16 th & 17 th June 2014, Grand Dorsett, Subang 9.00am to 5.00pm

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1 Introducing the Practice of Sales Coaching for A Two Day Developmental Workshop to Equip and Inspire Sales Leaders for Effective Team Results Free Book for every participant, Co-Authored by Bryan Tracy, Rajiv & Leading Experts 16 th & 17 th June 2014, Grand Dorsett, Subang 9.00am to 5.00pm Sales Coach Facilitators MR. RAJIV MATHEWS GEORGE, PCC, CPC, AFP MS. TANG WEE HEN, CFP, C.A (M), ACC, CPC Organized by PSMB Claimable-SBL Khas Scheme Endorsed by Marketing Partner

2 Introduction Few companies truly capitalize on effective sales coaching s potential to increase top-line revenue by up to 20%. - Corporate Executive Board, Business Week Improving Sales Performance is a never ending task. For a Sales Leader, the pressure never ends to achieve goals, meet quotas, and hit sales targets to keep the job. The missing link is often the failure to develop people. Sales Managers fall in the trap of spending time on tasks that do not produce results. They fill out reports, analyze data and often distracted from doing things that makes the difference in improving the sales. There is a lack to develop people or coach them to improve their results. Sales Coaching is a collaborative process of helping people to change behaviour and improve sales performance, and help sales people become responsible for their own development. Who Should Attend? Vice-Presidents and Directors of Sales, Sales Managers, Sales Trainers and General Managers KEY OBJECTIVE A sales leadership developmental program that helps sales leaders become better and more effective coaches to their team of sales professionals. This workshop will provide with ready set of coaching tools, skills and strategy to professionally address the individual and team development of sales professionals to better results. LEARNING OUTCOME 1. Establish the 4D sales coaching process to effectively engage with the team members and develop a formal plan to measure progress towards sales results. 2. Equip salesperson with skills development, performance and developmental coaching so they become much more responsive to their clients requirements. 3. Develop a leadership culture that supports observation, motivation and developmental feedback that nurtures and develops their salespeople s potential. 4. Create a resourceful state in their salespeople that break their limitations in themselves, their products and services. 5. Facilitate sales performance coaching to generate more focused sales activities and powerful outcomes through effective feedback, reflection and purposeful action. KEY BENEFITS 1. Pre-Workshop Assessment to understand your current gaps and challenges to develop case-studies for real-time learning & practice in the workshop 2. The 4D Engagement Tool for immediate implementation in the workplace 3. The CAP Developmental Tool to design tactical game plan to engage and transform your team 4. A Coaching Playbook with a set of tools & templates to activate your needs in recruiting, retention and development of your team 5. The 2-Day Learning will be supported by 3 certified group coaches who will supervise your group learning and Individual action plans WORKSHOP COMPONENTS Participant Workbooks Scenario-based learning Sales Tools/ Templates to use in the field/session Lead Facilitator and 3 group Coaches for each team to support learning and action plans State-of-the-art instructional design to encourage engagement and full participation

3 COURSE MODULE MODULE 1: The Role of Manager in Sales Coaching COURSE MODULE MODULE 4: Sales Performance Coaching Establishing the Purpose and Essentials of Sales Leadership Understanding the Key Roles of the Sales Manager as a Coach Activating the Inner Game of Sales Coaching The Pulse Check: Sales Coaching Acumen Understanding the Performance Journey & Deploying the Developmental Plan Structuring your conversation to discuss observation of behaviors Mastering your skills in Field Coaching Coaching Clinic: Skills Practice Scenarios Role Plays MODULE 2: The 4D System for Engagement & Achieving Performance Appreciating the Art of Enrolment in Engagement Communicating Effectively with The 4D Sales Coaching Model Coaching the Sales Cycle for Optimum Results The Coaching Lab: Role Play & Feedback Giving MODULE 5: The Sales Coaching Playbook Designing and Implementing a Developmental Action Plan Reviewing of models to resolve potential performance gaps Learning different ways to motivate individual salespeople Coaching Clinic - Skills Practice Scenarios Role Plays MODULE 3: Coaching Skills, Styles & Core Competencies Choosing Preferred Coaching Style and how to vary style to fit in different situations Mastering your skills and benchmarking your competencies with the CLEAR Model Developing the Right Coaching Questions Coaching Clinic: Skills Practice Scenarios Additional Program Features HRDF Certified/ Sponsored Workshop. ICF Certified, CCEU ( Continuing Coach Education Units) Free Book worth RM80 for every participant, Co-Authored by Bryan Tracy, Rajiv and other specialists One free executive coaching session for 1 hour for every participant worth RM 800 Total Participants: 18 with 3 group coaches Don t judge each day by the HARVEST you reap but by the SEEDs that you plant Robert Louis Stevenson

