managerial experience and their own ability to understand the specific issues through observation and market-visits prior to undertaking the training.

 

We do this pre-work not on the request of the Client, but because it is important to us. We make sure that any training we deliver is appropriate to your situation and the needs of the people to be trained. This is followed by the management-coach calling on you personally to discuss your requirements, and having a discussion on the expected outcomes from the training. These discussions are important to ensure that the training we deliver is appropriate and aligned to your needs.

 

Train the Trainer (TTT) – Coaching Internal Coaches

Coaching through Train the Trainer module acts as a tool in building an internal talent pool to cascade the sales processes and a consistent go-to-market direction across the organization. Our Client-Organizations have been ensuring that they engage their middle and senior level sales managers, through such coaching programs.

 

The Objective is not limited to preparing the individuals trained to carry out their present job more effectively, but also to prepare them for greater responsibility as leaders in the current context and the organisation’s future.

 

We work closely with the Business Team and Organisation HR team, to identify the specific training modules, then design high quality programs and content to meet those needs. The content is then effectively delivered through closed-door highly interactive/ participative Training workshops, Role-Plays, Simulations and Case-Studies.

 

On-The-Job Training

On the Job Training – No training is complete unless the learning is transferred into the workplace and Pure Energy recognizes that this is what differentiates our programs from other training processes and programs. We ensure that the organization sees the difference in the delivery and effectiveness of the employees in the pre and post training cycle.

 

Pure Energy acts as a formal partner and coach to such Sales Managers, not just for the duration of the training program, but subsequently as well. In case the organization sponsors the engagement to be extended for an extended period of 6-12 months, we act as On-the-Job Observers to score and mentor each of the coached managers. We also engage pro-actively with the coachees for guiding them on any mitigating performance issues, in pursuit of their internal career journey.

 

The scoring is focused on their ability to translate the learnings of the training program into behaviour changes and targeted-habit formation in their own and in their respective teams. This is done to ensure that each sales person has leveraged the training attended, has cascaded it effectively, and the effectiveness lies in demonstrating the learnings through its execution.

 

Our built-in mechanism allows the participating managers to check on the transfer of knowledge and the results obtained thereof not just for themselves, but the performance impact is so obvious, that it is visible to the larger organization to see the impact of such training.

 

Only, through such continuous engagement does the organization derive continuous and long-term benefits of our Training.

Train the Trainer coaching framework

 

Outbound Training Modules

Critical for ensuring team-play and cross-functional appreciation for collaborating towards common organizational goals. The Organisation while honing the skill-set of the employees, also ensures that by sending the employees to our outbound training programs, helps in keeping employees motivated, charged and in sync with each other.

TW-Logo-Small are our Outbound Training Facilitators.

 

Benefits to the Organisation of using our Training Services: 

      • The Organisation benefits by sending its Sales Managers and Executives for our training, to ensure a competitive advantage over similar or competing organizations’ manpower in the same markets
      • The individuals attending the program, will see the impact in improving current performance to a higher level
      • The feedback provided through the Sales Training, can identify the strengths and weaknesses as a whole for the participating employees to deliver a Development Plan for higher responsibility and future challenges (Career Development Services)
      • And the bottom line is that the programs will help in achieving the corporate strategy, objectives and goals

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    Sample Training Modules:

     

    2 day Module for RSMs and ASMs on ‘Excellence in Sales Management’ for FMCG General Trade:

            • Back to Basics : the 8-Steps of an Effective Sales Call – Setting the Example by demonstration
            • Objection Handling – Typical Situations
            • Reviewing Reports/ Information Systems – Cultivating a Culture of ‘Speak with Data’
            • Selling with Passion – How to Win in the Market-place
            • Leading, Managing and Motivating Distributors and their Workforce
            • Distributor ROI Management

    The above 2-day Train-The-Trainer session will include
    – Evening Self Study on Day 1

    -Presenting team-solutions to case-studies

    – Role Play/ Simulation

    – Individual Action Plans frozen at the end of Day 2 for each Sales Manager (Optional/ Time-permitting)

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    3 day Module for Senior / National Sales Managers, Regional Sales Managers on ‘Strategic Sales Management’:

            • The Role, Responsibilities and Accountabilities of the Sales Manager
            • Understanding Company Mission and Strategy
            • The Importance of Communication
            • Reports and Information Systems
            • Developing and Implementing a Team Strategy and Vision
            • Cultivating a Culture of ‘Speak with Data’
            • The Team Together – The Team Apart
            • How Managers Should Manage Themselves
            • Working With Your Line Manager and Multi-functional Teams
            • Team Functions and Working Together
            • Leading, Managing and Motivating
            • Workload Analysis
            • Team Analysis
            • Measuring Performance

