Course Code: PC05C/HK-07A HKQAA Personal Enhancement Series 2014. All Rights Reserved.

When you look within your organization, you would probably recognize that

having the right people in the right roles can make a huge difference. But…

Why is it so difficult to identify, hire and

retain the sales professionals?

Why does a hiring process that works in

other parts of your organization fail when

you attempt to use it in hiring sales

people?

Research conducted over the past 30 years (over 3 million people in 45

countries) has proven that sales professionals with the innate “Sales DNA” (CAN

Do), and the right Positive Attitudes (WILL DO) will achieve better performance

–especially when they are engaged and satisfied at work.

Identifying top sales talents that will make your revenues soar requires more

than just looking at their CAN Do’s (Sales DNA), It also calls for the WILL DO’s

(Positive Attitudes). In this 1-day Sales Potential Identification (SPI) Workshop,

we will offer you new insights into assessment, identification, selection, and

placement strategies with the integration of Sales Competency Based

Interview (CBI) Questions and Sales Assessment Tools.

RIGHT PEOPLE RIGHT ROLES RIGHT DECISIONS

2014 Workshop

Workshop Agenda (9 AM – 5 PM)

Introduction

Workshop Objectives

Why Identify Sales Potential?

Defining the Ideal Candidate

How Do You Define Sales Potential /

Competencies?

How Do You Measure Sales Potential /

Success?

What Is The Winning Profile Of A

Successful Sales Person?

Sales Potential Identification

How Do You Identify The Ideal Sales

Talent?

Solution: Traditional + Scientific

Approach (Structures & Multi-

Dimensional Approach)

Why Put “Science” In Sales Potential

Identification?

Sales Competency Based Interview

Case Studies and Applications

The Winning Habitudes of Top

Sales Professionals

Understanding the habitudes, key

motivators and blockers that help sales

professionals’ to win business.

Course Code: PC05C/HK-07A HKQAA Personal Enhancement Series 2014. All Rights Reserved.

Uncovering Sales DNA – CAN Dos

Enterprising Potential (EP):

Entrepreneurship, Pro-activeness, Self-

Management Skills

Achievement Potential (AP):

Competitiveness, Motivations, Commitment,

Focus

Independence Potential (IP):

Need for structure & affiliation, Job-fit &

Retention

Envisaging Positive Sales Behaviours & Attitudes – WILL Dos

People Orientation (PO):

Ability to focus on interpersonal relationship

building

Investigative Orientation (IO):

Interest in technical, analytical Issues &

problem solving

Self-Directed (SD):

Having self-confidence & exercising self-

control

Lifestyle Management (LM):

Ability to handle & cope with stress &

demands in life

Call Reluctance (CR):

Handling rejections & prospecting,

Commitment to product and sales career

Listening Style (LS):

Ability to listen effectively and actively while

communicating

Finding the right sales and service professional is more than just achieving a

satisfactory person-position fit – it calls for Sales Force Categorisation.

The Sales Potential Identification (SPI) Assessment has been used for profiling

as well as tracking the career pathways of over 80,000 sales professionals

across different industries in Asia. You can leverage on the potential rating

scores and indications of traffic lights to assess and identify the sales talents

with the right Sales DNA (CAN Do), and Positive Attitudes (WILL DO) for the

seven most commonly found sales roles:

This programme is exclusively designed for Sales Leaders, HR Business

Partners or Business Owners who are zealous to recruit top performing sales

professionals and build a successful sales organisation through sales force

identification and categorisation.

During this 1-day workshop, we will equip and support you with know-hows

as well as a combination of validated tools, to help you assess the various

dimensions which are vital for success in a sales career. By the end of the

workshop, you should be able to better:

common hiring mistakes.

sales potential (both internal & external).

sales force effectiveness & ROI through sales force categorisation.

the best talent into the right job.

coach and develop sales talent.

and Sales Competency Based Interview (CBI) techniques.

RIGHT PEOPLE RIGHT ROLES RIGHT DECISIONS

Course Code: PC05C/HK-07A HKQAA Personal Enhancement Series 2014. All Rights Reserved.

Working Language:

Cantonese (supplemented with English terminology as appropriate)

Workshop Date:

July 25, 2014

Venue:

TBC

To enrol/ inquire, please fill out and

return the registration form to

Anson Wong at:

anson.wong@hkqaa.org

Kindly Note:

- HKQAA reserves the right to:

o Change the workshop pricing information, schedule and agenda at any time without prior notice.

o Cancel or reschedule any workshop due to insufficient participants or unforeseen circumstances. If HKQAA exercises this option, HKQAA will employ endeavours to notify the

attendees or their company as early as possible to minimise inconvenience. HKQAA will not be held liable for expenses incurred by the attendees or their organisation.

- HKQAA will acknowledge receipt of your registration form. Confirmation of enrolment will only be sent when the minimum number of participants is reached.

- Total fees will be invoiced upon confirmation of enrolment. Payment must be made before or on the workshop day.

- Special arrangements for participation shall only be offered subject to the discretion and judgment of HKQAA. HKQAA may at its absolute discretion offer / cease to offer / vary the terms

of the offer. In case of disputes arising from the offer, the decision of HKQAA shall be final.

*For detailed terms and conditions, please refer to Participation Form.

(Course Code: PC05C/HK-07A) ………………………………………………………….……………………..

Participation Fees: HKD 4,280 per pax

Fees include:

Pre-workshop SPI assessment and your own set of reports

1-hour one-on-one pre-workshop debrief via teleconference

Comprehensive workbook with case study notes

A Sample of Sales Competency-based Interview Questions

A Sales Potential Identification Workshop Participation Certificate

1-day Workshop, including morning tea, lunch and afternoon tea

*REGISTRATION CLOSES TWO (2) WEEKS PRIOR TO EACH WORKSHOP DATE.

*EXACT VENUE TO BE CONFIRMED CLOSER TO THE WORKSHOP DATE.

*IN-HOUSE WORKSHOPS ARE ALSO AVAILABLE

REGISTER NOW

Reserve your seat now

RIGHT PEOPLE RIGHT ROLES RIGHT DECISIONS

HONG KONG QUALITY ASSURANCE AGENCY

19/F., K. Wah Centre, 191 Java Road,

1 North Point, Hong Kong

T: +852 2202 9395 |F: +852 2202 9222

Course Code: PC05C/HK-07A HKQAA Personal Enhancement Series 2014. All Rights Reserved.

HO Ming Kee, Director, Sales Force Effectiveness Capabilities & General Manager, Operations, Asia

> PROFESSIONAL EXPERIENCE

Director (Vice President) - Head of Retail Distribution

Services; and Head of ING Sales Academy

ING Insurance Berhad

Head of Customer Care Centre & Customer Relations

Unit – KL Head Office

Service Centre Manager - Perak Region

American International Assurance Co. Ltd.

Regional Trainer (North)

Great Eastern Life Assurance (Malaysia) Berhad

Tax Senior

Deloitte & Touche / Kassim Chan Tax Services

> PROFESSIONAL QUALIFICATION

Chartered Associate

Institute of Chartered Secretaries and

Administrator, UK

Registered Financial Planner (RFP)

Malaysian Financial Planning Council (MFPC)

The Company Secretaries Practice Group

Malaysian Association Institute of Chartered

Secretaries and Administrator, KL (MAICSA)

> LICENSED USER

Hogan Assessment Systems

EQ-i 2.0® & EQ-360®

The Leadership Versatility Index®

Personal Orientation ProfileTM

RIGHT PEOPLE RIGHT ROLES RIGHT DECISIONS