4 COACH FACILITATORS PROFILE RAJIV MATHEWS GEORGE, PCC, CPC, AFP Executive Performance Coach Rajiv an inner game coach, sales strategist and a mentor coach, is a full time practicing coach since He returned to Malaysia in 2001 from the US and serves as the founder and Chief Engagement Officer of Harvest Global Resources Sdn. Bhd, a performance improvement company that specializes in Sales Coaching. He has garnered over 15 years of global leadership experience in the corporate & business worlds and combined it with the best coaching models to support the delivery of sustainable solutions to his clients from across the region. During his tenure in the United States he served the first 5 years as the General Manager of Rubber Development, Inc. based in San Jose, California and In Waverly, Iowa, an original equipment manufacturer focused in polymer products. Later, he served as the Vice President of Marketing for Daniels International, a merger and acquisitions company based in Elgin, Illinois. Rajiv s coaching journey was enhanced when he was fully certified with International Coach Federation (USA). He currently serves also as a mentor coach for preparing graduates for the ICF credentialing process since Currently, Rajiv is an adjunct coach for ICLIF Leadership & Governance Centre based in Kuala Lumpur and serves as both a group coach and executive coach and provides leadership development for C Level Executives and senior managers. He is a charismatic and committed coach, with a passion to help individual leaders as well as teams to amplify their natural strengths as well remove the ceiling of limitations to achieve personal, professional and business success. Rajiv has clocked more than 2,500 hours of hands-on experience in executive, group and team coaching. Rajiv has Bachelors in Commerce from the University of Kerala, India and a Bachelor in Business from Wartburg College, Iowa, Unites States. In 1995, Rajiv was inducted in the International Who s Who Among Professionals. Rajiv is the founding member for ICF Malaysia which was officially formed in He is also the contributing writer for two international Books, The Secret to Winning Big with Bryan Tracy published in 2012 and The Pathway to Riches in Think and Grow Rich, published by the Napoleon Hill Foundation, in 2011.

5 MS. TANG WEE HEN, CFP, C.A (M), ACC, CPC Executive Performance Coach Wee Hen is a Certified Professional Coach (CPC) with Corporate Coach Academy (CCA) and an Associate Certified Coach (ACC) credentialed under International Coach Federation (ICF). She left CIMB Wealth Advisors (CWA) in 2009 to join Harvest Global Resources Sdn. Bhd. (HGR), and currently focuses in Sales training, executive coaching and team coaching for individuals and groups. Her specializations include business coaching and sales coaching. She is passionate about building future leaders and bringing holistic balance in their approach to succeed. Wee Hen a Chartered Accountant, upon obtaining the Certified Financial Planner (CFP), started her practice in financial planning as a Mutual Fund and Insurance Agent with Prudential Malaysia. Not to her satisfaction as a true to label financial planner, she spearheaded as the VP of Financial Care Centre at CIMB Wealth Advisors Berhad, a subsidiary of CIMB Group, the 2 nd largest banking group in Malaysia in One of Wee Hen s roles was to set up, manage and develop the Financial Care Centre, as one of the pioneer licensed financial planning companies providing comprehensive financial planning services in Malaysia. During her tenure with CWA, she took the role of a Manager Coach; she was responsible for recruitment, sales performance and financial planning technical knowledge, process and tool training for more than 100 financial planners. She assisted her team to transition from multi-product sellers to become trusted financial planners. She had also assisted in developing, facilitating Sales Development Program for MDRT Achievers for CWA selected agency force. Currently she is actively involved in developing sales professionals and businesses through training, coaching and consulting. She is a passionate speaker and actively speaks at different forums in the Asian Region. She strongly believes in empowering people despite their performance limitations to bring breakthroughs and transformations in sales leadership and performance. With her passion to serve and nurture people and her many years of experience in the financial advisory industry, she is also currently representing PlanPlus Inc, a world class financial planning software and training company based in Canada, as the Asia Vice President. Her major clients include financial institutions such as banks (private banking, wealth management), insurance, mutual funds and securities firms, independent licensed financial planners/financial planning boutiques and other financial services providers. Wee Hen is the Deputy President of Financial Planning Association of Malaysia (FPAM), a member of the ICF Malaysia Chapter and ICF USA. She is also passionate about inspiring and coaching children about money management and developing self-confidence and leadership in them.

