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:
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