    – Key Performance Indicators
    – Competencies
    – Standards of Performance
    The Performance Development Review Process and Documentation

    The above 3 day session includes:
    Evening Self Study on first 2 days
    Instant Role Play/ Simulation
    Individual Action Plans

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    2 day Module for Senior / National Sales Managers, Regional Sales Managers, ASMs on ‘Management by Objectives’:

            1. The Role of Sales Management
            1. Specifics of Managing By Objectives
            1. Setting and Agreeing SMART Goals and Objectives
            1. Using Job Descriptions and Key Performance Indicators
            1. Benchmarking
              – The Team
              – The Individuals
              – Knowledge and Skills
            1. Problems of Sales Staff Management
              – Managing Different Types of Sales Staff
              – Impact of Your Management Style
              – The Impact on Objective Setting
              – Joint Problem Solving
            1. The Need for Knowledge
              – Selling Processes
              – What to Provide and How to Present it
            1. Sales Staff Motivation
              – Meeting individual Needs
              – Demotivation – recognising the signs
            1. Special Problems of Training and Coaching Sales Staff
              – Developing Potential in the Sales Team
            2. Effective Communications for Sales Managers
              – Communicating Good and Bad News to Sales Staff
              – The Importance of Regular Communication
            3. Monitoring Performance
              – Sales Reports and Information Systems
              – Results and Time Scales
              – Conducting Performance Appraisals

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    2 day Module for Senior Managers, ASMs on ‘Managing Performance – Role of Sales Leaders’

            1. The Performance Development Review – Interactive Interview Process
            1. Data before opinion – One to One interview process
            1. Managing and Measuring Team and Individual Performance
            1. People Problems and Problem People
            1. Recruiting the Right People and Keeping Them
            1. Continuous Training and Development – Team/Individual
            1. Succession Planning
            1. The Manager as Trainer and Coach
            1. Motivating a Successful Team
            1. Delivering Customer Service Excellence

    The session includes
    Evening Self Study
    Individual Action Plans

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    2 day module for ASMs and Sales Executives with focus on Modern Trade and Walk-in Format Grocery Stores on being ‘Super-Effective in the Modern Market-place’:

            1. What Is FMCG Selling? How is it substantially different in Modern Trade?
            2. Being Prepared For The Sale
              – SWOT Analysis Of You, Your Company, & Your Products
              – BCG (Boston Consulting Group) Analysis Of Your Products
              – Knowing Your Customers, Your End-Users, & Your Competitors
              – USPs (Unique Selling Points) Of Your Product, In Line With Retailer-grouping & End-User Needs
            1. Building & Maintaining Relationships
              – Roles & Responsibilities Of A Sales Executive/ Sales Officer
              – Qualities Of an effective Salesperson
              – Selling As ‘A Professional’
              – Understanding Relationships Impact, Using The Johari Window
            1. Making The Sale Through ‘Relationship Selling’
              – Identifying The Needs Of Your Customer(s)
              – Developing Needs Through Effective Questioning Techniques
              – Offering Solutions By Matching Specific Needs
              – Closing The Sale
            1. Getting Continuous Commitment From Modern Retailers
              – Case Study To Determine How To Secure Continuous Commitment
              – The Importance Of Good Communication Skills
              – Managing Customer Relationships
            1. Shelf Space, Floor-Space, Air-Space & Billing-Space Management
              – Managing Space Positions – both in-contract and non-contract
              – Merchandising opportunities and tactics
              – Out-Of-Stock Management (Display and Communication) when sales exceed supply
            1. Advantages & Disadvantages Of Sampling and Promotions in Modern Trade
            1. Time & Territory Management for the Modern Trade Sales Manager
              – Territory Management
              – Avoiding Time Wasting Traps
              – Billing & Collection
            2. Importance of Logistics Management

    -Inventory Tracking including tracking of stock-level at Customers Retail Stores by space

    -Aging and FIFO management (shelves, stores and central dispatch)

    -Billing Value tracking (store-wise)

            1. Gaining Competitive Advantage
              – Case Study To Determine How To Handle The Changing Priorities Of Modern Retailers
              – Building Strategic Partnerships
              – Making The Relationship Work For You & Customers

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