6 Achieving High Performance Sales Teams Registration Form (Payment of registration fees MUST accompany this form) No Participants Name IC No. Contact No Subject Price (RM) No. of Participants Course Fee RM2,580 per participant Registration fee includes morning teas, afternoon teas and lunches for all delegates Agreement to terms and conditions in the next page: I wish to register for the Achieving High Performance Sales Teams and acknowledge the registration terms including the cancellation policy. Cheques must be in Ringgit Malaysia (RM) and made payable to HARVEST GLOBAL RESOURCES SDN BHD or you can bank in direct into our company CIMB Bank Berhad Account No: and your payment slip to Contact Person:.. Authorized Signatory Organization:. Address Tel. No Fax No .. :.... :.. :.. Name:. Designation: Company Stamp: I hereby sign up for future notification from Harvest Global Resources Sdn Bhd Organized by PSMB Claimable-SBL Khas Scheme Endorsed by Marketing Partner Name:. Designation: Harvest Global Resources Sdn Bhd ( X) Suite 27-11, Signature Office, The Boulevard, Mid Valley City, Lingkaran Syed Putra, Kuala Lumpur T: F: M: Company Stamp: E:

7 General Terms and Conditions. 1. Registration fees All participants must pay the registration fee prior to arrival at the seminar/course/conference venue. Participants are also advised to have a copy of their payment slip when going to the registration desk at the seminar/course/conference just in case they are requested to show proof of the payment on their arrival. 2. Cancellation Policy Registration cancellations must be notified in writing by fax or to the Harvest Global Resources Executive Office in Malaysia (fax: or Cancellations received 15 working days prior the first day of the seminar/course/conference will receive a refund of registration fees less an administration charge of 10% of the Conference fee. Cancellations made after, as well as 'no shows', are liable for the full registration fee. Participants must make sure they receive an acknowledgement of their cancellation from the Harvest Global Resources Executive Office. Only this will confirm that their request has been received and processed. 3. Liability The Harvest Global Resources seminar/course/conference reserve the right to amend any part of the seminar/course/conference programme if necessary at any time. Harvest Global Resources will not accept liability for damages of any nature sustained by delegates or accompanying persons, or loss of, or damage to their personal property as a result of the seminar/course/conference or related events. In the event of industrial disruption or other unforeseen circumstances, Harvest Global Resources accepts no responsibility for loss of monies incurred by delegates. Delegates should make their own arrangements with respect to personal insurance, along with travel insurance. 4. Personal Insurance Harvest Global Resources cannot be responsible for healthcare, dental and ambulance services during its seminar/course/conference. Harvest Global Resources strongly recommends that participants take out comprehensive medical and travel insurance, which should cover the possibility of flight cancellation due to strikes and other causes. Therefore, Harvest Global Resources and its local co-organizers accept no responsibility of any nature whatsoever for personal injury, death, loss or damage to property or participants however caused or arising. 5. Privacy Legislation In registering for Harvest Global Resources seminar/course/conference, relevant details will be incorporated into a participant list for the benefit of all delegates. Normally this information would be: name, surname, institution, country and address. These details may also be available to parties directly related to the seminar/course/conference including the venues and accommodation providers. Harvest Global Resources may use these details to inform current participants of seminar/course/conference updates or future conferences via . Participants are responsible for advising Harvest Global Resources if they do not wish to have their addresses included in the seminar/course/conference participant list or Harvest Global Resources distribution list for future events. 6. Filming & photography There will be a professional photographer and video production taking place during the seminar/course/conference. Participants consent to filming and sound recording as members of the audience. Harvest Global Resources Sdn Bhd ( X) Suite 27-11, Signature Office, The Boulevard, Mid Valley City, Lingkaran Syed Putra, Kuala Lumpur T: F: M: E:

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